Sales Manager – HORECA

About Our Client

Our Client is an established organisation within the FMCG sector, involved in franchise management and the importation and distribution of prominent international brands throughout Malta. Drawing on extensive market experience, the Company prioritises responsible expansion, effective operations, dependable service and lasting commercial partnerships.

Role Overview

Heroix is collaborating with the Client to recruit a Sales Manager – HORECA who will lead the Company’s sales activity within the hospitality and foodservice market. The selected candidate will guide the sales team, expand the customer portfolio and strengthen the commercial performance and market presence of the assigned ambient product range.

Key Responsibilities

• Commercial Performance: Increase revenue, margins and product exposure across the assigned portfolio in accordance with the Company’s wider commercial direction.
• Sales Strategy: Prepare and implement a focused HORECA sales plan that supports sustainable business growth and brand objectives.
• Business Development: Seek out prospective customers and convert new opportunities within the hotel, restaurant, catering and wider hospitality market.
• Customer Relationships: Develop productive, long-standing connections with key accounts and important decision-makers across the sector.
• Commercial Negotiations: Agree suitable terms covering prices, promotional activity, product placement and supply arrangements while protecting profitability.
• Team Leadership: Direct and motivate the HORECA sales representatives, establish measurable objectives and regularly review individual and collective results.
• Performance Analysis: Examine sales figures, customer activity and market developments to uncover areas for further expansion.
• Strategic Planning: Translate commercial insights into practical initiatives that contribute to the Company’s sales and brand priorities.
• Product Availability: Coordinate with the Distribution team to support dependable supply and responsive service to customers.
• Cross-Departmental Coordination: Work alongside Marketing, Procurement, Credit Control and Distribution to improve internal processes, commercial outcomes and the overall customer experience.

Qualifications, Skills and Attributes

• Education: A university degree in any discipline would be considered an advantage.
• Experience: A successful background in HORECA, foodservice or FMCG sales is required, together with demonstrated capability in developing new business and managing important customer accounts.
• Driving Licence: A valid Maltese driving licence is required.
• Market Knowledge: Familiarity with Malta’s hospitality trade and an existing network of relevant customers would be highly beneficial.
• Language Skills: Excellent command of both Maltese and English is required to succeed in this role. 
• Communication Skills: Strong verbal, written and presentation abilities are necessary to communicate proposals clearly and represent the Business professionally.
• Interpersonal Skills: The successful candidate should be capable of inspiring a sales team and establishing trusted relationships with customers, suppliers and internal stakeholders.
• Leadership Skills: The role requires the confidence to set clear expectations, coach team members and promote consistent sales performance.
• Negotiation Skills: Sound commercial judgement and persuasive negotiation abilities are essential when discussing prices, terms and promotional arrangements.
• Technical Skills: A practical understanding of foodservice procurement, distribution processes, sales targets and margin management is required.
• Analytical Skills: The ability to interpret commercial data and turn findings into realistic growth initiatives is important.
• Organisation: Strong planning and coordination skills are needed to balance team leadership, account management, commercial activity and collaboration across departments.
• Self-Motivated: An energetic, ambitious and results-focused approach is required to advance the Company’s position within a competitive market.
• Problem-Solving: The selected candidate should be able to recognise commercial or operational challenges and respond with sensible, timely solutions.

What's on Offer

• Compensation: A competitive base salary with performance-based incentives.
• Career Development: Opportunities for professional growth and advancement within a dynamic and expanding company.

What Heroix Offers

• Confidentiality and Discretion: Your job search will be handled with the utmost confidentiality and professionalism.
• CV Review: Receive candid and constructive feedback to enhance your CV.
• Interview Planning: Get personalised preparation sessions prior to your interviews.
• Cultural Fit Assessment: Understand the Company’s culture to ensure it is the right environment for you.
• Long Term: Gain insights into the role and Company for a long-term, stable career move.
• Exclusive Opportunities: Access a broader range of job opportunities.
• Personalised Candidate Profile: Stand out with a detailed profile highlighting your strengths and skills.
• Ongoing Support and Guidance: Benefit from continuous support throughout your job search process.
• Networking Opportunities: Leverage our extensive network of industry contacts for exclusive positions.
• Time Efficiency: Save time and effort with our efficient and effective recruitment strategies.
• Tailored Job Matching: Find the perfect fit with customised job matching based on your skills and career goals.
• Feedback Loop: Stay informed and engaged with regular updates and feedback on your application status.

Heroix - Rise to New Heights

Follow Heroix on our social media channels to be the first to know about our exclusive job offers: 

• LinkedIn
• WhatsApp
• Facebook 

Licensed and regulated by the Government of Malta under DIER Agency Licence No. 00412-2025