Head HORECA Channel

Role Purpose

To build and lead company’s HORECA (Hotels, Restaurants,
Catering, Cafeterias, Cloud Kitchens, Institutions) business for appliances. The role holder will be responsible for developing the
go -to -market strategy, building a national sales organization, creating channel
partnerships, winning key accounts, and delivering profitable revenue growth.

 Appliances adoption is growing across restaurants, hotels,
institutional kitchens, catering businesses, and cloud kitchens due to energy
efficiency, safety, operational consistency, and sustainability benefits.
Direct sales, distributors, and key account management are the dominant routes
to market in this segment.  

Key Responsibilities

 1. Business Creation & Strategy

 * Develop a 5 -year HORECA growth roadmap for the company      

* Create market segmentation strategy:

    * Hotels

    * Restaurant
Chains

    * QSR Chains

    * Cloud Kitchens

    * Caterers

    * Hospitals

    * Educational
Institutions

    * Corporate
Cafeterias

* Define pricing architecture and product portfolio.

* Build annual business plans and sales targets.

 * Establish a pan -India HORECA sales network.

    * Commercial
kitchen equipment distributors

    * Regional dealers

    * Project
consultants

    * Kitchen
contractors

    * Foodservice
equipment integrators

* Develop direct sales model for key accounts.

* Create channel incentive programs.

 Direct sales and specialized distributors are critical
channels for large HORECA customers because buyers require installation,
customization, and after -sales support.  

3. Key Account Management

 Build strategic relationships with:

 * National hotel chains

* Restaurant chains

* QSR operators

* Corporate cafeterias

* Healthcare institutions

* Educational institutions

* Catering companies

 Responsible for: 

* Annual contracts

* National rate agreements

* Multi -location rollouts

* Product standardization programs

 4. Project Sales & Specification

 * Get company’s products specified in new commercial kitchen
projects.

* Engage with:

    * Architects

    * Kitchen
consultants

    * MEP consultants

    * Hospitality
procurement companies

* Develop project pipeline management process.

 5. Product & Solution Development

 Work closely with R&D and Product teams to develop
necessary appliance needs.

Provide market feedback for future product development.

6. Demonstration & Culinary Excellence Program

 * Set up commercial kitchen demo centers.

* Build chef engagement programs.

* Conduct live cooking demonstrations.

* Create chef ambassador network.

 7. Service & Customer Experience

 * Build dedicated HORECA service network.

* Define installation standards.

* Ensure rapid service turnaround.

* Develop Annual Maintenance Contract (AMC) business.

 8. Team Building

 Recruit and lead: 

* Regional Sales Managers

* Key Account Managers

* Project Sales Managers

* Application Chefs

* Service Managers

 Build a high -performance B2B sales culture.

Requirements

Key Performance Indicators (KPIs)

 Year 1 

* ₹25–50 Cr HORECA business

* 50+ active channel partners

* 25+ national key accounts

* 100+ project specifications

 Year 3

 * ₹150–200 Cr business

* Pan -India presence

* Leadership position in appliance category

 Year 5

 * ₹500 Cr+ HORECA business

* Preferred appliance partner for major hotel and restaurant
chains

 Candidate Profile

 Education

 * Engineering / MBA preferred

* Degree in Hospitality Management is an added advantage

 Experience

 * 12–20 years in:

    * Commercial
Kitchen Equipment

    * Food Service
Equipment

    * Hospitality
Solutions

    * Institutional
Sales

    * HORECA Business
Development

 Critical Competencies

 * HORECA channel development

* Key account selling

* Project sales

* Distributor management

* Hospitality procurement processes

* Commercial negotiation

* P&L ownership

* Strategic planning

* Team leadership

* Solution selling