Sales Executive HoReCa (New Account Acquisition) | Mumbai

ZIAHO Craft Chocolate

1) Role Scope & Channels

Role Type: NewAccountAcquisition/ Hunting Role

Primary Channel: HoReCa (Hotels, Restaurants, Cafs, Bakeries)

Territory: Mumbai (Phase 1), with potential expansion based on performance

Buyer Personas: Head Chefs, Procurement Managers, Purchasers, Bakers, F&B Directors

2) 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 ZIAHOs 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 toHoReCa.

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 plannedout 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).

Sales Executive