National Premium HORECA Manager

Strategic Business Unit: PSBU 

Department: Sales / On-Trade HORECA 

Cadre: Management 

Grade Level: M4 

Directly Reporting To: Sales Director / Commercial Director 

Supervises: Regional HORECA Managers / Key Account Managers 

PURPOSE OF JOB 

The National Premium HORECA Manager is responsible for developing and executing national strategies to drive growth within the premium on-trade HORECA – Hotels, Restaurants, Cafés channel. The role focuses on building strong relationships with high-value accounts, enhancing brand visibility, and delivering sustainable revenue growth across the country. 

PRINCIPAL ACCOUNTABILITIES 

• Develop and implement national strategies for the premium HORECA channel 
• Build and maintain strong relationships with key premium accounts 
• Lead negotiations and manage contracts with HORECA partners 
• Oversee brand activations and visibility initiatives 
• Monitor market trends and competitor activities 
• Collaborate with internal teams for alignment 
• Track performance and provide insights to management 
• Lead and develop the HORECA team 
• Manage budgets and ensure ROI 
• Ensure compliance with policies and regulations 

CHALLENGES 

• Intense competition 
• High client expectations 
• Multi-regional coordination 

PLANNING & ORGANISING 

• Macro: Annual 
• Micro: Monthly 

JOB REQUIREMENTS 

• Education: First Degree / HND MBA is an advantage 
• Experience: 7–10 years in FMCG, preferably wines & spirits 
• Strong HORECA experience required 

KEY COMPETENCIES 

• Strategic thinking 
• Negotiation skills 
• Leadership 
• Business acumen 
• Communication 
• Problem-solving 

INTERNAL / EXTERNAL CONTACTS 

Internal: Sales, Marketing, Supply Chain 

External: HORECA partners, distributors