Sales Executive (B2B Specialty Coffee / HORECA)

Role Overview

Market Development and Acquisition

• Develop and execute a market-penetration plan for the Qatar B2B coffee market.
• Identify prospective customers and decision-makers across cafés, hotels, restaurants, roasteries, offices and other HORECA accounts.
• Build a pipeline from prospecting through meetings, tastings, proposals, negotiation and closing.
• Conduct regular field visits and face-to-face customer meetings.
• Generate qualified leads through market visits, networking, referrals and industry relationships.

Sales and Account Development

• Understand customer coffee programs, volumes, suppliers, pricing, equipment and operational requirements.
• Present suitable brand solutions, organize tastings and prepare commercial proposals.
• Negotiate pricing and commercial terms and convert opportunities into recurring customers and coffee volume.
• Achieve targets for new accounts, coffee volume, revenue, gross margin and customer retention.
• Develop accounts through additional products, locations, branches and increased consumption.

Coffee Solution Selling

• Build working knowledge of specialty coffee, including origins, processing methods, roast profiles, blends, espresso and brewing.
• Coordinate with the Head of Coffee or Coffee Specialist on selection, blends, tastings, brewing calibration, training and troubleshooting.
• Translate technical coffee knowledge into clear commercial benefits for customers.

Commercial and Reporting

• Monitor competitor activities, product offerings, coffee prices and market trends.
• Provide feedback on competitor pricing, customer requirements, market gaps and emerging opportunities.
• Maintain an accurate CRM pipeline and provide forecasts, customer records and sales and market-development reports.

Customer Onboarding

• Coordinate with coffee, operations, supply chain and finance teams to ensure product availability, specifications, equipment, training, delivery and documentation.
• Ensure each new customer's first experience is professional and seamless.

Experience and Professional Requirements

• Minimum 3–5 years of successful B2B field-sales experience, preferably in coffee, HORECA, foodservice, beverages or premium F&B.
• Proven new-customer acquisition and target-achievement record.
• Strong understanding of the Qatar HORECA market and ability to manage the full sales cycle.
• Strong negotiation, presentation and relationship-management skills.
• Commercial understanding of pricing, margin and account profitability.
• Excellent spoken and written English.
• Valid Qatar driving license and ability to travel extensively across the market.

Preferred Qualifications

• Existing relationships with Qatar café, hotel, restaurant, procurement or roastery decision-makers.
• Previous experience selling coffee, beverages, food ingredients or HORECA products.
• Practical specialty coffee, roasting, espresso or brewing knowledge.
• Barista experience, SCA-related training or Arabic language capability.