OVERALL RESPONSIBILITY

• To  build the regional HORECA  department sales quickly and profitably through the achievement of agreed  annual sales  objectives,  by  the  systematic  expansion  of  Company’s  product  portfolio  and increase  in  product  penetration  and  usage  frequency  wit h  existing  and  new  customers.  Strong leadership,  high  level  planning  and  effective  customer  management  skills,  as  well  as  a  focussed program of training and development, are essential to achieve the expected business success

RELATIONSHIPS

• Reports directly to and communicate with  Managing Director  on all pertinent sales, distribution, product portfolio and receivables matters affecting its operations and customer service.
• Provide managerial assistance to Managing Director
• Performs  cross  function  activities  by  collaborating  and  communicating with  marketing,  finance,HR and logistics departments as well as other business unit managers.
• Interacts  and  liaises  with  persons  /  individuals  outside  the  Company  such  as  customers, distributors and Brand-owners as required.
• Builds a wide and meaningful network of industry contacts for the benefit of the overall business.

KEY DUTIES & RESPONSIBILITIES

• Will  be accountable  for overall  planning,  budgeting  and  achievement  of  the  yearly  Horeca regional sales, product portfolio and distribution expansion plan with priorities given to key brands,customer channels and cities.
• Achieve  targeted  distribution  and  availability  of  products  and  extend  nationwide  geographical reach to grow the business. Lead through the timely evaluation and recruitment of sub-distributors and stockists as and when necessary.
• Ownership  of  building  a  complete  and  robust  organisational  structure;  including:  a  system  of recruitment  and  retention  at least as  good  as  our  industry  pear  group  so  that  business  growth objectives can be realised.
• To  train  and  coach  existing  and  new  managers,  supervisors  and  other  staff  through  regular meetings, field accompaniment and development of basic training systems.
• Ensure that all sales teams are regularly conducting proper client surveys to check out changes in product needs, competitive activity and satisfaction with Company’s offerings and level of service.
• Recruit  and  lead  a  competent  sales  &  marketing  support  team,  customer  service  team  and  a chef(s) to as required by a professional Food supplier to the Horeca industry
• Establish and develop strong key account and distributor management capabilities and maintain regular top-to-top business relationships to attain a competitive advantage.
• Effectively  research  and  project  manage  agreed  new  product  launches  in  a  timely  and  cost effective manner.
• Ensure that Receivables remain at current via monthly reviews.
• Control all operational expenses through detailed budgeting and monthly review of performance.
• Establish credit control procedures to check abuses within and without.
• Set quarterly and yearly job performance objectives and to appraise your subordinates to upgrade performances and productivity.
• Conduct  weekly  /monthly  sales  meetings  and  report  monthly  performances  vs.  objectives  and potential risks in achieving budget and other objectives
• Ensure that administration work and weekly /monthly reporting is carried out by your team and yourself to deadline and to Company's standard.
• To develop and improve your own managerial skills to meet new challenges and expectations
• Attend  relevant  Industry  events  and  enhance  the  company’s  standing  and  reputation  both internally and externally and promote the same approach throughout the organisation.
• Perform any other type of sales management activities as directed by senior management.

REQUIREMENTS

• Minimum  10  years  in  a  sales  &  marketing  management  position  in  a  reputable  Food  Service/Horeca company and high level knowledge of Food & Beverage in general.
• Strong ‘hands-on’ people management, team building, leadership and coaching skills
• Demonstrate  a  strong  track-record  in  sourcing,  managing  and  growing  relevant  multi -category Food service products from around the world. Other
• High level selling, and negotiation skills
• Ability to build very positive and close client working relationships
• Team builder /player and collaborator
• Good verbal and written communication and reporting skills
• Excellent planning and execution skills
• Self-motivator, flexible and able to work at pace
• Work with positive spirit and discipline at all times
• A deal maker
• Ability to develop and introduce the fundamental sales work processes and procedures required in the selling to ‘Horeca’ industry
• Great recruiter and retainer of quality people – be a role model.

PREFERRED

• Management experience in Asia or other emerging market
• Managing change / be a positive change agent

QUALIFICATIONS

• Bachelor degree calibre
• Marketing / Business Management qualification preferred