B2B Sales Section Head HORECA

Nestlé; Riyadh; On-site; SAR 300,000 - 400,000; Full time

Job summary

A leading beverage company based in Riyadh is seeking a B2B Section Head for the HORECA channel. This role involves strategic leadership, expanding the brand's footprint in the hospitality market and managing key partnerships. The ideal candidate will have 3-5 years of experience in the FMCG sector with a strong background in HORECA, excellent leadership skills, and proficiency in tools like SAP and Power BI. This is a full-time position that offers significant career growth opportunities.

Benefits

Opportunities for leadership development

Culture of inclusion and respect

Dynamic international work environment

Qualifications

• 3 – 5 years of commercial experience in FMCG or Beverages with HORECA channel leadership.
• Ability to manage P&L and negotiate deals effectively.
• Valid Saudi Driving License and ability to travel.

Responsibilities

• Develop and execute the HORECA Channel Business Plan.
• Identify new business opportunities within hospitality and catering.
• Manage channel pricing, trade terms, and rebate frameworks.
• Coach and lead a team of sales professionals.
• Monitor performance through KPIs and lead Quarterly Business Reviews.

Skills

Key account management

Negotiation

Leadership

Analytical skills

Interpersonal skills

Proficiency in English

Education

Bachelor’s degree in business administration, Marketing, or related field

MBA

Tools

SAP

Power BI

MS Excel

Job description

Position Summary

Nestlé Waters is the global leader in bottled water, proudly producing Al Manhal and Nestlé Pure Life in Saudi Arabia.

B2B Section Head – HORECA Channel

Location: Riyadh, Saudi Arabia

Workplace Type: On-site

Department: Out-of-Home (B2B Sales)

Reports To: Head of B2B

Employment Type: Full-Time

Nestlé Waters is the global leader in bottled water, proudly producing Al Manhal and Nestlé Pure Life in Saudi Arabia.

As part of our Out-of-Home transformation journey, we are seeking a dynamic, field-oriented Section Head – HORECA Channel to lead our national strategy across Hotels, Restaurants, Cafés, and Catering channels.

This role combines strategic leadership with hands‑on execution to expand Nestlé Waters’ footprint in the Saudi HORECA market, strengthen distributor partnerships, and deliver exceptional service and commercial excellence across all key accounts.

A Day In The Life

• Develop and execute the HORECA Channel Business Plan aligned with the company’s growth ambitions and profitability targets.
• Identify, develop, and secure new business opportunities within hospitality, catering, and coffee chains.
• Build and maintain long‑term partnerships with national chains and key foodservice operators.
• Lead the transition to Route‑to‑Market, optimizing coverage, service standards, and ROI.
• Manage channel pricing, trade terms, and rebate frameworks to ensure financial discipline and competitive positioning.
• Coach, lead, and inspire a team of sales professionals and key account executives to achieve volume, revenue, and margin objectives.
• Partner cross‑functionally with Trade Marketing, Supply Chain, and Finance to ensure seamless execution and customer satisfaction.
• Monitor performance through KPIs (Volume, NNS, OTIF, Visibility, Overdue) and lead Quarterly Business Reviews (QBRs) with key stakeholders.
• Champion Nestlé’s standards of ethics, quality, and sustainability in every customer interaction.

What Will Make You Successful

• Bachelor’s degree in business administration, Marketing, or related field; MBA is a plus.
• 3 – 5 years of progressive commercial experience in FMCG or Beverages, including 3+ years in HORECA channel leadership.
• Strong track record in key account management, negotiation, and P&L ownership.
• Deep understanding of Saudi HORECA ecosystem, procurement cycles, and market dynamics.
• Excellent analytical, interpersonal, and leadership skills.
• Proficiency in SAP, Power BI, and MS Excel.
• Fluent in English; Arabic is an advantage.
• Valid Saudi Driving License and flexibility to travel nationally.

What We Offer At Nestlé

When you join Nestlé Waters, you become part of a global team that values integrity, collaboration, and excellence.

We believe that our people set us apart, and we empower them to grow through performance, innovation, and care.

We Offer

• Exciting opportunities to develop your leadership career within Nestlé’s B2B ecosystem.
• A culture built on respect, inclusion, and continuous learning.
• A dynamic, international environment where you can grow, innovate, and make an impact.
• The opportunity to represent globally trusted brands with strong local purpose.

Seniority level: Associate

Employment type: Full-time

Industries: Food and Beverage Services

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