HoReCa CHANNEL MANAGER📣 إعلان

About the Role

Al Rabie Saudi Foods Co, a prominent Saudi juice and beverage manufacturer, is seeking a HoReCa Channel Manager. This full-time position is based in Riyadh, Saudi Arabia, and reports directly to the Chief Sales Officer. The role focuses on developing and executing the company’s out-of-home sales strategy across Hotels, Restaurants, Cafes, Catering companies, and Institutional accounts throughout the Kingdom of Saudi Arabia.

Strategic Channel Development

• Develop and execute a comprehensive HoReCa channel strategy aligned with commercial objectives, including annual and quarterly revenue and volume targets.
• Drive volume growth across all HoReCa sub-segments, such as hotels, quick-service and full-service restaurants, coffee shops, cloud kitchens, catering companies, hospitals, and schools.
• Identify and capture new business opportunities, including untapped accounts, new geographic areas within KSA, and emerging food service formats.
• Collaborate with marketing and trade marketing teams to build a HoReCa-specific product and pack architecture, including on-the-go formats, bulk dispensing SKUs, and branded serving solutions.
• Leverage hospitality industry events, trade fairs, and food service exhibitions in KSA to build brand presence and generate leads.

Commercial and P&L Oversight

• Manage the HoReCa channel P&L, including net revenue, trade expenditure, promotional ROI, and profitability targets by account tier and sub-segment.
• Lead pricing strategy, contract negotiations, and promotional investment decisions, ensuring margin compliance with company guidelines.
• Manage trade investment budgets effectively, balancing listing agreements, pouring rights, visibility investments, and activation spend.
• Deliver accurate volume and revenue forecasts in coordination with supply chain and demand planning teams to ensure product availability and on-time delivery.
• Track competitor activity within the HoReCa channel, including pricing, new product listings, and activation programs, providing market intelligence to leadership.
• Prepare monthly HoReCa channel performance reviews for the Chief Sales Officer and commercial leadership team.

Account Management and Operational Execution

• Build and manage direct relationships with key HoReCa accounts, including hotel chains, restaurant groups, coffee shop chains, catering companies, and major institutional clients across KSA.
• Negotiate and close annual contracts, pouring rights agreements, and listing deals.
• Oversee HoReCa distributors and food service wholesalers, setting targets and monitoring performance.
• Coordinate with marketing to develop tailored HoReCa brand activation programs and menu integration initiatives.
• Ensure high service levels, reliable delivery schedules, and product freshness compliance, particularly for cold-chain requirements.
• Conduct regular field visits to assess execution quality, resolve service issues, and identify opportunities for menu expansion.
• Collaborate with supply chain, logistics, and customer service teams to resolve availability, delivery, and returns issues.

Candidate Profile

• Experience: Minimum 3-5 years in HoReCa, food service, or out-of-home sales roles within FMCG, with 8+ years total experience in FMCG commercial or sales functions (Food & Beverage preferred).
• Market Knowledge: Proven KSA HoReCa or food service market experience is required.
• Commercial Acumen: Demonstrated P&L or trade budget ownership across a portfolio of accounts.
• Track Record: Proven ability in managing high-value HoReCa accounts, winning and retaining pouring rights or exclusive supply agreements, delivering volume growth, outlet coverage expansion, and channel profitability improvement.
• Collaboration: Experience in cross-functional collaboration across supply chain, marketing, and trade marketing teams.
• Relationship Building: Strong relationship-building and negotiation skills with hospitality and food service operators.
• Strategic Mindset: Entrepreneurial mindset with the ability to develop a channel from the ground up.
• Management Skills: Ability to manage multiple account relationships and distributor partnerships simultaneously.

About Al Rabie Saudi Foods Co

Al Rabie Saudi Foods Co is recognized as one of the largest Saudi companies and a trusted juice and beverage manufacturer. The company maintains a category-leading portfolio that serves millions of Saudi families daily. This role offers the opportunity to contribute to the growth and leadership of the HoReCa channel for the company's beverage brands.