HORECA B2B Sales Manager (Foodstuff Distribution)

Company Overview

We are a premier foodstuff supply and distribution company specializing in sourcing and delivering high-quality ingredients and staples to hotels, restaurants, and catering companies (HORECA). We pride ourselves on reliability, premium product lines, and efficient supply chain solutions.

We are seeking a high-caliber, strategic B2B Sales Manager to lead, mentor, and scale our team of outdoor sales representatives and aggressively expand our market share.

⚠️ PLEASE READ BEFORE APPLYING: This is a B2B wholesale supplier-side corporate sales position. We are NOT looking for hospitality operations staff, F&B managers, restaurant managers, or hotel front-of-house professionals. To be considered, you must have direct experience working for a food manufacturer, importer, or distributor, selling to the hospitality industry.

Key Responsibilities

• Team Leadership & Performance: Direct, train, and motivate a team of outdoor/field sales representatives. Set clear targets, optimize their sales routes, and implement KPIs to track daily visits and conversion rates.
• Key Account Management: Leverage your existing network to personally pitch, negotiate, and close high-volume accounts with major hotel chains, large catering companies, and prominent restaurant groups.
• Sales Strategy & Execution: Develop and implement aggressive sales strategies to increase trading volume, cross-sell product categories, and open new geographical territories.
• Contract & Margin Management: Overses trading agreements, listing fees, and volume rebate structures to ensure sales growth aligns with corporate profitability goals.
• Market Intelligence & Collaboration: Monitor competitor activities, pricing trends, and market demand. Coordinate tightly with the procurement and logistics teams to ensure stock availability matches sales commitments.

Required Qualifications & Experience

• Industry Experience: Minimum 10 years of proven track record in B2B sales specifically within the FMCG or foodstuff distribution sector, focusing heavily on the HORECA channel.
• Established Network: An active, highly established portfolio of procurement managers, purchasing directors, and executive chefs within the local hospitality and catering ecosystem.
• Leadership Experience: Minimum 3–5 years in a managerial role directly supervising an outdoor/field sales team. Proven ability to drive team accountability and performance.
• Commercial Acumen: Strong understanding of credit facilities, payment terms, collection management, and distribution logistics.
• Communication: Exceptional negotiation, presentation, and relationship-building skills.

What We Offer

• Competitive base salary commensurate with experience.
• Performance-based bonus structure tied to team targets and revenue growth.
• Company vehicle/allowance and corporate mobile tools.
• Opportunities for strategic input and career advancement within a growing trading company.

Job Details

Preferred Candidate

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