Head HoReCa Sales (Male)

Urgent opening for Head – HoReCa & Food Service in Ready to Eat Food Industry @ Chandigarh.

Key Skills & Competencies

Proven FMCG sales leadership with national exposure

Strong understanding of HoReCa, QSR, and institutional food service dynamics

Strategic mindset with hands-on execution capability

Excellent negotiation, people leadership, and stakeholder management skills

High commercial and financial acumen

Qualifications & Experience

MBA / Postgraduate degree preferred

15–20+ years of relevant experience with a strong FMCG foundation

Prior experience in building or scaling HoReCa / Food Service businesses in India

Background in food, beverages, dairy, or allied FMCG categories preferred

Performance-linked incentives and long-term incentives as per company policy

Location

Mohali, Punjab

(National role with extensive travel across India)

Reporting To

CEO / Managing Director / Commercial Director

Role Purpose

The Head – HoReCa & Food Service will be responsible for building, scaling, and leading the HoReCa (Hotels, Restaurants, Cafés) and Institutional Food Service business across India. The role requires a senior leader with a strong FMCG background who can bring structured go-to-market excellence, distributor-led expansion, and sustainable brand growth into the food service ecosystem.

Key Responsibilities

Strategy & Business Growth

Define and execute the national HoReCa & Food Service strategy aligned with overall business objectives.

Drive revenue growth, market penetration, and profitability across HoReCa, QSRs, cloud kitchens, caterers, and institutional channels.

Identify white spaces and emerging opportunities within the food service landscape.

Sales & Channel Management

Build and manage a robust distributor, wholesaler, and direct sales network for food service channels.

Implement FMCG-style GTM models and execution discipline adapted for HoReCa and food service customers.

Lead national key accounts including hotel chains, QSRs, and institutional customers.

Own pricing strategy, trade margins, credit norms, and promotional spends.

Team Leadership

Build, mentor, and lead a high-performing national sales and key account management team.

Establish strong performance management, capability development, and succession planning.

Customer & Brand Development

Strengthen brand equity and preference within HoReCa and institutional channels.

Work closely with marketing, R&D, and culinary teams on chef engagement programs, menu solutions, and product innovation.

Cross-Functional Collaboration

Partner with supply chain, finance, marketing, and manufacturing to ensure seamless execution and scalability.

• Experience

  15 - 20 Years

• No. of Openings

  5

• Education

  Post Graduate

• Role

  HoReCa Sales Head

• Industry Type

  FMCG / Retail / Food / Beverages

• Gender

  Male

• Job Country

  India

• Type of Job

  Full Time

• Work Location Type

  Work from Office

• Face interview location

  Chandigarh