Manager / Senior Manager South (Horeca & Manufacturing)

Role Overview:

• Responsible for heading and accelerating market share within two critical verticals: Manufacturing (Industrial/B2B) and HORECA (Hotels, Restaurants, and Catering).

Key Responsibilities:

• Regional Business Strategy & Growth: Develop and execute the business strategy for the South region across HORECA and Manufacturing, with a focus on revenue growth, market expansion, customer acquisition, and profitability.
• Market Penetration & Expansion: Identify and penetrate new markets, cities, customer segments, industrial clusters, corporate accounts, and premium HORECA chains. Develop region-wise growth plans to unlock untapped business opportunities.
• Revenue & P&L Ownership: Own the regional revenue and profitability targets across HORECA and Manufacturing, ensuring achievement through effective sales planning, pipeline management, pricing, and account expansion.
• Strategic Account Management: Build and maintain strong relationships with C-suite, procurement, facility, administration, operations, and business leaders across large manufacturing organizations, industrial units, corporate accounts, hotel chains, restaurants, and other strategic HORECA customers.
• New Business Development: Drive acquisition of large and strategic accounts by identifying high-potential prospects, developing account-specific strategies, and leading negotiations and closures for high-value opportunities.
• Key Account Growth & Retention: Strengthen existing strategic accounts through relationship management, service excellence, cross-selling, upselling, and identification of additional business opportunities across locations and customer groups.
• Team Leadership & Capability Building: Lead and mentor the South regional sales team, set clear business objectives, review performance, build sales capabilities, and create a high-performance and accountability-driven culture.
• Solution & Consultative Selling: Drive a consultative sales approach by understanding customer requirements, operational challenges, workforce needs, and business objectives, and positioning relevant solutions that create measurable value for HORECA and Manufacturing customers.
• Regional Sales Planning & Forecasting: Develop territory-wise sales plans, establish clear targets, monitor pipeline health, and ensure accurate forecasting and timely course correction to deliver regional business objectives.
• Market & Competitor Intelligence: Track competitor movements, pricing, market trends, customer preferences, industry developments, and emerging opportunities across HORECA andManufacturing. Provide actionable insights to the leadership, Marketing, and Product teams.
• Sales Governance & CRM Discipline: Ensure robust sales governance through accurate CRM management, pipeline tracking, lead conversion, account reviews, sales reporting, and performance dashboards.
• Strategic Partnerships & Networking: Build relationships with industry bodies, business networks, channel partners, and relevant ecosystem stakeholders to enhance market visibility and generate new business opportunities.
• Leadership Reporting: Present regular regional business reviews to senior leadership covering revenue performance, pipeline, key accounts, market opportunities, team performance, risks, and strategic action plans.

Requirements:

• 10+ years of B2B sales proven experience in B2B sales, specifically catering to Industrial/Manufacturing or HORECA clients
• Strong problem-solving mindset with a collaborative approach.
• MBA/PGDM preferred but not mandatory.