B2B Sales Section Head HORECA

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

Job summary

A global leader in the FMCG industry is seeking a Section Head – HORECA Channel to lead their strategy in Saudi Arabia. This role requires a dynamic individual with 3-5 years of experience in commercial roles focused on the hospitality sector. The successful candidate will develop business plans, manage key accounts, and inspire a sales team while ensuring alignment with the company's ethical standards. Candidates should possess a bachelor's degree with an MBA preferred and strong skills in negotiation and account management.

Benefits

Opportunities for career development

Inclusive corporate culture

Dynamic, international environment

Qualifications

• 3 – 5 years of progressive commercial experience in FMCG or Beverages.
• 3+ years in HORECA channel leadership.
• Deep understanding of Saudi HORECA ecosystem and market dynamics.

Responsibilities

• Develop and execute the HORECA Channel Business Plan.
• Identify and secure new business opportunities.
• Build and maintain long-term partnerships with national chains.
• Manage channel pricing and trade terms.
• Inspire a team of sales professionals to achieve objectives.
• Monitor performance through KPIs and lead Quarterly Business Reviews.
• Champion Nestlé’s standards of ethics and quality.

Skills

Key account management

Negotiation

P&L ownership

Analytical skills

Leadership

SAP

Power BI

MS Excel

Fluent in English

Education

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

MBA

Tools

SAP

Power BI

MS Excel

Job description

Location: Riyadh, Saudi Arabia
Workplace Type: On-site
Department: Out-of-Home (B2B Sales)
Reports To: Head of B2B
Employment Type: Full-Time

Position Summary

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.