Sales Executive - HORECA

Purpose of the role: 

The Sales Executive HORECA is responsible for driving sales and revenue growth within the HORECA (Hotels, Restaurants, and Catering) segment through distributor channels. This role also involves developing new business opportunities in the catering or kiosks or events and involves direct selling to the customers in these channels. The scope includes Baskin Robbins, Delight or new brands as assigned from time to time

1. KEY JOB RESPONSIBILITIES

          Financial  

• Monitor distributor sales performance against set targets and take corrective actions to ensure objectives are met.
• Achieve revenue targets in direct selling channels like Events, Catering, Ship chandlers etc
• Negotiate pricing and promotional agreements with distributors to optimize revenue and profitability.
• Conduct regular pricing reviews and market analyses to ensure competitiveness and maximize margins.
• Manage distributor credit terms and ensure timely collections to maintain healthy cash flow.
• Manage collection of credit from direct customers and clear accounts with the finance team

          Customer

• Collaborate closely with distributors to understand market trends, customer preferences, and competitor activities.
• Provide product training and support to distributor sales teams to enhance product knowledge and selling capabilities.
• Address distributor inquiries, concerns, and complaints promptly to maintain strong business relationships.
• Implement customer feedback mechanisms to gather insights and drive continuous improvement in product offerings and service levels.

          Internal Business Process

• Develop and implement efficient order management processes to streamline order processing and fulfillment.
• Monitor inventory levels and product availability with distributors to prevent stockouts and meet customer demand.
• Coordinate with internal logistics and supply chain teams to ensure smooth distribution operations and timely deliveries.
• Analyze sales data and performance metrics to identify opportunities for sales growth and operational efficiency.
• Implement sales forecasting models to anticipate demand and optimize inventory levels across distribution channels.

          People  

• Provide ongoing training and support to distributor sales teams on product features, benefits, and sales techniques.
• Foster a collaborative and supportive working relationship with distributor partners to drive mutual business success.

1. QUALIFICATION, EXPERIENCE & SKILLS

• Bachelor's degree in Business Administration, Marketing, or related field.
• Minimum of 3 years of experience in sales, preferably in the food and beverage industry with a focus on HORECA channels.
• Strong negotiation, communication, and interpersonal skills. Proficient in MS Office suite and CRM software.
• Valid UAE driving license with a clean driving record.
• Demonstrated ability to build and maintain strong relationships with HORECA customers and distributors.
• Analytical Abilities: Ability to analyze market trends, sales data, and competitor activities to identify opportunities and formulate strategies.
• Collaborative mindset with the ability to work effectively in a team environment and across functional areas.
• Proven track record of achieving and exceeding sales targets and driving revenue growth in HORECA channels.