Food Service Sales Manager

Position Summary

As our Food Service Sales Manager, you’ll be responsible for growing our presence in the Australian foodservice sector — including food distributors, catering, hospitality, HORECA (Hotels, Restaurants, Cafés), institutional outlets, and contract catering. You'll combine strategic market insight with outstanding relationship-building, working closely with internal teams and external partners to hit and exceed sales targets.

Key Responsibilities

• Market Strategy & Business Development
• Develop and implement territory sales strategies tailored to Australian foodservice segments.
• Identify growth opportunities — new accounts, geographic expansion, product lines — and pursue them vigorously.
• Client Relationship Management
• Build, nurture, and maintain strong relationships with key partners: foodservice distributors, chefs, contract caterers, and procurement managers.
• Navigate customer needs and market trends to deliver customized solutions.
• Sales Leadership and Execution
• Coach, manage, and motivate sales reps or agents (if applicable) to consistently meet performance goals.
• Establish measurable targets, then monitor, analyse, and adjust tactics to ensure success.
• Market Intelligence & Analytics
• Keep a finger on industry trends, competitor activity, and regulation changes affecting foodservice in Australia.
• Use sales data and forecasting tools to guide decisions and inform stakeholders.
• Collaboration & Cross-functional Alignment
• Coordinate with supply chain and operations to streamline pricing, inventory, and delivery schedules.
• Reporting & Financial Oversight
• Prepare regular reports on sales performance, pipeline health, and market insights.
• Manage budgets, pricing strategies, and contract negotiations to optimise profitability.

Essential Skills & Qualifications

• Experience & Education
• Bachelor’s degree in Business, Marketing, Hospitality, or a related field — or equivalent experience.
• 3+ years of B2B sales experience within foodservice, food distribution, catering, or the HORECA sector, ideally in the Australian market.
• Sales Acumen
• Proven success in sales strategy, pipeline development, negotiation, and closing large deals.
• Industry Knowledge
• Solid understanding of foodservice operations, regulatory frameworks (food safety, health), and ordering cycles in Australia.
• Leadership & Communication
• Excellent interpersonal skills; able to influence, coach, and lead internal teams and external partners.
• Strong presentation skills, suitable for C-suite, procurement, and chef-level audiences.
• Analytical Mindset
• Data-savvy with ability to analyse sales figures, profitability, customer trends, and generate actionable insights.
• Organisation & Planning
• Strong self-management, capable of juggling multiple priorities, schedules, and team coordination.
• Willingness to Travel
• Readiness to cover key Australian cities and regions (e.g., Sydney, Melbourne, Brisbane, Adelaide) as needed.