Lead – Institutional Sales (HORECA) at CDL Human Resource

CDL was founded in early 2003 by its current Managing Director Lucy Mmari.Within her 14 year tenure in a well established logistics company, She honed her skill in human resources management and thereafter started CDL.

 

Lead – Institutional Sales (HORECA)

  • Job TypeFull Time
  • QualificationBA/BSc/HND , MBA/MSc/MA
  • Experience6 - 8 years
  • LocationThika
  • Job FieldSales / Marketing / Retail / Business Development 

Job Objective

  • To lead and grow institutional sales across the HORECA (Hotels, Restaurants, Catering) channel by building strong partnerships with key accounts, driving volume and value growth, and ensuring execution of business strategies aligned with organizational objectives.

Key Responsibilities

  • Sales Strategy & Planning
  • Develop and execute the HORECA sales strategy tachieve assigned revenue and market share targets.
  • Identify growth opportunities in hotels, restaurants, caterers, airlines, and other institutional accounts.
  • Plan and monitor channel performance against agreed sales KPIs.
  • Business Development
  • Acquire and onboard new institutional clients while nurturing existing relationships.
  • Conduct regular business reviews with key accounts tensure satisfaction and growth.
  • Negotiate pricing, contracts, and commercial terms in line with company policies.
  • Team Leadership
  • Lead, mentor, and motivate the institutional sales team tachieve set goals.
  • Build capability within the team through coaching, training, and performance management.
  • Allocate targets, territories, and monitor individual and team performance.
  • Execution & Customer Engagement
  • Ensure excellent execution of sales initiatives, promotions, and activations within the HORECA segment.
  • Provide superior customer service and act as the primary escalation point for client issues.
  • Collaborate with the supply chain tensure timely deliveries and efficient order fulfillment.
  • Market Intelligence & Reporting
  • Track competitor activities, market trends, and customer insights trecommend proactive strategies.
  • Prepare accurate sales forecasts, pipelines, and reports for management.
  • Monitor credit control and ensure timely collections from institutional clients.
  • Cross-Functional Collaboration
  • Work with Marketing, Finance, and Operations teams toptimize HORECA offerings.
  • Partner with product development ttailor solutions for the institutional channel.

Qualifications

  • Bachelor’s degree in Sales, Marketing, Business Administration, or related field.
  • MBA is an added advantage.
  • Minimum 6–8 years of experience in sales, with at least 3 years in institutional/HORECA sales leadership.
  • Strong network within hotels, restaurants, and catering businesses.
  • Proven track record of meeting and exceeding sales targets.

Check how your CV aligns with this job

Method of Application

Interested and qualified? Go to CDL Human Resource on cdl.zohorecruit.com to apply

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