AVP HORECA Sales

Associate Vice President (AVP) Sales

Function: Institutional Sales / HoReCa / Key Accounts

Location: WhiteField, Bangalore Corporate Office

Role Type: Pan India Leadership Role

Budget: Fixed CTC: 4045 LPA, Variable Pay: 4 LPA, ESOPs: As applicable

Position Overview

• We are looking for dynamic professionals and growth-driven Associate Vice President Sales to
• lead our Institutional, HoReCa, and Key Accounts business across India. The ideal
• candidate will bring strong strategic thinking, proven sales leadership, and the ability to
• manage a large, diverse team. This role requires a stable professional track record and a
• solid educational foundation.
• The AVP Sales will directly lead a 30-member team, including 2 RSMs, 5 ASMs, and will be
• responsible for driving revenue, expanding the countrys institutional partnerships, and improving

market penetration, and delivering long-term business growth.

Key Responsibilities

Strategic Leadership

• Develop and execute the countrys sales strategies for Institutional, HoReCa, and Key Accounts to achieve annual business targets.
• Build strong GTM strategies for product penetration, pricing, and customer acquisition.
• Drive strategic partnerships with country chains, institutions, railways, and QSRs, HORECA networks, and large distributors.

Business Development & Key Account Management

• Identify and onboard new institutional clients across categories, ensuring consistent business growth.
• Strengthen relationships with existing key accounts and drive contract renewals, joint business plans, and strategic initiatives.
• Negotiate commercial terms, pricing, and long-term business agreements.

Team Leadership & People Development

• Lead and develop a 30-member Country team, including 2 RSMs & 5 ASMs.
• Drive capability-building, performance management, and talent development practices.
• Foster a performance-driven and collaborative culture.

Operations & Execution Excellence

• Monitor sales performance, MIS reporting, forecasting, and productivity metrics for all regions.
• Coordinate with cross-functional teamsMarketing, SCM, Finance, and Manufacturingfor seamless execution.
• Lead country activations, product rollouts, and HoReCa-specific initiatives.

Customer Experience & Service Delivery

• Ensure superior service levels, timely order fulfilment, and complaint resolution for all institutional partners.
• Implement consistent SOPs across regions to improve efficiency and customer satisfaction.

Market Intelligence

• Track market developments, competition, and emerging HoReCa trends.
• Provide inputs for product customisation, innovation, and category expansion opportunities.

Education Qualification:

• MBA / PGDM from a reputed institute preferred.
• Strong academic track record.

Experience & Skills

• 610 years of experience in Institutional Sales / HoReCa / Key Accounts (FMCG / Beverages background preferred).
• Proven success in leading large teams and delivering revenue growth.
• Strong negotiation, analytical, and relationship-building skills.
• High ownership, strategic thinking, and execution excellence.
• Comfortable with travel across India.

Attributes

• Young, energetic, and stable professional mindset.
• Strong leadership presence with the ability to influence stakeholders.
• Excellent communication and interpersonal skills.

What We Offer

• Opportunity to lead a high-impact business portfolio.
• Fast-paced, collaborative work environment.
• Attractive compensation and growth opportunities

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