HORECA B2B Sales Manager; Foodstuff Distribution

Company Overview

We are a premier foodstuff supply and distribution company specializing in sourcing and delivering high-quality ingredients and staples to hotels, restaurants, and catering companies (HORECA). We pride ourselves on reliability, premium product lines, and efficient supply chain solutions.

We are seeking a high-caliber, strategic B2B Sales Manager to lead, mentor, and scale our team of outdoor sales representatives and aggressively expand our market share.

This is a B2B wholesale supplier-side corporate sales position. We are NOT looking for hospitality operations staff, F&B managers, restaurant managers, or hotel front-of-house professionals. To be considered, you must have direct experience working for a food manufacturer, importer, or distributor, selling to the hospitality industry.

• Team Leadership & Performance: Direct, train, and motivate a team of outdoor/field sales representatives. Set clear targets, optimize their sales routes, and implement KPIs to track daily visits and conversion rates.
• Key Account Management: Leverage your existing network to personally pitch, negotiate, and close high-volume accounts with major hotel chains, large catering companies, and prominent restaurant groups.
• Sales Strategy & Execution: Develop and implement aggressive sales strategies to increase trading volume, cross-sell product categories, and open new geographical territories.
• Contract & Margin Management: Oversees trading agreements, listing fees, and volume rebate structures to ensure sales growth aligns with corporate profitability goals.
• Market Intelligence &
  
  Collaboration:
  
  Monitor competitor activities, pricing trends, and market demand. Coordinate tightly with the procurement and logistics teams to ensure stock availability matches sales commitments.

• Industry
  
  Experience:
  
  Minimum 10 years of proven track record in B2B sales specifically within the FMCG or foodstuff distribution sector, focusing heavily on the HORECA channel.
• Established Network: An active, highly established portfolio of procurement managers, purchasing directors, and executive chefs within the local hospitality and catering ecosystem.
• Leadership
  
  Experience:
  
  Minimum 3–5 years in a managerial role directly supervising an outdoor/field sales team. Proven ability to drive team accountability and performance.
• Commercial Acumen: Strong understanding of credit facilities, payment terms, collection management, and distribution logistics.
• Communication: Exceptional negotiation, presentation, and relationship-building skills.

• Competitive base salary commensurate with experience.
• Performance-based bonus structure 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.

• Active HORECA Network: A ready-to-use portfolio of purchasing directors, executive chefs, and catering buyers.
• B2B Commercial Negotiation: Proven ability to negotiate high-volume supply contracts, pricing structures, and annual listing fees.
• Credit & Collection Control: Strong management of B2B payment terms (30/60/90 days) and tracking outstanding collections.

• Field Sales Management: Experience setting KPIs, tracking daily routes, and driving accountability for a team of outdoor sales reps.
• Supply Chain Alignment: Ability to coordinate with internal procurement and warehouse teams to match sales commitments with stock availability.