Head of Professional FMCG

Our client, a major player in the FMCG sector is hiring a Head of Professional.

Role Purpose

Drive profitable growth across the professional food service channel by developing and executing B2B strategies for HoReCa, bakery & catering, professional hygiene and beverage segments. Build deep customer partnerships, deliver tailored solutions, and lead a specialist team to position the company as the preferred partner for food and beverage professionals.

The key responsibilities and tasks will include the following:

• Channel Strategy & Growth

Develop and Execute the Professional Foodservice Channel Strategy Across Horoeca, Bakery & Catering, And Beverage Segments; Identify New Business Opportunities and White-Space Accounts

• Key Account Development

Build And Maintain Strategic Relationships with Major Hotels, Restaurant Groups, Catering Companies, And Institutional Buyers; Negotiate Annual Contracts And Volume Agreements

• Solutions Selling

Lead A Consultative Selling Approach, Bundling Products  with Culinary Expertise, Menu Development Support, And Equipment Solutions to Create Value Beyond Price

• Culinary Engagement

Leverage The Culinary Development Specialist to Deliver Product Demonstrations, Recipe Development, Chef Workshops, And Menu Innovation To Deepen Client Loyalty

• P&L Ownership     

Own the Channel P&L Including Revenue Targets, Margin Management, Trade Spend, And Promotional ROI; Deliver Monthly Reporting And Forecasts

• Team Leadership

Coach And Develop Account Specialists And Culinary Development Specialist; Set Kpis, Conduct Reviews, And Foster High-Performance Culture

Education

• Bachelor’s degree in Business, Marketing, Hospitality Management, or related field (required)
• Culinary arts diploma or food science qualification (advantageous)

Experience

•  5–8 years in B2B foodservice, hospitality, or professional channel sales
• Demonstrated success managing key accounts in HoReCa, catering, or food manufacturing
• Experience leading and developing small specialist teams
• Strong understanding of foodservice supply chains, menu economics, and chef-driven selling
• Proficiency in CRM systems and trade analytics tools

Key Competencies

• Consultative Selling

Builds tailored solutions that go beyond product to solve customer challenges

• Commercial Acumen

P&L management, pricing strategy, and trade investment optimisation

• Relationship Builder

Trusted partner to chefs, procurement heads, and foodservice operators

• Market & Category Knowledge

Deep understanding of foodservice trends, competitor landscape, and culinary innovation

• People Development

Coaches and grows specialist talent in a technical B2B environment

Proactive reserves the right: 

• To call only the shortlisted candidates for interview.  

• Not to make any appointment following this advertisement nor to assign any reason whatsoever for accepting or rejecting any candidate.