HORECA Sales & Activation Specialist

Basic information

Job role

Specialist

Career level

Mid Career (2-6 years)

Keywords

HORECA Sales & Activation Specialist - FMCG - HORECA - Sales

Description

1. New Business Acquisition:

Identify, approach, and convert new HORECA accounts, focusing on untapped and strategic clients.
Conduct regular field visits to scout opportunities and generate qualified leads.
Support in negotiating agreements and ensuring smooth onboarding of new customers.

2. Sales Execution & Account Management:

Manage a portfolio of HORECA clients, ensuring consistent order flow and product availability.
Build strong professional relationships with purchasing managers, chefs, F&B managers, and café/restaurant owners.
Follow up on customer needs, handle inquiries, and resolve operational issues proactively.

3. Trade Activation & Brand Visibility:

Execute in-market activation plans as per brand guidelines (promotions, POS materials, visibility setups).
Ensure proper placement, merchandising, and product exposure within the assigned territory.
Monitor activation performance and report insights to supervisors.

4. Market Intelligence & Reporting:

Track competitor products, pricing, promotions, and market trends within the HORECA channel.
Submit weekly reports covering visits, sales performance, opportunities, and challenges.
Provide accurate forecasts and recommendations to support planning and decision‑making.

Requirements

1–3 years of experience in FMCG, preferably in HORECA or out-of-home channels.
Proven ability to open new accounts and build client relationships from the ground up.
Strong communication, negotiation, and interpersonal skills.
Ability to work independently in the field with a results‑driven mindset.