HORECA FMCG SALES MAN

Confidential; Tabuk; On-site; SAR 150,000 - 200,000; Full time

Job summary

A leading FMCG company is seeking a HORECA Salesman to generate sales and develop relationships with hotels, restaurants, and cafés. The ideal candidate will have 2–4 years of sales experience in the HORECA or FMCG sectors within Saudi Arabia. Responsibilities include achieving sales targets, managing accounts, and ensuring product visibility. Strong negotiation and communication skills are necessary, along with a Bachelor's degree in Business. A valid driving license and proficiency in Arabic and English are advantageous. This field-based role requires daily client visits and occasional travel.

Qualifications

• Minimum 2–4 years of HORECA or FMCG sales experience in Saudi Arabia.
• Strong network of contacts within hotels, restaurants, and institutional clients.
• Valid driving license in KSA.

Responsibilities

• Achieve monthly and annual sales targets for the HORECA channel.
• Build and maintain long-term relationships with key decision-makers.
• Prepare and submit daily sales reports and visit logs.

Skills

HORECA sector knowledge

Sales skills

Communication skills

Negotiation skills

Problem-solving

Education

Bachelor’s Degree in Business or related field

Tools

Microsoft Excel

CRM software

Job description

The HORECA Salesman is responsible for generating sales, acquiring new clients, and maintaining strong relationships with hotels, restaurants, cafés, catering companies, and other institutional customers. The role focuses on driving revenue, expanding distribution, executing sales plans, and ensuring product visibility within the HORECA segment.

Position Title

HORECA FMCG Salesman

Department

Sales & Business Development

Location

Saudi Arabia (All Regions)

Reports To

HORECA Sales Manager / Sales Supervisor

1. Job Purpose

The HORECA Salesman is responsible for generating sales, acquiring new clients, and maintaining strong relationships with hotels, restaurants, cafés, catering companies, and other institutional customers. The role focuses on driving revenue, expanding distribution, executing sales plans, and ensuring product visibility within the HORECA segment.

2. Key Responsibilities

A. Sales & Revenue Generation

• Achieve monthly and annual sales targets for the HORECA channel.
• Identify new business opportunities and convert them into active accounts.
• Sell the company’s FMCG product portfolio to hotels, restaurants, cafés, catering companies, lounges, and large institutions.
• Negotiate prices, discounts, contract terms, and volume deals.
• Propose customized product solutions based on client needs.

B. Account Management

• Build and maintain strong long‑term relationships with key decision‑makers (F&B Managers, Purchasing Managers, Housekeeping Managers, Chefs, Administrators).
• Ensure timely deliveries, smooth order processing, and customer satisfaction.
• Conduct regular visits to existing clients to monitor product usage, stock levels, and support re‑orders.
• Handle customer issues, complaints, and service requests.

C. Business Development

• Generate weekly pipelines of potential HORECA leads.
• Study market dynamics and competitors’ activities in the HORECA segment.
• Promote new products and seasonal collections to clients.
• Support the launch of new SKUs and professional/HORECA lines.
• Participate in exhibitions, events, and sampling campaigns.

D. Operational Execution

• Prepare and submit daily sales reports, visit logs, and collection updates.
• Follow the daily route plan and visit schedule.
• Ensure proper merchandising of products wherever relevant.
• Coordinate with logistics for deliveries and stock availability.
• Ensure correct invoicing, payment collection, and credit control.

E. Compliance & Standards

• Follow company policies, pricing structures, and promotional guidelines.
• Maintain a high level of product knowledge and brand representation.
• Ensure compliance with hygiene, quality, and safety standards during client visits.

3. Required Skills & Competencies

Technical Skills

• Strong knowledge of the HORECA sector in KSA.
• Experience selling FMCG products (preferably perfumes, home fragrances, F&B items, cleaning products, or consumables).
• Ability to negotiate contracts and volume deals.
• Understanding of route planning, sales funnels, and territory management.

Soft Skills

• Excellent communication & presentation skills.
• Strong relationship‑building ability.
• Hunter mindset with strong closing skills.
• Problem‑solving & conflict management.
• High sense of responsibility and time management.

Digital Skills

• Basic Microsoft Excel, Word, and CRM usage.
• Ability to prepare quotations, sales reports, and client lists.

4. Qualifications

• Bachelor’s Degree in Business or related field (preferred).
• Minimum 2–4 years of HORECA or FMCG sales experience in Saudi Arabia.
• Strong network of contacts within hotels, restaurants, and institutional clients.
• Valid driving license in KSA.
• Arabic and English proficiency is a plus.

5. Key Performance Indicators (KPIs)

• Monthly and annual sales achievement.
• Number of new HORECA accounts opened.
• Retention rate of existing clients.
• Number of weekly visits (minimum 25–35).
• Sales pipeline value and conversion ratio.
• On‑time collection and AR performance.

6. Working Conditions

• Field‑based role with daily client visits.
• Occasional travel between regions.
• Availability for events, exhibitions, or weekend promotions when needed.