Head of Food Services

Overview

1. Strategy & Business Growth

• Develop and implement the Food Service channel strategy aligned with overall commercial objectives
• Identify growth opportunities across HORECA, QSR, catering, and institutional segments
• Drive market penetration, distribution expansion, and portfolio optimization
• Set and manage annual budgets, sales targets, and KPIs

2. Sales & Key Account Management

• Lead strategic relationships with key Food Service clients (e.g., hotel groups, QSR chains, catering companies)
• Negotiate commercial agreements, contracts, and pricing strategies
• Ensure consistent achievement of revenue, margin, and volume targets

3. Team Leadership & Capability Building

• Lead, coach, and develop the Food Service sales team across markets
• Build strong succession pipelines and high-performance culture
• Set clear team objectives, monitor performance, and conduct regular reviews

4. Channel Development & Execution

• Drive execution excellence across Food Service distributors and partners
• Establish route-to-market strategies and optimize distribution models
• Ensure strong in-market visibility and availability of products

5. Financial & P&L Management

• Own Food Service channel P&L, including revenue, margins, and cost control
• Track sales forecasts and manage budgets effectively
• Optimize trade spend and promotional investments

6. Cross-Functional Collaboration

• Work closely with Supply Chain to ensure service levels and demand planning accuracy
• Partner with Marketing for Food Service campaigns, activations, and brand building
• Coordinate with Finance and Legal on contracts and compliance

7. Market Intelligence & Insights

• Monitor competitor activities, pricing, and market trends
• Leverage insights to refine strategies and identify new business opportunities
• Stay updated on industry shifts (e.g., QSR expansion, cloud kitchens, institutional demand)
• ***Qualifications & Experience:***
• **10–15+ years of experience in FMCG**
• , with strong exposure to Food Service / HORECA
• Proven track record in leading Food Service / B2B sales at a regional level
• Experience managing key accounts such as hotels, QSRs, and catering companies

Key Skills & Competencies

• Strategic thinking and business planning
• Strong negotiation and influencing skills
• Leadership and team management
• Customer relationship management
• Financial and commercial acumen
• Results-driven with strong execution focus
• Excellent communication and stakeholder management