Job Description

The Assistant Manager – HoReCa Sales will be responsible for driving the commercial growth of a premium Portuguese wine portfolio by developing and managing the HoReCa channel across India. The role focuses on acquiring new business, managing key hospitality accounts, strengthening distributor partnerships, expanding premium wine listings, and building long-term brand presence within India's premium hospitality sector.

The position requires close collaboration with distributors, hospitality partners, marketing teams, and internal stakeholders to achieve revenue targets while enhancing brand visibility and customer engagement.

Key Responsibilities

1. Business Development

• Develop and execute Go-to-Market strategies across assigned territories.
• Identify and acquire new HoReCa customers, including luxury hotels, premium restaurants, fine dining chains, wine bars, clubs, and hospitality groups.
• Build and maintain a strong sales pipeline to consistently achieve business targets.
• Develop annual territory business plans aligned with commercial objectives.
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2. Key Account Management

• Build and maintain relationships with F&B Directors, Restaurant Owners, Purchase Managers, Beverage Managers, Sommeliers, Executive Chefs, and other hospitality decision-makers.
• Secure premium wine listings across target hospitality accounts.
• Lead commercial negotiations and annual business planning with key customers.
• Drive customer retention and maximise long-term account profitability.
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3. Brand Development

• Position the premium wine portfolio as a leading brand within India's hospitality industry.
• Organise wine tastings, food pairing events, and customer engagement programs.
• Conduct wine education and training sessions for hospitality teams and distributors.
• Represent the company at wine exhibitions, hospitality forums, and industry events.
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4. Sales Planning & Performance

• Achieve monthly, quarterly, and annual revenue and sales volume targets.
• Prepare accurate sales forecasts and territory performance reviews.
• Monitor pricing, competitor activity, and market performance.
• Recommend strategies to maximise sales and commercial opportunities.
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5. Distributor & Channel Management

• Develop strong partnerships with distributors to improve market execution.
• Support distributors in customer acquisition and secondary sales generation.
• Ensure product availability across priority markets and accounts.
• Review distributor performance against agreed KPIs and implement improvement plans.
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6. Market Intelligence & Strategy

• Monitor consumer trends, competitor activities, and market developments.
• Analyse market opportunities for portfolio expansion and pricing strategies.
• Provide commercial insights and recommendations to support strategic business decisions.
• Identify emerging opportunities within the HoReCa and premium beverage sectors.
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Qualifications & Experience

• Bachelor's Degree in Business, Hospitality, Marketing, or a related discipline.
• MBA is preferred.
• WSET Level 2 or Level 3 certification is desirable.
• Minimum 7–15 years of experience in HoReCa Sales, Premium Wines, Spirits, Beverage, or Luxury Hospitality.
• Proven experience managing premium hospitality accounts and distributor networks.
• Strong understanding of the Indian Alcobev and HoReCa landscape.
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Technical Skills

• HoReCa Sales
• Key Account Management
• Business Development
• Channel & Distributor Management
• Premium Brand Development
• Sales Planning & Forecasting
• Commercial Negotiation
• Customer Relationship Management
• Business Analytics
• Market Intelligence
• Wine Industry Knowledge
• Presentation & Communication Skills
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Key Competencies

• Customer Focus
• Commercial Acumen
• Sales Excellence
• Relationship Building
• Negotiation & Influencing
• Strategic Thinking
• Execution Excellence
• Collaboration
• Adaptability & Agility
• Communication Skills
• Integrity & Professionalism
• Results Orientation