HORECA B2B Sales Manager (Foodstuff Distribution)

About the role

We are a premier foodstuff supply and distribution company serving hotels, restaurants and catering firms. We are looking for a strategic B2B Sales Manager to lead our outdoor sales team and aggressively grow market share in the HORECA channel.

Key responsibilities

• Direct, train and motivate a team of field sales representatives, set targets and monitor KPIs.
• Pitch, negotiate and close high‑volume accounts with hotel chains, catering companies and restaurant groups.
• Develop and execute aggressive sales strategies to increase volume, cross‑sell categories and open new territories.
• Oversee trading agreements, listing fees and volume rebate structures to align sales growth with profitability.
• Monitor competitor activity, pricing trends and coordinate with procurement and logistics to ensure stock availability.

Required profile

• Minimum 10 years B2B sales experience in FMCG or foodstuff distribution, focused on the HORECA channel.
• Established network of procurement managers, purchasing directors and executive chefs in the local hospitality ecosystem.
• 3–5 years of experience supervising an outdoor/field sales team.
• Strong commercial acumen including credit facilities, payment terms and collection management.

Required skills

• Active HORECA network with ready‑to‑use contacts.
• Proven B2B commercial negotiation of high‑volume supply contracts.
• Credit and collection control for B2B payment terms.
• Field sales management: KPI setting, route tracking and team accountability.
• Supply chain alignment with procurement and warehouse teams.

What we offer

• Competitive base salary commensurate with experience.
• Performance‑based bonus 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.