About SHAY SHAY is a design-led Indian tableware brand loved by consumers and cafés alike. We’re now doubling down on HoReCa to become the go-to partner for café/restaurant-grade ceramic tableware (and adjacent categories over time).Role Summary You willlead and build SHAY’s HoReCa salesengine—owning new business, key accounts, channel partners, and online B2B sales. This is a builder role: you’ll set the playbook, open strategic accounts, and scale revenue with healthy margins.What you’ll do (Responsibilities) Own new business : Prospect, pitch, and close cafés, roasteries, QSRs, restaurants, boutique hotels, and F&B groups; maintain a3–4× pipelinevs. target. Key Account Management : Land & expand multi-outlet deals; set reorder cadences; manage pricing, payment terms, and on-time deliveries with ops. Build the engine:enforce CRM discipline (stages, weekly reviews, forecasting), codify SOPs (sampling, trials, credit, collections/DSO, sell-through), and publish playbooks (catalogs, pricing ladders, discount/approval). Channel/Partner network : OnboardF&B consultants, distributors, and project firms . Online HoReCa sales : Convert website/B2B marketplace leads; run sampling/trials and improvelead→POandsample→POconversions. Market feedback → product : Share insights on high-velocity SKUs, finishes, pack sizes, and MoQs; help shape catalogs/line sheets and pricing. Process & reporting : KeepCRM hygiene(HubSpot/Zoho/Salesforce), accurate forecasts, and healthy collections/DSO with finance. Brand presence : Represent SHAY at trade shows, city roadshows, and buyer meets; schedule productive buyer calendars.What we’re looking for (Qualifications) 2+ years in HoReCa sales (tableware/F&B supplies/kitchenware/food-service equipment/packaging etc.). Tableware sales is a plus (not compulsory). Online/B2B sales understanding (website or marketplaces) is a plus. Café market exposure (chains or boutique cafés) is highly valued. Strong negotiation, proposal writing, and CRM + Excel/Sheets skills. Relationships with roasters, coffee chains and F&B consultants.What success looks like (KPIs) First 60 days:Generate50–80 qualified leadsandclose at least ₹10 lakhin orders. 3–6 months:Achieve₹10–15 lakh/monthHoReCa run-rate withpositive gross margins ; double down on learnings and scale sustainably. Ongoing:Maintainhealthy gross and net margins ; improve repeat rate (reorder frequency) and AOV; uphold CRM hygiene and forecast accuracy.
Job Title
HoReCa Sales Lead (Tableware) — SHAY