Area Sales Manager at Continental Coffee – INMH, Mahārāshtra

The Area Sales Manager – HoReCa will be responsible for building and expanding the HoReCa (Hotels, Restaurants, and Caterers) channel across Mumbai, Goa, and Rest of Maharashtra. This role involves strategic planning, team building, business development, and strengthening brand presence by introducing a range of continental products in the HoReCa segment. The candidate will manage both primary and secondary sales, collections, and distributor/channel partner relationships while ensuring consistent growth and performance.

• Establish and expand the HoReCa channel in Mumbai, Goa, and ROM.
• Identify and onboard new HoReCa customers and channel partners.
• Introduce and promote the Continental product portfolio in the HoReCa segment.
• Appoint and manage new distributors (DBs) with a focus on territory coverage and sales performance.

• Recruit, train, and lead a high-performing sales team.
• Regularly conduct sales trainings, product briefings, and skill enhancement programs.
• Monitor team performance and guide towards achieving set KPIs and targets.

• Plan and execute sampling programs, chef trials, and product demos.
• Conduct regular meetings with Chefs, F&B Managers, and GMs for product introductions and relationship building.
• Drive brand awareness initiatives through focused campaigns and collaborations with key accounts.

• Ensure achievement of monthly and quarterly primary and secondary sales targets.
• Monitor and manage credit limits, outstanding collections, and ensure timely payments from customers and DBs.
• Prepare and review weekly/monthly sales reports, forecasts, and market insights.

• Track market trends, competitor activity, and customer feedback to refine the go-to-market approach.
• Provide inputs for pricing strategies, promotional offers, and market penetration plans.

• Strong interpersonal and communication skills.
• Excellent negotiation and relationship-building abilities.
• Strategic thinker with executional excellence.
• Proficient in sales reporting tools and MS Office.

• Network of industry contacts in the HoReCa segment.
• Entrepreneurial mindset with the ability to operate independently.
• Passion for foodservice, culinary trends, and innovation.