Hospitality sales manager

Hospitality sales manager

The Hospitality Sales Manager is responsible for the commercial strategy of products or services aimed at professionals in the hotel and catering sector. He/she manages relations with institutional customers (hotels, restaurants, cafés), develops commercial partnerships, negotiates purchasing conditions and ensures the profitability of proposed offers. This position requires in-depth knowledge of the catering sector, as well as the ability to manage projects and coordinate sales teams.

1. Negotiation with CHR customers: negotiate prices, sales conditions and contracts with customers in the sector (hotels, restaurants, cafés), optimizing margins.
2. Product offering development: develop offerings tailored to the specific needs of establishments (food products, beverages, equipment) and coordinate the launch of new products.
3. Sales performance monitoring: analyze sales, margins and customer returns to adjust sales strategy and maximize results.
4. Customer relationship management: maintain long-lasting, trust-based relationships with establishment managers (hotel directors, chefs, bar managers).
5. Competitive intelligence: observe the evolution of trends in the CHR sector, as well as competitors' offerings, in order to adjust the commercial offer and stand out from the crowd.
6. Internal coordination: work closely with the marketing, logistics and procurement teams to ensure proper management of inventories and promotions.

• Business schools or universities specializing in marketing, sales or management.
• Master's degree in sales management, distribution strategy, or marketing applied to hotels and restaurants.
• Additional training in hospitality sales management or customer relations would be a plus.

• Commercial negotiation.
• Sales performance analysis.
• Assortment and stock management.
• Knowledge of the CHR sector.

• Excellent communication skills: convincing, negotiating and maintaining solid relationships.
• Know how to manage a sales team, coordinate projects and handle several contacts at once.
• Focus on achieving business objectives and profitability.
• Creativity and innovation ****to meet specific customer needs and stand out in a competitive environment.

‍

The professional experience required for this position varies according to the size of the company, but solid experience in the distribution, retail or hospitality sector is essential:

• Previously Sales Manager or Area Manager, preferably in a CHR environment.
• Experience in managing sales teams and negotiating with institutional customers.
• In-depth knowledge of commercial project management and partnership management is highly desirable.

The CHR Sales Manager can progress to various management positions:

• Sales Director or General Manager: depending on experience and results achieved, he or she may take charge of sales or even the company's commercial operations.
• Business development manager: in charge of international expansion and growth strategy or new market segments.
• Sales strategy consultant: after several years' experience, you may choose to turn to consulting to help other companies in the sector with their sales development.

• Gross annual salary: between €50,000 and €90,000 depending on experience, with bonuses linked to sales performance.
• Bonuses: often based on sales results and performance against targets.
• Benefits: company car, profit-sharing, performance bonuses, luncheon vouchers, company benefits (teleworking, training, etc.).

• Regular travel: visits to CHR establishments, meetings with establishment managers, purchasing managers and chefs.
• Teamwork: work with marketing, logistics and product development teams to ensure smooth project management.
• A constantly evolving sector: the CHR market is constantly evolving, with rapidly changing trends and the specific needs of each type of establishment.

• Demonstrate rigor to manage negotiations effectively, monitor sales and optimize margins.
• Be reactive, able to quickly adjust sales strategies in line with market trends and customer expectations.
• Propose innovative and creative solutions to meet the specific needs of CHR establishments and stand out from the competition.
• Ability to work under pressure, as the CHR sector can be demanding, especially during periods of high demand or when launching new products.