Title:  Horeca Area Sales Responsible

Job Purpose and Impact

The Area Sales Responsible – HORECA is accountable for growing the company’s footprint and profitability within the HORECA channel, with a strong focus on out of home consumption (fats and oils, chocolate) categories. The role is responsible for executing commercial strategies, managing regional distributors, and developing long-term relationships with national chain customers in Food Service sector, including bakeries, cafés, restaurants, hotels, and catering businesses.
This position plays a pivotal role in territory development, market penetration, and product visibility across the assigned region. The impact is measured through increased product availability, customer satisfaction, and profitable sales growth, in alignment with broader business goals.

Key Accountabilities

HORECA Channel Development

• Develop and execute sales plans tailored to the HORECA sector, focusing on product applications in bakery, confectionery, hotels, catering, and restaurant kitchens.
• Identify key trends in the out-of-home consumption market and recommend initiatives to capture new opportunities.

Distributor Management
• Select, onboard, and manage a network of regional HORECA-focused distributors for chocolate, fats & oils products.
• Conduct regular business reviews with distributors to monitor sales performance, inventory levels, market coverage, and growth plans

• Skilled in developing and maintaining long-term distributor relationship

Territory Management
• Analyze the assigned “Marmara” region to segment customers by potential and build a structured call plan covering bakeries, patisseries, hotels, restaurants, and cafés.
• Ensure effective coverage of the territory through direct customer visits, distributor fieldwork, and performance monitoring.

Sales Execution & Capability Building
• Achieve sales, distribution, and profitability targets across the chocolate, fats & oils categories.
• Establish long-term relationships with large or strategically important HORECA customers.
• Act as a category expert and trusted advisor in chocolate, fats & oils usage for chefs, pastry professionals, and kitchen manager.

Commercial Planning & Reporting
• Provide accurate sales forecasts, monthly reports, and insights into territory and distributor performance.
• Support the development of pricing strategies, trade programs, and product launches based on regional market dynamics.
• Work closely with R&D, Product line, marketing, supply chain, finance teams to align execution with strategic plans.

• Knowledge of foodservice logistics, pricing models, and seasonal demand cycles.

Qualifications

Minimum Qualifications

• Bachelor's degree

• 5 years of relevant experience in HORECA sales or Food Service channel management, preferably in chocolate, dairy, oils, or culinary ingredients.

• Proven B2B sales experience
• Proven track record in managing distributors and developing the out-of-home customer base.
• Solid understanding of chocolate (coatings, compounds, couvertures), edible fats (margarines, shortenings, frying oils), and applications.

Skills & Competencies
• Strong negotiation, presentation, and interpersonal skills.
• Territory planning and go-to-market optimization experience.
• Ability to analyze sales data and convert insights into actionable strategies.
• Proficiency in MS Office, CRM systems ( SalesForce etc.), and sales reporting tools.
• English is a plus for multinational environments.

Working Conditions
• Frequent travel within the assigned region (minimum 70%) to visit customers and support distributors.
• Occasional attendance at trade fairs, culinary events, training workshops, and cross-functional meetings.