Sales Manager – HORECA

Key Responsibilities

• Commercial Performance: Increase revenue, margins and product exposure across the assigned portfolio in accordance with the Company’s wider commercial direction.
• Sales Strategy: Prepare and implement a focused HORECA sales plan that supports sustainable business growth and brand objectives.
• Business Development: Seek out prospective customers and convert new opportunities within the hotel, restaurant, catering and wider hospitality market.
• Customer Relationships: Develop productive, long-standing connections with key accounts and important decision-makers across the sector.
• Commercial Negotiations: Agree suitable terms covering prices, promotional activity, product placement and supply arrangements while protecting profitability.
• Team Leadership: Direct and motivate the HORECA sales representatives, establish measurable objectives and regularly review individual and collective results.
• Performance Analysis: Examine sales figures, customer activity and market developments to uncover areas for further expansion.
• Strategic Planning: Translate commercial insights into practical initiatives that contribute to the Company’s sales and brand priorities.
• Product Availability: Coordinate with the Distribution team to support dependable supply and responsive service to customers.
• Cross-Departmental Coordination: Work alongside Marketing, Procurement, Credit Control and Distribution to improve internal processes, commercial outcomes and the overall customer experience.

Qualifications, Skills and Attributes

• Education: A university degree in any discipline would be considered an advantage.
• Experience: A successful background in HORECA, foodservice or FMCG sales is required, together with demonstrated capability in developing new business and managing important customer accounts.
• Driving Licence: A valid Maltese driving licence is required.
• Market Knowledge: Familiarity with Malta’s hospitality trade and an existing network of relevant customers would be highly beneficial.
• Language Skills: Excellent command of both Maltese and English is required to succeed in this role. 
• Communication Skills: Strong verbal, written and presentation abilities are necessary to communicate proposals clearly and represent the Business professionally.
• Interpersonal Skills: The successful candidate should be capable of inspiring a sales team and establishing trusted relationships with customers, suppliers and internal stakeholders.
• Leadership Skills: The role requires the confidence to set clear expectations, coach team members and promote consistent sales performance.
• Negotiation Skills: Sound commercial judgement and persuasive negotiation abilities are essential when discussing prices, terms and promotional arrangements.
• Technical Skills: A practical understanding of foodservice procurement, distribution processes, sales targets and margin management is required.
• Analytical Skills: The ability to interpret commercial data and turn findings into realistic growth initiatives is important.
• Organisation: Strong planning and coordination skills are needed to balance team leadership, account management, commercial activity and collaboration across departments.
• Self-Motivated: An energetic, ambitious and results-focused approach is required to advance the Company’s position within a competitive market.
• Problem-Solving: The selected candidate should be able to recognise commercial or operational challenges and respond with sensible, timely solutions.

What's on Offer

• Compensation: A competitive base salary with performance-based incentives.
• Career Development: Opportunities for professional growth and advancement within a dynamic and expanding company.