Job Summary
The VP Sales & Marketing (HORECA) will lead and drive the overall sales and marketing strategy for the Hotels, Restaurants, Cafs/Catering (HORECA) segment. This role is responsible for revenue growth, market expansion, key account management, brand positioning, and building high-performing sales teams across regions.
Key Responsibilities
Sales Leadership
- Define and execute sales strategy for the HORECA channel to achieve revenue and volume targets
- Lead pan-India / regional HORECA sales operations
- Develop and manage key national & regional HORECA accounts (Hotels chains, QSRs, Institutional clients)
- Drive new business acquisition, contract negotiations, and long-term partnerships
- Monitor sales performance, pricing, margins, and profitability
Marketing & Brand Strategy
- Develop HORECA-specific marketing strategies aligned with business goals
- Work closely with marketing teams on brand visibility, promotions, launches, and activations
- Analyze market trends, competitor activity, and customer insights
- Strengthen brand presence in premium and institutional segments
Channel & Distribution Management
- Build and optimize distributor / channel partner network for HORECA
- Ensure effective coverage, availability, and service levels
- Coordinate with supply chain to ensure seamless execution
Team Management & Capability Building
- Build, mentor, and lead regional sales heads, KAMs, and marketing teams
- Set KPIs, review performance, and drive accountability
- Conduct regular training on product knowledge, negotiation, and customer management
Strategic & Cross-Functional Collaboration
- Work with finance on budgeting, forecasting, and ROI analysis
- Coordinate with product, operations, and supply chain teams
- Present business reviews and strategic plans to leadership
Key Skills & Competencies
- Strong leadership and stakeholder management
- Strategic thinking with execution focus
- Deep understanding of HORECA business dynamics
- Excellent negotiation and relationship-building skills
- Data-driven decision making
- Strong communication and presentation skills
Qualifications
- MBA / PGDM in Sales & Marketing (preferred)
- Bachelor's degree in any discipline
Experience
- 15+ years of experience in Sales & Marketing
- 810 years in senior leadership roles within HORECA / FMCG / Food & Beverage / Hospitality
- Proven track record of scaling HORECA sales and managing large teams
Key Performance Indicators (KPIs)
- Revenue & profitability growth in HORECA segment
- Market share expansion
- Key account acquisition & retention
- Team performance & capability development
Excellent written and verbal communication skills are mandatory.
Salary :-35 to 40 LPA
Job Locations:-Mumbai /Delhi.
Contact Details :-
HR-Chitra Aher
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