Voditelj prodaje – HoReCa

About the role

The Sales Manager for the HoReCa channel will lead and develop sales activities across hotels, restaurants, cafés and catering services. You will manage a sales team, nurture key accounts and drive revenue growth while strengthening market position.

Key responsibilities

• Lead, organize and develop the HoReCa sales team.
• Define and implement the sales strategy for the HoReCa channel.
• Communicate and plan with principal partners.
• Develop relationships with key customers (hotels, restaurants, cafés, catering) and distributors.
• Achieve sales targets and conduct commercial negotiations.
• Coordinate promotional and gastro activities together with marketing.
• Prepare sales plans, forecasts and budgets; monitor execution.
• Track KPIs, market coverage, competition and pricing.
• Collaborate with procurement and logistics to ensure product availability and competitiveness.
• Monitor collections and manage payment terms per customer.
• Report regularly to management on results and market trends.

Required profile

• Secondary education, preferably in economics or a related field.
• Minimum 5 years of sales experience in the food industry, at least 2 years in HoReCa.
• Proven experience leading a sales team.
• In‑depth knowledge of the Croatian (and regional) HoReCa market.
• Strong negotiation skills.
• Result‑oriented, leadership, independence and organizational abilities.
• Valid B‑category driving licence and willingness to work in the field.
• Excellent command of English.

Required skills

• Advanced Excel.
• Business Intelligence tools and reporting.

What we offer

• Fixed salary plus performance‑based bonus.
• Company car available 24/7, mobile phone and laptop.
• Office based in Zagreb with field work opportunities.