HORECA Regional Manager - Catering & Institutions

Role Overview

The HORECA Regional Manager - Catering & Institutions is a key leadership position responsible for driving field sales operations, achieving revenue targets, and fostering strong customer relationships within the assigned region. This role demands a strategic approach to sales execution, meticulous order management, and proactive issue resolution to ensure seamless business operations. The ideal candidate will combine deep industry knowledge with exceptional leadership skills to optimize performance across the catering and institutional segments.

Key Responsibilities

Sales Operations & Execution

In this dynamic role, the HORECA Regional Manager will oversee and execute field sales activities in alignment with the company’s strategic objectives. The position requires close collaboration with the sales team to execute daily route plans, ensuring timely customer visits and order processing. The manager will:

• Lead the sales team in executing daily route plans and conducting customer visits to drive sales growth.
• Analyze and communicate sales order requirements, assisting in order release and coordinating with warehouse teams to ensure product availability.
• Monitor and provide insights on competitor promotions, pricing strategies, and market trends to the HORECA Channel Manager to inform strategic decisions.
• Implement and oversee the execution of sales promotions and marketing initiatives as directed by senior management.
• Facilitate seamless order processing by coordinating with the Sales Coordinator, addressing queries, and resolving discrepancies promptly.
• Prepare and submit detailed daily status reports to the Channel Manager, ensuring transparency and accountability in sales activities.
• Deliver professional customer service, addressing inquiries, and resolving issues efficiently to maintain high levels of customer satisfaction.
• Collaborate with the logistics team to ensure timely and accurate delivery of customer orders, minimizing disruptions and enhancing operational efficiency.
• Manage customer complaints related to returns by collecting relevant information and coordinating with the logistics team to initiate corrective actions.

Revenue Collection & Financial Oversight

The role also encompasses critical financial responsibilities to safeguard the company’s revenue stream. The HORECA Regional Manager will:

• Monitor and drive the sales team toward achieving monthly and quarterly collection targets.
• Escalate overdue payments or collection challenges to the Channel Manager, providing actionable insights and recommendations for resolution.
• Prepare and distribute comprehensive collection status reports, ensuring accurate and up-to-date financial tracking.
• Oversee the timely processing of cash and checks, coordinating with the cashier to ensure precise accounting and compliance with financial protocols.

Qualifications & Competencies

To excel in this role, candidates must meet the following requirements:

• A bachelor’s degree in Business Administration, Sales, or Marketing, or a related field.
• A minimum of seven years of progressive sales experience, preferably within the FMCG (Fast-Moving Consumer Goods) sector.
• Fluency in both written and verbal Arabic and English, with strong communication skills to engage effectively with diverse stakeholders.
• Proven leadership abilities with a track record of managing sales teams and driving performance in a competitive market.
• Exceptional analytical skills to interpret sales data, market trends, and customer feedback for informed decision-making.
• Strong organizational and time-management skills to balance multiple priorities and meet deadlines in a fast-paced environment.
• Customer-centric mindset with a commitment to delivering outstanding service and building long-term business relationships.