Job Title

Sales Executive — HoReCa (New Account Acquisition) | Mumbai ZIAHO Craft Chocolate 1) Role Scope & Channels ● Role Type: New Account Acquisition / Hunting Role ● Primary Channel: HoReCa (Hotels, Restaurants, Cafés, Bakeries) ● Territory: Mumbai (Phase 1), with potential expansion based on performance ● Buyer Personas: Head Chefs, Procurement Managers, Purchasers, Bakers, F&B Directors 2) Key Responsibilities (Prioritized) 1. Prospect & Qualify: Build and maintain a targeted HoReCa lead list; prioritize high-propensity outlets and chains. 2. Pitch & Demo: Conduct structured tastings; position ZIAHO’s quality, shelf-life, and melting-control measures; handle objections. 3. Commercials & Closure: Negotiate price/volume, sampling plans, and first-order terms; land POs. 4. Onboarding & Launch: Ensure listing, product training, and first 30-day sell-through plan with the outlet team. 5. Forecasting & CRM: Maintain accurate stages, probabilities, and next steps; submit weekly pipeline and revenue forecasts. 6. Collections Support: Coordinate with finance on credit terms, documentation, and DSO discipline where applicable. 3) Candidate Profile — Must-Haves & Nice-to-Haves ● Proven field sales experience in premium F&B or allied categories selling to HoReCa . Should have a ready list of minimum 20 premium FNB connects with key decision makers ● Strong prospecting and closing skills; comfort with structuredtastings and chef trials. ● Fluency in English & Hindi ● Tools: WhatsApp, Google Sheets ● Mobility: Mumbai field travel; occasional planned out station travel ● Owner mindset: reliable forecasting, disciplined follow-ups, and clean documentation. 4) Compensation & Incentives (Framework) ● Structure: Fixed + Variable linked to booked revenue and achieved gross margin % ● Note: Exact bands to be finalized at offer stage; this framework ensures alignment to both revenue and profitability. 5) Reporting & Cadence ● Reports To: Founder/Head of Sales (TBD). ● Weekly: Pipeline review with forecast vs. quota; obstacles and next actions. ● Monthly: Performance review (QBR-style) with learnings, win/loss analysis, and territory plan. 6) Operations, Logistics & Compliance ● Sampling Policy: Documented approvals for tasting kits; monthly cap and utilisation tracking. ● Credit & Collections: Follow credit-policy guardrails; documentation for new accounts; coordinate on DSO targets. ● Compliance: GST invoicing basics; FSSAI-compliant productinformation; brand guidelines for any custom collateral. ● Cold-Chain Handling: Use of insulated shippers/gel packs during demos and deliveries when needed. 7) Work Conditions ● Location: Mumbai "in the city" role with frequent on-site visits across the city. ● Work Hours: 9 hours a day/6 days a week; flexibility around chefavailability and service windows, including occasional weekends. ● Travel: Local travel daily; occasional intercity travel for trainings or launches (as required).