VP Sales & Marketing Manager -Mumbai / Delhi ( Horeca Sales )

Job Summary

The VP – Sales & Marketing (HORECA) will lead and drive the overall sales and marketing strategy for the Hotels, Restaurants, Cafés/Catering (HORECA) segment. This role is responsible for revenue growth, market expansion, key account management, brand positioning, and building high-performing sales teams across regions.

Key Responsibilities

Sales Leadership

• Define and execute sales strategy for the HORECA channel to achieve revenue and volume targets
• Lead pan-India / regional HORECA sales operations
• Develop and manage key national & regional HORECA accounts (Hotels chains, QSRs, Institutional clients)
• Drive new business acquisition, contract negotiations, and long-term partnerships
• Monitor sales performance, pricing, margins, and profitability

Marketing & Brand Strategy

• Develop HORECA-specific marketing strategies aligned with business goals
• Work closely with marketing teams on brand visibility, promotions, launches, and activations
• Analyze market trends, competitor activity, and customer insights
• Strengthen brand presence in premium and institutional segments

Channel & Distribution Management

• Build and optimize distributor / channel partner network for HORECA
• Ensure effective coverage, availability, and service levels
• Coordinate with supply chain to ensure seamless execution

Team Management & Capability Building

• Build, mentor, and lead regional sales heads, KAMs, and marketing teams
• Set KPIs, review performance, and drive accountability
• Conduct regular training on product knowledge, negotiation, and customer management

Strategic & Cross-Functional Collaboration

• Work with finance on budgeting, forecasting, and ROI analysis
• Coordinate with product, operations, and supply chain teams
• Present business reviews and strategic plans to leadership

Key Skills & Competencies

• Strong leadership and stakeholder management
• Strategic thinking with execution focus
• Deep understanding of HORECA business dynamics
• Excellent negotiation and relationship-building skills
• Data-driven decision making
• Strong communication and presentation skills

Qualifications

• MBA / PGDM in Sales & Marketing (preferred)
• Bachelor’s degree in any discipline

Experience

• 15+ years of experience in Sales & Marketing
• 8–10 years in senior leadership roles within HORECA / FMCG / Food & Beverage / Hospitality
• Proven track record of scaling HORECA sales and managing large teams

Key Performance Indicators (KPIs)

• Revenue & profitability growth in HORECA segment
• Market share expansion
• Key account acquisition & retention
• Team performance & capability development

"Excellent written and verbal communication skills are mandatory.

Salary :-35 to 40 LPA

Job Locations:-Mumbai /Delhi.

Contact Details :-

HR-Chitra Aher

[email protected]