Business Development Executive - HoReCa
- Leading Client
- 5 - 7 years
- Kolkata
- 20 hours ago
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Job Description
Role Summary
We are seeking a high-impact, executive-level Business Development to lead and scale our B2B business across the HoReCa segment and distributor ecosystem for Frozen Foods and Masala categories. This role demands a seasoned professional with deep market access, strong commercial acumen, and the ability to drive aggressive revenue growth through strategic partnerships and market penetration.
Key Responsibilities
- Strategic Growth Market Expansion
- Lead the expansion of B2B sales across HoReCa channels including Hotels, Restaurants, Caterers, and Cloud Kitchens.
- Develop and execute region-wise go-to-market strategies to accelerate penetration in Frozen Foods and Masala segments.
- Identify high-potential markets, unlock new business opportunities, and drive sustainable revenue growth.
Distributor Network Leadership
- Identify, onboard, and scale a high-performing distributor network across assigned territories.
- Leverage existing relationships to fast-track market entry and product reach.
- Ensure distributor profitability, engagement, and long-term alignment with business goals.
Key Account Management (HoReCa)
- Build and maintain strong relationships with chefs, procurement heads, and decision-makers.
- Drive product adoption through presentations, trials, and sampling initiatives.
- Negotiate commercial agreements, pricing structures, and long-term supply contracts.
Revenue Ownership Performance Delivery
- Own and deliver monthly, quarterly, and annual revenue targets.
- Ensure disciplined execution on collections, credit control, and working capital management.
- Continuously monitor sales performance and implement corrective actions where required.
Market Intelligence Competitive Strategy
- Track competitor activity, pricing benchmarks, and emerging market trends.
- Provide actionable insights to refine product positioning and pricing strategies.
Cross-Functional Coordination
- Collaborate closely with supply chain, production, and logistics teams to ensure seamless order fulfillment.
- Support new product launches and market activation initiatives within the HoReCa segment.
Candidate Profile
- 2+ years of proven experience in Frozen Foods and/or Masala industry (mandatory).
- Strong exposure to B2B HoReCa sales with a well-established network.
- Demonstrated success in distributor management and territory expansion.
- Track record of consistently achieving or exceeding revenue targets.
- Excellent negotiation, influencing, and closure capabilities.
- High ownership mindset with the ability to independently manage business operations.
Preferred Qualifications
- Experience with established FMCG or food brands.
- Strong understanding of cold chain logistics and distribution.
- Proven experience in launching and scaling products within HoReCa.
- MBA in Marketing, Business, or related field.
What Defines Success in This Role
- Ability to open and close high-value HoReCa accounts with minimal ramp-up time.
- Strong distributor influence and network leverage.
- Aggressive revenue delivery with disciplined financial control.
- Deep understanding of the HoReCa ecosystem and buying behavior.
- Execution-driven, relationship-focused, and commercially sharp.
Job Classification
Industry: Hotels & RestaurantsFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Sales Head (B2C)Employement Type: Full timeContact Details:
Company: Leading ClientLocation(s): Kolkata
Keyskills: business development territory expansion distributor management market expansion logistics distributor sales account management marketing b2b sales procurement key account management credit control strategic partnerships
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