Account Sales B2B Horeca - Bali

MatchaTalent; Surabaya ꦱꦸꦫꦧꦪ; On-site; IDR 180,000,000 - 360,000,000; Full time

Job summary

MatchaTalent is seeking an Account Sales B2B Horeca professional to drive new business in Bali, focusing on fresh eggs and related products for hotels, restaurants, and institutional buyers.

The role requires proven HORECA experience, strong negotiation, and the ability to manage field sales while coordinating with the Blitar team for order fulfillment.

Qualifications

• Minimum Bachelor's Degree in any discipline.
• Minimum 3 years of experience in B2B Sales or Business Development.
• Proven hands-on experience acquiring and managing HORECA accounts.
• Direct experience selling food ingredients or related products to HORECA customers is mandatory.
• Strong familiarity with Bali market and network.
• Fluent Bahasa Indonesia and adequate English.
• Willing to travel including to Blitar and accommodate weekend visits if required.

Responsibilities

• Identify, approach, and acquire new B2B customers in Bali, hotels, restaurants, cafés, catering companies, central kitchens and other foodservice operators.
• Assess customer product requirements and purchasing volumes; visit customers and convert prospects into active accounts.
• Build relationships with purchasing and procurement decision-makers, R&D, QA/QC, production teams, chefs and business owners.
• Coordinate supplier registration, product approvals, and procurement processes with internal teams.
• Prepare quotations and negotiate pricing, order volumes, delivery schedules, and payment terms within limits.
• Ensure timely follow-ups, order processing, and accurate sales reporting across teams.

Skills

B2B sales

HORECA sales

Account development

Negotiation

Communication

Independent field work

Education

Bachelor's degree

Job description

The candidate required to work at Bali, Indonesia.

Client Overview

Our client is an Indonesian poultry farming, egg production, processing, and distribution company with extensive experience in the food industry. The company operates an integrated production system covering poultry farming, feed production, egg collection, processing, quality control, packaging, and distribution.

Its product portfolio includes fresh chicken eggs, specialty and enriched eggs, duck eggs, quail eggs, salted egg products, and other processed egg products. The company serves various distribution channels, including retailers, distributors, food manufacturers, and foodservice businesses, with a strong focus on food safety, product quality, halal standards, and reliable supply.

Job Role

The Account Sales B2B Horeca will be responsible for identifying, acquiring, and developing new B2B accounts for fresh eggs, salted eggs, salted egg yolks, and other processed egg products. The primary target market is the HORECA sector, including hotels, restaurants, cafés, catering companies, central kitchens, and other institutional foodservice customers.

The successful candidate must have proven B2B sales experience with HORECA customers and a strong understanding of their purchasing requirements, procurement processes, and supplier approval procedures. The role involves managing field sales activities across Bali, building relationships with purchasing and procurement decision-makers, coordinating product sampling and approvals, negotiating commercial terms, and converting prospects into recurring customers. The candidate will also work closely with the internal team in Blitar to support order fulfillment, customer satisfaction, and sustainable sales growth.

Products to Sell

• Fresh chicken eggs, including regular, Omega/DHA-enriched, and vitamin-enriched eggs.
• Free-range and organic eggs, including specialty and premium eggs.
• Duck eggs, including fresh duck eggs, raw salted duck eggs, and century eggs (Pidan).
• Salted egg products, including salted duck eggs and salted duck egg yolks.
• Quail eggs, including fresh quail eggs and Pidan quail eggs.
• Other processed egg products for food manufacturing and institutional foodservice customers.

Key Responsibilities

• Identify, approach, and acquire new B2B customers, particularly hotels, restaurants, cafés, catering companies, central kitchens, and other foodservice operators.
• Assess customer product requirements and purchasing volumes, conduct customer visits, and convert prospects into active accounts.
• Build and maintain relationships with purchasing and procurement decision-makers, R&D, QA/QC, production teams, chefs, and business owners.
• Manage customer procurement procedures, supplier registration, and product approval processes.
• Coordinate product samples, technical specifications, supporting documentation, and customer trials with relevant internal teams.
• Prepare quotations and negotiate pricing, order volumes, delivery schedules, and payment terms within authorized limits.
• Obtain management approval for discounts, special commercial arrangements, and credit facilities when required.
• Develop long-term customer relationships, encourage repeat purchases, and identify opportunities to increase sales volumes and account value.
• Coordinate with the internal team in Blitar and appointed distributors on product availability, order processing, deliveries, customer complaints, and payment follow-ups.
• Maintain accurate records of customer visits, sales prospects, procurement stages, sales forecasts, expected orders, and follow-up activities.
• Protect confidential customer information and commercial data while ensuring customer satisfaction and consistent sales performance.

Candidate Requirements

• Minimum Bachelor's Degree (S1) in any discipline.
• Minimum 3 years of experience in B2B Sales or Business Development, with a proven track record in customer acquisition, commercial negotiations, and repeat sales.
• Proven hands-on experience acquiring and managing HORECA accounts, particularly hotels, restaurants, cafés, and catering businesses.
• Direct experience selling food ingredients or related products to HORECA customers, foodservice operators, central kitchens, or institutional food buyers is mandatory.
• Relevant product experience may include flour, sugar, margarine, chocolate, dairy, eggs, protein, frozen products, foodservice supplies, or other related B2B products.
• Retail-only sales experience is insufficient for this position.
• Strong familiarity with the Bali market, including an established professional network and direct relationships with HORECA purchasing or procurement decision-makers and business owners.
• Strong understanding of the end-to-end B2B sales cycle, including prospecting, customer acquisition, product sampling, negotiation, closing, and repeat-order development.
• Practical knowledge of institutional procurement processes, including supplier registration, product specifications, technical approval, purchase orders, delivery coordination, and payment procedures.
• Ability to coordinate effectively with Purchasing/Procurement, R&D, QA/QC, Production, chefs, and business owners throughout the sales process.
• Proficiency in preparing quotations, managing pricing and margins, negotiating payment terms, tracking sales pipelines, forecasting, and preparing basic sales reports.
• Strong communication, negotiation, relationship-building, commercial awareness, and problem-solving skills.
• Honest, disciplined, proactive, self-motivated, and consistent in customer follow-ups and sales target achievement.
• Able to work independently in a field-based sales arrangement while managing administrative tasks from home and coordinating regularly with the team in Blitar.
• Must reside in Bali, own a personal vehicle, and be willing to travel for customer visits and business assignments, including Blitar when required.
• Willing to accommodate customer schedules, including weekend visits when necessary.
• Committed to maintaining customer confidentiality, accurate sales reporting, customer satisfaction, and timely payment follow-ups.
• Proficient in Bahasa Indonesia for professional communication, customer engagement, and commercial negotiations.
• Adequate English proficiency for basic business communication, understanding product information, and coordinating with internal teams and business stakeholders.

Job Code:#917