Head of Professional FMCG

About the role

The Head of Professional FMCG will drive profitable growth across the professional food‑service channel, shaping B2B strategies for HoReCa, bakery & catering, hygiene and beverage segments. The role combines strategic account development, solution selling and P&L ownership to position the company as the preferred partner for food and beverage professionals.

Key responsibilities

• Develop and execute the professional food‑service channel strategy across HoReCa, bakery & catering and beverage segments, identifying new business opportunities and white‑space accounts.
• Build and maintain strategic relationships with major hotels, restaurant groups, catering companies and institutional buyers; negotiate annual contracts and volume agreements.
• Lead a consultative selling approach, bundling products with culinary expertise, menu development support and equipment solutions to create value beyond price.
• Leverage culinary development specialists to deliver product demonstrations, recipe development, chef workshops and menu innovation.
• Own the channel P&L, managing revenue targets, margins, trade spend and promotional ROI; provide monthly reporting and forecasts.
• Coach and develop account specialists and culinary development specialists, set KPIs, conduct performance reviews and foster a high‑performance culture.

Required profile

• Bachelor’s degree in Business, Marketing, Hospitality Management or a related field (required); culinary arts diploma or food‑science qualification is advantageous.
• 5–8 years of experience in B2B foodservice, hospitality or professional channel sales.
• Proven success managing key accounts in HoReCa, catering or food manufacturing.
• Experience leading and developing small specialist teams.
• Strong understanding of food‑service supply chains, menu economics and chef‑driven selling.

Required skills

• Proficiency in CRM systems.
• Experience with trade analytics tools.