The Sales Manager HoReCa will be responsible for establishing and scaling the HoReCa vertical across Saudi Arabia. This role combines strategic market development with hands-on execution, requiring strong commercial ownership, relationship-building capability, and the ability to lead key account initiatives across the Kingdom.
The role will be based in Riyadh, with nationwide coverage.
Key Responsibilities
- Develop and execute the HoReCa sales strategy across Saudi Arabia, aligned with overall distribution objectives
- Identify, target, and secure key partnerships with hotels, restaurant groups, caf chains, and institutional clients
- Build and manage a pipeline of national HoReCa accounts, ensuring consistent revenue growth
- Lead negotiations, commercial agreements, and pricing strategies with key clients
- Collaborate with internal stakeholders to align product offering with HoReCa market requirements
- Monitor market trends, competitor activity, and client demand to refine go-to-market approach
- Manage and mentor Key Account Executives within the HoReCa channel
- Track performance against targets, ensuring accountability and delivery across the team
- Contribute to forecasting, budgeting, and commercial planning at a national level
Requirements
- 8+ years of experience in sales, with a strong focus on HoReCa within Saudi Arabia
- Proven track record in developing and managing HoReCa accounts at a national level
- Strong understanding of distribution, B2B sales cycles, and institutional procurement processes
- Established network within hotels, F&B groups, and HoReCa operators across KSA
- Experience leading teams or supervising sales/account management functions
- Commercially driven with exposure to revenue targets and business growth initiatives
- Strong negotiation, stakeholder management, and relationship-building skills
- Based in Riyadh or open to relocation
8+ years of experience in sales, with a strong focus on HoReCa within Saudi Arabia
- Proven track record in developing and managing HoReCa accounts at a national level
- Strong understanding of distribution, B2B sales cycles, and institutional procurement processes
- Established network within hotels, F&B groups, and HoReCa operators across KSA
- Experience leading teams or supervising sales/account management functions
- Commercially driven with exposure to revenue targets and business growth initiatives
- Strong negotiation, stakeholder management, and relationship-building skills
- Based in Riyadh or open to relocation
