Business Development Manager (HORECA) in Bombay, भारत

About The Company

Leading manufacturer and supplier of packaging and disposable products including aluminium foil, cling wrap, tissue paper, paper cups and other food containers, serving HORECA, hospitality and retail channels across western India. The company has 150+ employees and an extensive dealer and distributor network.

1. Role Overview

• Title: Business Development Manager– HORECA
• Location: Mumbai 
• Territory: Mumbai (primary) + Pune & Surat (secondary)
• Reporting to: Director
• Industry: Food Packaging (HORECA / QSR focused)

2. Core Purpose

• Acquire and activate  new B2B customers (hunter role)
• Build a strong base of  mid-sized QSR & HORECA clients
• Increase  billing per customer + repeat frequency
• Improve  collections discipline (DSO control)

3. Target Customer Segment (Very Important)

• QSR brands / cafés / bakeries / restaurants
• Typically 5–10 outlets per brand
• Decision maker:  Owner / Purchase Manager / Ops Head
• Monthly packaging requirement: ₹50,000 to ₹10 lakh

4. Key Responsibilities

A. Sales Execution (Primary Focus – HUNTER)

• Onboard  new HORECA / QSR clients consistently - QSR, CAFE, RESTAURANT, BAKERT
• Drive  monthly billing targets (₹ + SKU penetration)
• Convert prospects through  structured follow-ups & closing

D. Market Development

• Identify and penetrate  new clusters (QSR hubs, café zones, institutions)
• Track  competitor pricing, product gaps, and trends
• Provide feedback for  new product development / SKU expansion

5. Ideal Candidate Profile

Experience

• 5–10 years in  B2B field sales (HORECA-focused preferred)
• Minimum 5 years selling into HORECA / QSR / food service industry
• Preferred backgrounds:
• Beverage distribution (e.g., Bisleri, Coca-Cola)
• Frozen foods (e.g., McCain)
• Dairy / FMCG distribution

Skills

• Strong  new customer acquisition (hunter mindset)
• Negotiation & objection handling
• Value-based selling (not discount-driven)
• Relationship management with decision-makers
• Pipeline management & strong closing ability

Personality Traits

• Aggressive & target-driven
• Highly disciplined and consistent in field work
• Resilient under pressure
• High ownership & accountability
• Street-smart with consultative approach

6. Must-Have Requirements

• Graduate (BBA preferred)
• Strong English communication (spoken + written)
• Email drafting ability
• Working knowledge of Excel
• Comfortable with  intensive field sales across Mumbai
• Willingness to travel to  Pune & Surat when required

7. Good to Have

• Own vehicle (bike preferred)
• Existing network in HORECA / QSR segment

8. Compensation

• CTC: ₹8–12 LPA
• Incentives: Performance-linked 

9. Role Expectations

• This is a  high-performance, target-driven role
• Strong emphasis on  new customer acquisition (hunter role)
• Requires  daily field movement + structured execution
• Focus on  outcomes (sales + collections), not just activity