Institutional Sales Lead (HORECA)
Posted:
Company Details
Name:CDL Human Resource
Industry:
Consulting
Website:
http://cdl.co.ke/
Description:
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.
Job Details
Job Type:
Full Time
Workplace Type:
On-site
Qualification:
Diploma
Job Experience:
Mandatory
Job Location:
Kiambu, Kenya
Closing Date:
Undisclosed
Salary:
Undisclosed
Other Pay:
Benefits
Job Category:
Sales & Marketing
Job Description
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.
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