Head of Food Service Channel

Job Summary

The Director of Food service Channel Sales is responsible for developing and executing the overall food service channel sales strategy for China, driving revenue growth and market share expansion across the restaurant, hotel, catering, and institutional dining segments. This role leads a team of regional sales managers and key account managers to build strategic partnerships with national and regional distributors, chain restaurant groups, and institutional clients, while collaborating cross-functionally with marketing, supply chain, and R&D to deliver food service-specific product solutions and exceptional customer experience.

• Develop and implement the annual and multi-year food service channel sales strategy, including market segmentation, channel development, and revenue targets aligned with overall company objectives.
• Lead, mentor, and manage the food service sales team (7 direct reports and total 25 TMs), including regional sales managers, key account managers, and trading marketing supervisor, ensuring team performance and professional development.
• Build and maintain strategic relationships with top-tier national and regional food service distributors, chain restaurant groups, hotel chains, catering companies, and institutional dining operators.
• Drive new business development by identifying, evaluating, and securing partnerships with high-potential food service accounts and emerging channel opportunities.
• Collaborate with Marketing to develop food service-specific product portfolios, promotional programs, and brand activation initiatives tailored to the HORECA segment.
• Partner with Supply Chain and Operations to ensure product availability, delivery reliability, and service levels meet food service customer requirements.
• Work with R&D and Product Development to identify market needs and co-develop innovative food service solutions, including customized products and menu concepts.
• Monitor market trends, competitive landscape, and customer insights to inform strategic decisions and identify growth opportunities.
• Develop and manage the food service channel budget, sales performance accountability, and sales forecasting processes.
• Represent the company at industry trade shows, food service exhibitions, and professional associations to enhance brand visibility and industry relationships.

Bachelor's degree in Business Administration, Marketing, Food Science, or related field required. MBA or Master's degree preferred.

Required:

Minimum 10 years of progressive sales experience in the food and beverage industry, with at least 5 years specifically in food service/HORECA channel sales. Demonstrated track record of managing multi-million RMB accounts and achieving consistent revenue growth in the China market.

Preferred:
Experience in multinational FMCG or food manufacturing companies with exposure to both domestic and international food service markets. Prior experience working with national food service distributors and chain restaurant accounts.

Food Safety Manager Certification preferred.

• Deep understanding of the China food service market, including distribution models, channel dynamics, and key industry players.
• Strong strategic thinking and business planning capabilities with proven ability to translate strategy into actionable sales plans.
• Excellent leadership and people management skills with experience leading team.
• Outstanding negotiation, presentation, and relationship-building skills with C-level and senior management stakeholders.
• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word).
• Strong financial acumen with experience in budget management, P&L analysis, and sales forecasting.
• Fluency in Mandarin Chinese and English (written and spoken) required.
• Ability to travel extensively (40-50%) across China.
• High resilience and adaptability in a fast-paced, competitive market environment.

Yes. This position has direct supervisory responsibility for 7 team members, including Regional Sales Managers, Key Account Manager, and Food service trade Marketing supervisor. Responsible for hiring, training, performance management, and career development of direct reports.

Approximately 40-50% travel required, including domestic trips to key markets (Beijing, Shanghai, Guangzhou, Chengdu, etc.), customer visits, distributor meetings, trade shows, and regional team visits.

否

Transfer of Standard Working Hours to Time Off（China）

The successful candidate(s) must be willing and able to perform the physical requirements of the job with or without a reasonable accommodation.

Tyson is an Equal Opportunity Employer. All qualified applicants will be considered without regard to race, national origin, color, religion, age, genetics, sex, sexual orientation, gender identity, disability or veteran status.