Commercial Executive / Manager – HORECA and Key Accounts

CREME CONCEPTS PTE. LTD.; Singapore; On-site; SGD 60,000 - 80,000; Full time

Job summary

A leading dessert and ice cream company in Singapore seeks a professional to drive the expansion of their ice cream and dessert portfolio within the HORECA channel. The role entails prospecting new accounts, managing existing relationships, and collaborating on product integrations into menus. Ideal candidates should have prior experience in HORECA sales and a strong network in the industry. This position offers an opportunity to work autonomously with a motivated mindset in a dynamic environment.

Qualifications

• Prior experience in HORECA/F&B sales or food distribution.
• Network across cafes, hotels, and restaurant groups.
• Able to sell to both chefs and procurement departments.

Responsibilities

• Prospect and acquire new HORECA accounts.
• Manage existing accounts for revenue growth.
• Collaborate on product integration into menus.
• Ensure timely order placement and delivery scheduling.
• Track competitor pricing and volume trends.

Skills

Experience in HORECA/F&B sales

Strong networking

Commercial understanding of margins

Sales pipeline management

Ability to conduct tastings and demos

Job description

Role Summary

This role drives the expansion of ICC’s ice cream and dessert portfolio within the HORECA channel. The mandate is to build deep relationships with hotels, cafes, restaurants, caterers, bakeries, and specialty F&B operators, converting ICC’s differentiated products into menu placements, bulk supply opportunities, and recurring B2B accounts. Success is measured by consistent revenue growth, high customer retention, and profitable account management.

This role reports directly to the Chief Commercial Officer, Southeast Asia.

Key Responsibilities

1. New Business Development
   • Prospect and acquire new HORECA accounts across hotels, restaurants, cafes, bakeries, and corporate catering groups.
   • Build structured pipelines by segment (hotels, cafes, F&B groups, events/catering operators).
   • Conduct sampling sessions, menu ideation, and pitching of B2B-ready SKUs such as bulk tubs, ice cream sandwiches, and seasonal creations.
2. Account Management & Revenue Growth
   • Manage and grow existing accounts through structured monthly check-ins, velocity tracking, and proactive menu planning.
   • Build account plans with revenue targets, promotional ideas, and product mix optimization.
   • Drive upsells into higher-margin SKUs, limited editions, and special events menus.
3. Menu & Product Collaboration
   • Work with culinary teams (internal and client-side) to integrate ICC products into desserts, beverages, and seasonal menus.
   • Provide feedback to internal NPD on HORECA-friendly flavours, pack formats, portioning requirements, and operational needs.
4. Operational Execution
   • Ensure timely order placement, delivery scheduling, and customer‑specific SOPs are adhered to.
   • Work closely with operations and finance teams to solve service pain points (delivery failures, shortages, credit terms, etc.).
   • Monitor stock levels of key SKUs for high‑volume accounts.
5. Market Intelligence
   • Track competitor pricing, new menu trends, volume expectations, and movements by competing food service providers.
   • Identify white‑space opportunities: hotel banqueting, airport lounges, cafe chains, pastry shops, buffet concepts, and corporate pantry programs.
6. Commercial Governance
   • Ensure healthy account economics: margins, payment terms, and order frequency.
   • Work with finance to manage receivables, reduce overdue balances, and maintain disciplined credit control.
   • Prepare monthly sales forecasts and customer performance reports.
7. Support eCommerce & Modern Trade Growth
   • Assist and support Chief Commercial Officer with growing and managing Modern Trade key accounts.
   • Assist and support with growing eCommerce channel.

KPIs

• New account wins per quarter
• Volume growth and revenue per account
• Gross margin performance by customer
• Repeat order rate and customer retention
• Days Sales Outstanding

Ideal Candidate Profile

• Prior experience in HORECA/F&B sales, hotel supply, or food distribution.
• Strong network across cafes, hotels, restaurant groups, and F&B purchasers.
• Able to sell both directly to chefs and to procurement departments.
• Commercially disciplined: understands margins, pricing strategy, and cost‑to‑serve.
• Confident with structured sales pipelines and CRM tools.
• Comfortable doing frequent tastings, product demos, and menu ideation discussions.
• Able to work independently & self‑starter attitude/mindset.