Sales Representative (B2B/B2G – HORECA)

Position Overview

We are seeking a dynamic and results-driven Sales Representative (B2B/B2G – HORECA) to join our team and play a pivotal role in driving revenue growth, securing long-term contracts, and fostering strong customer relationships within the government, institutional, and corporate sectors. In this role, you will be responsible for identifying new business opportunities, managing key accounts, and ensuring the successful execution of sales initiatives to meet and exceed revenue targets. Your expertise in business development, negotiation, and contract management will be instrumental in expanding our market presence and strengthening our position in the HORECA (Hotel, Restaurant, Café) industry.

Key Responsibilities

The successful candidate will be tasked with a diverse range of responsibilities, including:

• Business Development: Proactively identify and pursue new business opportunities within the B2B, B2G, and HORECA sectors, leveraging market insights and industry trends to drive growth.
• Account Management: Cultivate and maintain strong relationships with key accounts, ensuring customer satisfaction and retention while identifying opportunities for upselling and cross-selling.
• Sales Process Execution: Prepare, submit, and follow up on quotations, tenders, and contracts in compliance with company policies and regulatory requirements, ensuring timely and accurate submissions.
• Revenue and Collection Management: Achieve and exceed sales and collection targets by effectively managing the sales pipeline, negotiating favorable terms, and ensuring timely payments from clients.
• Cross-Functional Collaboration: Work closely with internal departments, including marketing, logistics, and finance, to align sales strategies with operational capabilities and ensure seamless order fulfillment.
• Market and Competitor Analysis: Monitor industry trends, competitor activities, and market dynamics to inform strategic decision-making and maintain a competitive edge.
• CRM/ERP Management: Maintain accurate and up-to-date records in the company’s CRM and ERP systems, ensuring data integrity and facilitating informed decision-making.
• Compliance and Governance: Adhere to company policies, procedures, and Delegation of Authority (DoA) frameworks to ensure ethical and compliant sales practices.

Key Performance Indicators (KPIs)

To measure success in this role, the following KPIs will be tracked:

• Sales Revenue Achievement: Meeting or exceeding quarterly and annual revenue targets.
• Gross Margin Achievement: Ensuring profitability by maintaining or improving gross margins on sales.
• Collection Performance: Timely and efficient collection of payments from clients to optimize cash flow.
• New Customer Acquisition: Successfully onboarding new clients to expand the customer base.
• Tender Success Rate: Winning a high percentage of submitted tenders to secure government and institutional contracts.
• Customer Retention Rate: Maintaining strong relationships with existing clients to drive repeat business.
• Sales Forecast Accuracy: Providing reliable and data-driven sales forecasts to support strategic planning.

Qualifications and Experience

To qualify for this role, candidates must meet the following criteria:

• Education: Bachelor’s degree in Business Administration, Marketing, or a related field.
• Experience: Minimum of 3-5 years of proven experience in sales, with a focus on Institutional Sales, Government Sales, B2B, B2G, or the HORECA sector.
• Skills and Competencies:
  • Strong business development and account management skills.
  • Excellent negotiation and contract management abilities.
  • Proficiency in Customer Relationship Management (CRM) and Enterprise Resource Planning (ERP) systems, including SAP.
  • Ability to analyze market trends and competitor activities to inform sales strategies.
  • Exceptional communication, interpersonal, and presentation skills.
  • Results-oriented mindset with a track record of achieving sales targets.

If you are a motivated and experienced sales professional looking to make a significant impact in a dynamic industry, we invite you to apply for this exciting opportunity.