BUSINESS MANAGER – HoReCa

PT Pandurasa Kharisma; Jakarta Utara; On-site; IDR 90,000,000 - 150,000,000; Full time

Benefits offered by this job

Competitive salary

Performance-based incentives

Career development opportunities

Job summary

PT Pandurasa Kharisma is a leading FMCG company distributing Food and Beverage goods to Modern Trade, General Trade, HoReCa, QSR and Institutional. We are seeking an experienced Business Manager – HoReCa to develop and manage our HoReCa business across Hotels, Restaurants, Cafés, Catering and other food service accounts in Jakarta North (Sunter).

You will develop and execute sales strategies, manage key customers, lead a sales team, and collaborate with Marketing, Supply Chain, Finance and

Qualifications

• Bachelor's degree in Business Management, Marketing, Sales, Food & Beverage, or a related field.
• Minimum 5–8 years of experience in Sales, Business Development, or Commercial roles in F&B/Distribution.
• Proven experience handling HoReCa / Food Service customers.
• Strong commercial and analytical skills with understanding of sales, margin, pricing and profitability.
• Experience leading a sales team and negotiating terms.

Responsibilities

• Develop and execute business strategies to achieve sales, revenue, and profitability targets within the HoReCa segment.
• Identify and develop new business opportunities with Hotels, Restaurants, Cafés, Catering, and Food Service accounts.
• Manage and maintain relationships with key customers, principals, distributors, and business partners.
• Develop strategic plans for customer acquisition, business expansion, and revenue growth.
• Lead negotiations with customers regarding pricing, commercial terms, promotions, and business agreements.
• Monitor market trends, competitor activities, customer needs, and market opportunities.
• Develop sales forecasts, budgets, and business plans for the HoReCa channel.
• Work closely with Sales, Marketing, Supply Chain, Finance, and Operations teams to ensure smooth business execution.
• Monitor sales performance, gross margin, customer profitability, collection, and other relevant KPIs.
• Manage and evaluate the performance of the HoReCa sales team and ensure achievement of individual and team targets.

Skills

HoReCa sales

Negotiation

Leadership

Sales strategy

Forecasting

Education

Bachelor's degree

Job description

We are looking for an experienced and commercially driven Business Manager – HoReCa to develop and manage our HoReCa business, covering Hotels, Restaurants, Cafés, Catering, and other food service customers.

Key responsibilities

Develop and execute business strategies to achieve sales, revenue, and profitability targets within the HoReCa segment.

Identify and develop new business opportunities with Hotels, Restaurants, Cafés, Catering, and Food Service accounts.

Manage and maintain relationships with key customers, principals, distributors, and business partners.

Develop strategic plans for customer acquisition, business expansion, and revenue growth.

Lead negotiations with customers regarding pricing, commercial terms, promotions, and business agreements.

Monitor market trends, competitor activities, customer needs, and market opportunities.

Develop sales forecasts, budgets, and business plans for the HoReCa channel.

Work closely with Sales, Marketing, Supply Chain, Finance, and Operations teams to ensure smooth business execution.

Monitor sales performance, gross margin, customer profitability, collection, and other relevant business KPIs.

Manage and evaluate the performance of the HoReCa sales team and ensure achievement of individual and team targets.

About you

Bachelor's degree in Business Management, Marketing, Sales, Food & Beverage, or a related field.

Minimum 5–8 years of experience in Sales, Business Development, or Commercial roles, preferably within the F&B, FMCG, Food Service, or Distribution industry.

Proven experience handling HoReCa / Food Service customers.

Strong understanding of the HoReCa business landscape, including Hotels, Restaurants, Cafés, Catering, and institutional customers.

Experience in business development, negotiation, customer relationship management, and sales strategy.

Strong commercial and analytical skills with a good understanding of sales, margin, pricing, and profitability.

Strong communication, negotiation, presentation, and leadership skills.

Target-oriented, proactive, and able to work independently as well as collaboratively.

Willing to travel for customer visits and business development activities.

Experience managing a sales team is preferred.

Competitive salary and performance-based incentives.

Opportunity to develop and lead the HoReCa business.

Exposure to international principals, customers, and business partners.

Career development opportunities within a growing F&B business.

PT. Pandurasa Kharisma is a leading FMCG company distributing Food and Beverage goods to Modern Trade, General Trade, HoReCa, QSR and Institutional.

Our good are imported from USA, Canada, Switzerland, France, Germany, Belgium, Netherlands, Denmark, UAE, Singapore, Malaysia, Australia and New Zealand touching the segments of ambient, sensitive, chilled and frozen.

PT. Pandurasa Kharisma is located in the North of Jakarta, in Sunter.

PT. Pandurasa Kharisma is a leading FMCG company distributing Food and Beverage goods to Modern Trade, General Trade, HoReCa, QSR and Institutional.

Our good are imported from USA, Canada, Switzerland, France, Germany, Belgium, Netherlands, Denmark, UAE, Singapore, Malaysia, Australia and New Zealand touching the segments of ambient, sensitive, chilled and frozen.

PT. Pandurasa Kharisma is located in the North of Jakarta, in Sunter.