Title:  Food Service Area Sales Responsible

Job Purpose and Impact

Area Sales Responsible is tasked with driving sustainable sales growth within Istanbul territory, with a strong focus on the Food Service and HORECA (Hotels, Restaurants, Cafés) segments. This role directly contributes to the company’s revenue and market share through effective distributor management and efficient territory planning. Area Sales Responsible acts as a critical link between the company, its distributors, and stakeholders, ensuring execution excellence and market development.

This position plays a vital role in enhancing customer satisfaction, optimizing market presence, and aligning commercial initiatives with business goals. The impact of this role is realized through increased distribution, profitable growth, and strong customer and distributor relationships

Key Accountabilities

Distributor Management

• Develop and manage relationships with assigned distributors to ensure performance, alignment with commercial objectives, and compliance with trade terms.
• Provide ongoing training, support, and evaluation to distributor sales teams to drive execution and capability building.
• Monitor distributor KPIs (e.g., stock levels, sales coverage, order frequency, execution of promotions), taking corrective action where needed.

• Skilled in developing and maintaining long-term distributor relationship

Territory Management

• Build and execute detailed territory action plans aligned with strategies and sales targets.
• Optimize go-to-market strategies to ensure effective and efficient coverage of all customer segments.
• Maintain a high level of market intelligence, customer needs, and pricing dynamics.

Sales Execution & Capabilities

• Achieve monthly, quarterly, and annual sales targets through structured IBP planning.
• Leverage data and tools (SalesForce, etc.) to track performance, identify growth opportunities, and develop action plans.

Commercial Planning & Reporting

• Identify, develop, and manage strategic relationships with distributors in Food Service channels.
• Prepare regular reports and presentations on sales activities, market developments, and competitor insights.

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

Qualifications

Minimum Qualifications

• Bachelor's degree

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

• Proven B2B sales experience

• Extensive travel within the assigned area (up to 70%) to meet customers, visit market sites, and work with distributor teams.
• Occasional participation in trade events, exhibitions, or national sales meetings may be required.