Roles & Responsibilities :- Coverage of HORECA and Institutions segment in the territory. HORECA accounts defined as: Hotels, Restaurant, Pubs, Lounge, Caterers. Add accounts by mapping the universe & planning coverage and activation. To meet and cover top end 5 star hotels and high end fine dine to generate incremental volume sales for the organization. Service accounts for the specified geography. Establish primary and secondary targets account wise and market wise as per the territory. Ensure the profitability, infrastructure & distribution capability for the HORECA & Institutions sales segment. Work on range selling & cross selling initiatives at existing accounts. Conduct thorough market research to identify potential clients and understand their needs and preferences in the HoReCa sector. Analyze competitors' activities and market trends to gain insights and stay ahead of the competition. Develop and execute a comprehensive business development strategy to achieve sales targets and revenue goals. Identify, approach, and acquire new HoReCa clients such as hotels, restaurants, cafes, and catering companies. Build strong relationships with key decision-makers in the industry and establish partnerships with distributors and wholesalers. Monitor sales performance, track revenue growth, and prepare regular reports for management. Implement strategies to maximize sales opportunities and optimize profitability in the HoReCa division. Negotiate favorable terms and conditions with clients, ensuring win-win agreements for both parties. Prepare and manage contracts, pricing agreements, and other legal documents related to the business deals. Desired Candidate Profile:- Bachelor's Degree/Master Degree in Business Administration, Marketing, or a related field. Proven experience in business development, sales, or key account management within the FMCG industry, preferably in the HoReCa segment. Strong understanding of the FMCG market, consumer behavior, and the dynamics of the HoReCa sector. Excellent communication, negotiation, and presentation skills. Ability to build and maintain strong relationships with clients and partners. Result-oriented, proactive, and self-motivated with a drive for achieving targets. Analytical mindset with the ability to interpret data and make data-driven decisions. Proficiency in MS Office Suite.