HORECA Manager

About the role

The HORECA Manager will develop and drive Tropical Heat Ltd's Hotels, Restaurants and Cafés channel strategy, focusing on revenue growth, market penetration, customer acquisition and long‑term account development.

Key responsibilities

• Develop and execute the HORECA channel strategy and sales plan.
• Drive revenue, volume and market share growth within the HORECA channel.
• Identify and acquire high‑value HORECA accounts and business opportunities.
• Build and manage relationships with key hotels, restaurant groups, cafés and caterers.
• Lead commercial negotiations within approved pricing and trading guidelines.
• Identify opportunities for new product listings, menu integration and bulk supply.
• Strengthen HORECA distribution and route‑to‑market coverage.
• Develop and implement HORECA promotions, activations and customer initiatives.
• Monitor sales, margins, distribution and account performance against targets.
• Analyse market and competitor activity and translate insights into commercial opportunities.

Required profile

• Bachelor's degree in Business, Marketing, Sales, Commerce or a related field.
• 5–8 years' experience in sales, key account management, business development or channel management.
• Proven experience managing the HORECA channel, preferably within FMCG, food manufacturing and food & beverage.
• Demonstrated track record in business development, revenue growth and key account management.
• Experience working with distributors and route‑to‑market partners.
• Strong commercial negotiation and relationship management skills.
• Good understanding of sales analytics, market trends and commercial planning.