Head of HoReCa

Nathan & Nathan Human Resources; Dubai; On-site; AED 200,000 - 300,000; Full time

Job summary

A leading family-run conglomerate in the UAE is seeking a Head of HoReCa Sales to drive sales strategy and grow market share in the hospitality sector. This role involves leading a team and managing key accounts. The ideal candidate has over 8 years of sales experience, preferably in the HoReCa sector, along with strong leadership and strategic planning skills. Competitive compensation package offered.

Benefits

Competitive compensation package

Performance-linked incentives

Medical insurance

Qualifications

• 8-10 years of experience in sales, with 3-4 years in HoReCa accounts management.
• Deep understanding of HoReCa sector and distribution channels.
• Proven track record of driving revenue growth.

Responsibilities

• Develop and implement HoReCa sales strategy.
• Manage relationships with top-tier accounts in the hospitality sector.
• Lead and mentor the sales team to meet KPIs.

Skills

Sales strategy development

Key account management

Business development

Leadership

Commercial acumen

Education

Bachelor's degree in Business Administration, Sales, or Marketing

Tools

MS Office Suite

CRM platforms

ERP systems

Job description

Education

Fully attested degree required (home country + UAE)

Job Summary

Our client is one of the UAEs oldest and most respected family-run conglomerates, with a diverse portfolio across manufacturing, food & beverage, real estate, distribution, and solutions in the UAE, KSA, Qatar, and Oman.

They are now looking for the Head of HoReCa Sales, who is responsible for developing and executing the sales strategy for the HoReCa (Hotels, Restaurants, Cafés & Catering) channel to achieve business growth and market penetration in the UAE and the wider GCC. This role leads a team of sales professionals, manages key HoReCa accounts, and builds strong partnerships with major F&B operators, hotels, and catering businesses. The position requires a strong focus on business development, key account management, and driving profitability while ensuring exceptional customer service standards and adherence to company policies.

Key Responsibilities

1. Strategic Leadership & Planning

• Develop, implement, and refine the overall HoReCa sales strategy to align with company objectives.
• Analyze market trends, industry dynamics, and competitor activities to identify opportunities and threats.
• Set ambitious but realistic annual, quarterly, and monthly sales targets for the HoReCa division.
• Drive pricing strategy and margin management to maximize profitability.
• Identify and secure new business opportunities with hotels, restaurants, cafés, catering companies, and institutional clients.
• Build strategic partnerships and long-term supply agreements with key HoReCa operators.
• Introduce innovative sales initiatives and promotional campaigns to increase market share.
• Expand business geographically within the UAE and across the GCC, where applicable.

3. Key Account Management

• Personally manage relationships with top-tier accounts and major decision-makers in the hospitality sector.
• Conduct quarterly business reviews with key clients to track satisfaction, address issues, and explore upselling/cross-selling opportunities.
• Negotiate contracts, pricing, and terms of trade to ensure win-win agreements.
• Ensure client needs are met promptly and efficiently, with a focus on exceptional service.
• Monitor daily sales operations to ensure smooth order processing and timely deliveries.
• Ensure accurate sales forecasting and inventory planning to meet customer demand.
• Develop and maintain detailed sales reports, dashboards, and performance analytics for management review.
• Implement and optimize CRM usage for tracking customer interactions and pipeline visibility.
• Lead, coach, and mentor a team of Key Account Managers, Sales Supervisors, and Sales Executives.
• Recruit top talent and develop training programs to upskill the sales team in consultative selling and relationship management.
• Set clear KPIs and performance expectations and conduct regular reviews and feedback sessions.
• Foster a results-driven, collaborative, and customer-focused team culture.

6. Cross-Functional Collaboration

• Work closely with marketing to design targeted campaigns, product launches, and promotional activities for HoReCa clients.
• Coordinate with finance and credit control to ensure timely collections and manage customer credit limits.

7. Representation & Brand Building

• Represent the company at key industry events, exhibitions, and networking forums.
• Act as the companys brand ambassador in the HoReCa sector, promoting the organizations reputation for quality and reliability.
• Build thought leadership by contributing to industry insights and participating in hospitality-related panels or discussions.

Qualifications & Skills

• Bachelors degree in Business Administration, Sales, Marketing, or related field (MBA preferred)- Fully Attested
• 8-10 years of experience in sales, with at least 3-4 years in a leadership role managing HoReCa accounts in the UAE/GCC.
• Deep understanding of the HoReCa sector, distribution channels, and procurement practices.
• Strong commercial and financial acumen, including pricing, costing, and P&L management.
• Proven track record of driving revenue growth and market share in a competitive environment.
• Proficiency in MS Office Suite, CRM platforms, and ERP systems.
• Exceptional leadership and team-building skills.
• Strategic thinker with excellent problem-solving and decision-making abilities.
• Strong interpersonal skills and ability to influence at senior client and stakeholder levels.
• Resilient, proactive, and results-oriented with high attention to detail.

Working Conditions

• Based in the UAE, with regular travel to key clients and business partners across the GCC.
• Frequent external meetings, trade fair participation, and business networking activities.
• Office-based management of sales team and coordination with cross-functional departments.
• Competitive compensation package including performance-linked incentives, car allowance, medical insurance, and other UAE-standard benefits.