Business Development Manager (HORECA)

About The Company Leading manufacturer and supplier of packaging and disposable products including aluminium foil, cling wrap, tissue paper, paper cups and other food containers, serving HORECA, hospitality and retail channels across western India. The company has 150+ employees and an extensive dealer and distributor network.

• Role Overview
• Title: Business Development Manager– HORECA
• Location: Mumbai
• Territory: Mumbai (primary) + Pune & Surat (secondary)
• Reporting to: Director
• Industry: Food Packaging (HORECA / QSR focused)
• Core Purpose
• Acquire and activate new B2B customers (hunter role)
• Build a strong base of mid-sized QSR & HORECA clients
• Increase billing per customer + repeat frequency
• Improve collections discipline (DSO control)
• Target Customer Segment (Very Important)
• QSR brands / cafés / bakeries / restaurants
• Typically 5–10 outlets per brand
• Decision maker: Owner / Purchase Manager / Ops Head
• Monthly packaging requirement: ₹50,000 to ₹10 lakh
• Key Responsibilities
• Sales Execution (Primary Focus – HUNTER)
• Onboard new HORECA / QSR clients consistently - QSR, CAFE, RESTAURANT, BAKERT
• Drive monthly billing targets (₹ + SKU penetration)
• Convert prospects through structured follow-ups & closing
• Market Development
• Identify and penetrate new clusters (QSR hubs, café zones, institutions)
• Track competitor pricing, product gaps, and trends
• Provide feedback for new product development / SKU expansion
• Ideal Candidate Profile

Experience

• 5–10 years in B2B field sales (HORECA-focused preferred)

• Minimum 5 years selling into HORECA / QSR / food service industry

• Preferred backgrounds:

• Beverage distribution (e.g., Bisleri, Coca-Cola)

• Frozen foods (e.g., McCain)

• Dairy / FMCG distribution

Skills

• Strong new customer acquisition (hunter mindset)
• Negotiation & objection handling
• Value-based selling (not discount-driven)
• Relationship management with decision-makers
• Pipeline management & strong closing ability

Personality Traits

• Aggressive & target-driven
• Highly disciplined and consistent in field work
• Resilient under pressure
• High ownership & accountability
• Street-smart with consultative approach
• Must-Have Requirements
• Graduate (BBA preferred)
• Strong English communication (spoken + written)
• Email drafting ability
• Working knowledge of Excel
• Comfortable with intensive field sales across Mumbai
• Willingness to travel to Pune & Surat when required
• Good to Have
• Own vehicle (bike preferred)
• Existing network in HORECA / QSR segment
• Compensation
• CTC: ₹8–12 LPA
• Incentives: Performance-linked
• Role Expectations
• This is a high-performance, target-driven role
• Strong emphasis on new customer acquisition (hunter role)
• Requires daily field movement + structured execution
• Focus on outcomes (sales + collections), not just activity

Skills: b2b,business development,sales,horeca,qsr,business acquisition,packaging,customer acquisition