Sales Executive — HoReCa (New Account Acquisition) | MumbaiZIAHO Craft Chocolate1) Role Scope & Channels● Role Type: New Account Acquisition / Hunting Role● Primary Channel: HoReCa (Hotels, Restaurants, Cafés, Bakeries)● Territory: Mumbai (Phase 1), with potential expansion based on performance● Buyer Personas: Head Chefs, Procurement Managers, Purchasers, Bakers, F&B Directors2) Key Responsibilities (Prioritized)1. Prospect & Qualify: Build and maintain a targeted HoReCa lead list; prioritize high-propensity outlets and chains.2. Pitch & Demo: Conduct structured tastings; position ZIAHO’s quality, shelf-life, and melting-control measures; handle objections.3. Commercials & Closure: Negotiate price/volume, sampling plans, and first-order terms; land POs.4. Onboarding & Launch: Ensure listing, product training, and first 30-day sell-through plan with the outlet team.5. Forecasting & CRM: Maintain accurate stages, probabilities, and next steps; submit weekly pipeline and revenue forecasts.6. Collections Support: Coordinate with finance on credit terms, documentation, and DSO discipline where applicable.3) Candidate Profile — Must-Haves & Nice-to-Haves● Proven field sales experience in premium F&B or allied categories selling to HoReCa .Should have a ready list of minimum 20 premium FNB connects with key decision makers● Strong prospecting and closing skills; comfort with structured tastings and chef trials.● Fluency in English & Hindi● Tools: WhatsApp, Google Sheets● Mobility: Mumbai field travel; occasional planned out station travel● Owner mindset: reliable forecasting, disciplined follow-ups, and clean documentation.4) Compensation & Incentives (Framework)● Structure: Fixed + Variable linked to booked revenue and achieved gross margin %● Note: Exact bands to be finalized at offer stage; this framework ensures alignment to both revenue and profitability.5) Reporting & Cadence● Reports To: Founder/Head of Sales (TBD).● Weekly: Pipeline review with forecast vs. quota; obstacles and next actions.● Monthly: Performance review (QBR-style) with learnings, win/loss analysis, and territory plan.6) Operations, Logistics & Compliance● Sampling Policy: Documented approvals for tasting kits; monthly cap and utilisation tracking.● Credit & Collections: Follow credit-policy guardrails; documentation for new accounts; coordinate on DSO targets.● Compliance: GST invoicing basics; FSSAI-compliant product information; brand guidelines for any custom collateral.● Cold-Chain Handling: Use of insulated shippers/gel packs during demos and deliveries when needed.7) Work Conditions● Location: Mumbai /"in the city/" role with frequent on-site visits across the city.● Work Hours: 9 hours a day/6 days a week; flexibility around chef availability and service windows, including occasional weekends.● Travel: Local travel daily; occasional intercity travel for trainings or launches (as required).
Job Title
Sales Executive