HoReCa Channel Manager – Food & Beverage Sales

About the role

Al Rabie Saudi Foods, a leading juice and beverage manufacturer, is expanding its out‑of‑home footprint across the Kingdom. We are looking for a commercially driven HoReCa Channel Manager to own, grow, and develop our presence in hotels, restaurants, cafés, catering and institutional accounts.

Key responsibilities

• Develop and execute a comprehensive HoReCa channel strategy aligned with commercial objectives, setting annual and quarterly revenue and volume targets.
• Drive volume growth across all HoReCa sub‑segments, including hotels, quick‑service and full‑service restaurants, coffee shops, cloud kitchens, catering firms and institutional accounts.
• Identify and capture new business opportunities in untapped accounts, new geographic areas and emerging formats such as food trucks and pop‑up concepts.
• Collaborate with marketing and trade teams to create HoReCa‑specific product and pack architectures, including on‑the‑go formats, bulk dispensing SKUs and branded serving solutions.
• Own the HoReCa channel P&L, managing net revenue, trade spend, promotional ROI and profitability by account tier.
• Lead pricing strategy, contract negotiations and promotional investment decisions, ensuring compliance with margin guidelines.

Required profile

• Minimum 96 months (8 years) of experience in HoReCa sales, FMCG channel management or related commercial roles.
• Proven track record of achieving revenue and volume growth in the food‑service sector.
• Strong analytical mindset with ability to manage P&L and assess promotional ROI.
• Excellent negotiation and relationship‑building skills with hotels, restaurants, cafés and institutional buyers.

Required skills

• Contract negotiations
• Market intelligence
• HoReCa channel strategy
• New business development
• Pricing strategy
• Account management
• Data analytics