Head of Sales (HORECA)

We are seeking a highly driven and commercially astute Head of Sales – HoReCa Channel to join a leading FMCG company in Malta.

Reporting directly to the Chief Commercial Officer, this senior leadership role is responsible for driving commercial performance, strengthening strategic supplier partnerships, and ensuring excellence across sales execution, marketing support, procurement coordination, and technical service delivery.

This role requires a hands-on, strategic leader with a strong commercial mindset, capable of translating strategy into execution while building high-performing teams and long-term customer relationships.

What You’ll Be Doing

• Leading and executing the commercial strategy for the HoReCa channel to drive revenue growth and profitability
• Managing and developing strong relationships with local and international suppliers, including the negotiation of commercial agreements
• Leading sales execution through the Field Sales Manager, Field Sales Representatives, and Telesales teams to achieve and exceed targets
• Driving business development by onboarding new HoReCa customers and expanding existing accounts
• Overseeing demand planning and procurement coordination to ensure optimal stock levels and product availability
• Working closely with Trade Marketing to develop and execute portfolio strategies and activation plans aligned with channel needs
• Managing the Technical Services team responsible for the installation and maintenance of beverage dispensing equipment (coffee, beer, and water systems), ensuring service levels and quality standards are consistently met
• Monitoring and managing key financial KPIs including sales, margins, costs, and collections
• Collaborating with Credit Control to proactively manage customer exposure and risk
• Providing regular performance reporting to senior management, including KPIs, market insights, and strategic recommendations
• Representing the company at industry events, supplier meetings, and trade exhibitions

What We’re Looking For

• Proven senior commercial leadership local experience within HoReCa, FMCG, beverages, foodservice, or a related sector
• Strong track record of driving sales growth, leading teams, and managing key customer relationships
• Demonstrated experience in supplier management and commercial negotiations
• Solid understanding of demand planning, procurement coordination, and operational execution
• Strong financial acumen with experience managing budgets and commercial KPIs
• Excellent communication, negotiation, and stakeholder management skills
• A proactive, hands-on leadership style with a strong customer-centric approach

An attractive remuneration package will be offered to the right candidate depending on skills and experience

Benefits

• Company Car + Fuel
• Mobile
• Health Insurance
• Performance Bonus
• Management Bonus
• Commission

Job Reference: MN791