About the role:
Responsible for leading the On Trade (Horeca) and B2B business (Corporate Customers) to deliver revenue growth, market expansion, and a strong premium brand presence across key accounts.The role focuses on building sustainable customer partnerships within luxury hospitality, fine dining, premium bars, and corporate clients; while developing a capable, high- performing sales team that executes with excellence and brand integrity.
Sales Strategy & Execution
Conduct market research and competitive analysis to identify growth opportunities and new territories.
Ensure effective deployment of company and brand plans across the sales team to guarantee proper execution and alignment.
Develop and execute annual, quarterly, and monthly sales plans for On Trade and B2B channels to achieve revenue and profit objectives.
Coordinate with internal stakeholders to design and implement trade programs that drive sales and brand visibility.
Regularly review business performance, propose corrective actions, and ensure timely delivery of results.
Customer Management & Development
Search, evaluate, and propose new distributors or partners for expansion; conduct periodic performance assessments and propose continuation or termination as needed.
Develop business plans and joint business initiatives with key customers to increase product demand and revenue.
Maintain a strong market presence to identify customer needs, resolve issues, and explore new business opportunities.
Build and strengthen long- term partnerships with Horeca and B2B customers (hotels, restaurants, bars, clubs, corporate clients, etc.).
Ensure proper execution of all operational tasks with distributors/customers: delivery, stock management, equipment, and reporting systems.
Team Leadership & Performance Management
Build clear sales structures, define responsibilities, and monitor performance on a weekly/monthly basis for timely support.
Develop recognition and reward systems to encourage excellence and accountability.
Provide training on product knowledge, consultative selling, and professional working standards.
Lead, coach, and develop the sales team to achieve individual and collective KPIs.
Motivate the team to maintain high performance, discipline, and collaboration spirit.
Sales Operations & Tools
Prepare regular sales and market performance reports for management review.
Develop and optimize sales management tools and procedures to enhance efficiency and visibility.
Monitor sales data, track performance indicators (sales growth, coverage, new accounts, activation rate, AR management).
Coordinate with Finance and Supply Chain to ensure proper stock levels, on- time delivery, and accurate forecasting.
Cross- functional Collaboration
Work closely with Marketing, Supply Chain, and Retail teams to ensure consistent implementation of trade and brand programs.
Ensure compliance with all company policies and local regulations in sales operations.
Support customer activations, brand events, and corporate programs to enhance premium brand experience.
Other Tasks
Perform other assignments required by Head of Sales or Board of Directors to support business development and organizational growth.
