Job Description

Roles & Responsibilities

1. Strategy & Leadership

Develop and execute the HORECA division strategy in alignment with the company’s overall objectives.
Lead the division’s strategic planning, including pricing, product mix, route-to-market, and customer expansion strategies.
Provide strong leadership to the Food Service team, ensuring clarity of goals, performance accountability, and continuous improvement.
Represent the division in leadership meetings, presenting performance reports, forecasts, challenges, and opportunities.

2. Business Development

Identify, develop, and secure new business opportunities within the HORECA sector (hotels, restaurants, catering companies, cafés, QSR, institutional buyers, etc.).
Strengthen and expand relationships with key clients and strategic partners.
Drive portfolio growth by introducing new product categories, supplier partnerships, and value-added solutions.
Monitor market trends, competitor activities, and customer insights to ensure Farzana maintains competitive advantage.

3. Sales & Commercial Management

Set and monitor sales targets, commercial budgets, and growth plans for the division.
Oversee pricing strategies, contract negotiations, and key account management.
Ensure optimal customer satisfaction levels by establishing strong service standards and responsiveness mechanisms.
Implement initiatives to increase penetration into emerging segments within the HORECA industry.

4. Operations Management

Oversee the division’s end-to-end operational processes including supply chain coordination, fulfillment, logistics, inventory availability, and service delivery.
Work closely with procurement and warehouse teams to ensure availability of high-demand and strategic products.
Ensure compliance with food safety standards, operational SOPs, and quality management systems.
Drive continuous improvement projects aimed at operational efficiency and cost optimization.

5. P&L Management

Own full responsibility for the division’s Profit & Loss (P&L).
Prepare and manage annual budgets, forecasts, and financial plans for the division.
Monitor financial performance, ensuring revenue, gross margin, and profitability targets are achieved.
Implement corrective measures for underperforming categories, accounts, or operational areas.

6. Team Management & Development

Build, develop, and mentor high-performing sales, operations, and support teams within the division.
Establish KPIs for teams and individuals, ensuring regular performance management and coaching.
Promote a culture of accountability, ownership, and customer focus.

7. Cross-Functional Collaboration

Collaborate closely with Procurement, Finance, Supply Chain, HR, Marketing, and senior leadership to ensure alignment and seamless execution.
Partner with Marketing to design and execute promotional and visibility programs targeted at the HORECA sector.
Work with Finance to optimize payment terms, credit control, and collection processes for key accounts.

Desired Candidate Profile

Education

Bachelor’s degree in Business Administration, Management, Sales & Marketing, Supply Chain, or a related field.
MBA or equivalent further education is preferred.

Experience

Minimum 10–15 years of relevant experience in food service/HORECA, FMCG, food distribution, or related sectors.
Proven track record of leading commercial teams, growing market share, and managing P&L.
Deep understanding of the HORECA landscape, customer needs, and operational dynamics across the region.

Skills & Competencies

Strong business acumen and strategic thinking.
Excellent leadership, communication, and stakeholder management skills.
Strong financial understanding with proven P&L management experience.
Negotiation and contract management skills.
Ability to drive business development and build long-term customer relationships.
Analytical mindset with the ability to interpret market insights and financial data.
Strong problem-solving and decision-making abilities.

Head of HORECA
Confidential Company

People Looking for Jobs also searched