The National Head – HoReCa (Premium Products) will be responsible for driving the overall HoReCa business across India, with complete ownership of revenue, profitability, national key accounts, and brand positioning within the premium hospitality segment.
The role involves developing national sales strategies, building strategic partnerships with premium hospitality accounts, leading zonal and regional sales teams, and driving sustainable business growth across the country.
Own end-to-end national P&L for the premium HoReCa portfolio.
Define and execute the national HoReCa strategy in alignment with business and brand objectives.
Drive revenue growth, margin expansion, and premium brand positioning.
Develop business plans to achieve national sales and profitability targets.
Lead relationships with national and international hotel chains, premium QSRs, fine-dining groups, lounges, and institutional clients.
Develop strategic partnerships, exclusive tie-ups, and long-term commercial alliances.
Lead high-value negotiations, pricing strategies, and contract closures.
Build and maintain strong relationships with key decision-makers across the hospitality sector.
Lead and manage Zonal Heads and regional HoReCa sales teams.
Build a high-performance and scalable sales organisation across India.
Drive capability building, performance management, and leadership development.
Establish clear sales targets, KPIs, and performance review mechanisms.
Identify and develop premium HoReCa business opportunities across markets.
Drive selective, brand-aligned distribution expansion.
Identify new customer segments and strategic growth opportunities.
Monitor emerging trends in luxury hospitality and experiential dining.
Monitor national sales performance, productivity, SKU mix, and profitability.
Use data analytics, market insights, and business intelligence to drive strategy and execution.
Ensure accurate sales forecasting, reporting, and business reviews.
Identify growth opportunities and implement corrective actions to achieve targets.
Collaborate with Marketing, Supply Chain, Finance, and Operations teams to ensure seamless execution.
Drive national brand visibility, activations, and premium brand initiatives.
Ensure service excellence and consistent product availability across markets.
Align cross-functional teams with national business objectives.
Bachelor's degree in Business, Marketing, Sales, or a related field.
MBA preferred.
12–15 years of experience in HoReCa or Institutional Sales within FMCG, beverages, or hospitality.
5+ years of experience in a national or multi-region leadership role.
Experience managing national key accounts and premium hospitality customers.
Proven experience in driving revenue growth, profitability, and team performance.
National Sales Strategy
HoReCa Sales & Business Development
Institutional Sales
P&L Management
Key Account Management
Premium Brand Positioning
Strategic Partnerships
Revenue Growth & Profitability
Channel Development
Team Leadership & Performance Management
Commercial Negotiation
Sales Forecasting & Analytics
Stakeholder Management
Market Intelligence
Cross-Functional Collaboration
Strategic Planning & Execution
Willingness to travel extensively across India.
Ability to operate in a high-performance, brand-sensitive environment.
Strong commercial acumen and strategic decision-making capabilities.
Excellent communication, negotiation, and relationship-building skills.
