HoReCa CHANNEL MANAGER

About Al Rabie Saudi Foods

Al Rabie Saudi Foods stands as one of Saudi Arabia’s largest and most trusted manufacturers of juices and beverages, renowned for its premium portfolio of 100% juices, nectars, dairy beverages, and functional drinks. With an unwavering commitment to quality and innovation, the company has established a strong presence across Saudi Arabia and international markets, earning the trust of households nationwide. As Al Rabie continues to expand its footprint in the out-of-home consumption sector, we are seeking a dynamic and commercially astute HoReCa Channel Manager to lead the development and growth of our beverage offerings across Hotels, Restaurants, Cafes, and Catering accounts throughout the Kingdom.

Role Overview

Reporting directly to the Chief Sales Officer, the HoReCa Channel Manager will be responsible for crafting and executing Al Rabie’s out-of-home sales strategy, targeting Hotels, Restaurants, Cafes, Catering companies, and Institutional accounts across Saudi Arabia. This role encompasses a multifaceted approach, combining direct account management, distributor oversight, and new business development to drive beverage volume and enhance brand visibility within the rapidly evolving food service sector. The ideal candidate will possess a deep understanding of the HoReCa industry, a results-driven mindset, and the ability to forge strategic partnerships to maximize Al Rabie’s market share.

Key Responsibilities

1. Channel Strategy & Revenue Growth

• Strategic Development: Design and implement a robust HoReCa channel strategy aligned with Al Rabie’s commercial objectives, setting clear annual and quarterly revenue and volume targets tailored to each sub-segment.
• Volume Expansion: Drive growth across all HoReCa sub-segments, including hotels, quick-service restaurants, full-service restaurants, coffee shops and cafes, cloud kitchens, catering companies, and institutional accounts such as hospitals and schools.
• Opportunity Identification: Uncover and capitalize on untapped accounts, emerging geographic regions within Saudi Arabia, and innovative food service formats, including food trucks and pop-up dining concepts.
• Product & Pack Architecture: Collaborate with marketing and trade marketing teams to develop a HoReCa-specific product and packaging strategy, including on-the-go formats, bulk dispensing SKUs, and branded serving solutions tailored to food service operations.

2. Commercial & P&L Management

• Financial Ownership: Take full ownership of the HoReCa channel’s P&L, including net revenue, trade expenditure, promotional ROI, and profitability targets, segmented by account tier and sub-segment.
• Pricing & Negotiation: Lead pricing strategies, contract negotiations, and promotional investment decisions across HoReCa accounts, ensuring strict adherence to margin guidelines and company policies.
• Trade Investment Management: Strategically allocate trade investment budgets to optimize listing agreements, pouring rights, visibility investments, and activation spend, maximizing bottom-line contributions.
• Forecasting & Supply Chain Coordination: Deliver accurate volume and revenue forecasts in collaboration with supply chain and demand planning teams, ensuring product availability, freshness standards, and on-time delivery to support seamless food service operations.

3. Account & Partner Management

• Key Account Relationships: Establish and nurture direct relationships with key HoReCa accounts, including hotel chains, restaurant groups, coffee shop chains, catering companies, and major institutional clients across Saudi Arabia.
• Contract Negotiation: Negotiate and finalize annual contracts, pouring rights agreements, and listing deals with major HoReCa operators, securing preferred supplier status for Al Rabie beverages.
• Distributor Oversight: Supervise HoReCa distributors and food service wholesalers, setting performance targets, monitoring sell-through metrics, and ensuring compliance with Al Rabie’s commercial and quality standards.
• Brand Activation & Collaboration: Partner with marketing teams to develop tailored HoReCa brand activation programs, menu integration initiatives, and branded serving solutions that enhance Al Rabie’s visibility at the point of consumption.

4. Operations & Execution Excellence

• Service Level Assurance: Ensure high service levels, reliable delivery schedules, and strict adherence to product freshness standards across all HoReCa accounts, with a focus on cold-chain requirements for chilled and ambient juice lines.
• Field Execution & Insights: Conduct regular on-site visits to HoReCa accounts to evaluate execution quality, address service issues, and identify opportunities for menu expansion or increased share of throat.
• Cross-Functional Collaboration: Work closely with supply chain, logistics, and other internal teams to streamline operations, resolve logistical challenges, and maintain operational excellence in the food service channel.