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Business Development Manager, HORECA
Hiring a commercial manager to build and scale the presence within Hong Kong and Macau’s HORECA universe—hotels, restaurants, cafés. This individual will champion the consumer portfolio and adjacent categories, opening new doors, shaping channel strategy, and ensuring flawless in‑market execution.
Job Duties:
Market Expansion & Customer Acquisition
- Map out the landscape across HORECA and Discount outlets, prioritizing high‑value opportunities.
- Act as the first point of contact for new partners—prospecting, pitching, and closing agreements.
- Build long-term relationships with operators, owners, and buyers by understanding their commercial needs.
- Shape a channel-specific approach that outlines where to play, how to win, and how to scale.
- Translate strategy into clear activity plans, promotions, and pricing frameworks.
- Set measurable targets that reflect growth ambition and market reality.
- Ensure commercial alignment across internal teams including finance, supply chain, and marketing
- Oversee the full customer lifecycle—listing, merchandising, visibility, promotional rollouts.
- Work with partners to ensure displays, planograms, and activations are implemented to brand standards.
- Routinely review field performance, identify gaps, and recommend corrective actions.
- Maintain clear visibility of pipeline health, commercial results, and ROI across channels.
- Produce concise weekly and monthly performance summaries for management visibility.
- Work with finance on forecasts and revenue projections to support broader business planning.
- Use CRM tools for structured data capture and decision support.
Requirement:
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Minimum 6 years of sales or business development experience within HORECA /Value retail, FMCG, beverage, or adjacent sectors
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Strong ability to negotiate, influence, and manage commercial terms
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A track record of opening accounts and growing portfolios in competitive segments
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Comfort with reporting, data analysis, and CRM systems
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Excellent command of English and Cantonese; Mandarin is an advantage
About the job
Contract Type: Perm
Specialism: Sales
Focus: Business Development & Sales
Industry: FMCG
Salary: Negotiable
Workplace Type: On-site
Experience Level: Mid Management
Location: Central and Western District
FULL_TIMEJob Reference: 8EBZWC-FBE29EBF
Date posted: 11 March 2026
Consultant: Eleanor Chan
hong-kong sales/business-development 2026-03-11 2026-05-10 fmcg Hong Kong Central and Western District HK Robert Walters https://www.robertwalters.com.hk https://www.robertwalters.com.hk/content/dam/robert-walters/global/images/logos/web-logos/square-logo.png true