National HoReCa Manager

Melbourne Based | National Remit | Growth Opportunity

Are you a proven sales leader within the HoReCa channel looking to take the next step into a high-impact national role?

Our client is a well-established Australian manufacturer operating within the rapidly growing “better for you” category. With strong foundations across major retail accounts and an established national customer base, the business is now making a significant investment into accelerating growth within the HoReCa channel.

This newly created role represents a rare opportunity to shape the future direction of a national sales channel, influence business strategy and build a high-performing team around you.

About the Role:

Reporting directly into the General Manager, the National HoReCa Manager will be responsible for driving national sales growth across the foodservice, hospitality and catering sectors.

This is a hands-on leadership role that combines strategic account management, business development and team leadership. You will take ownership of key national customers, strengthen existing partnerships and identify new growth opportunities across multi-site operators, foodservice groups and hospitality customers nationally.

Alongside managing and developing the existing sales team, you will play a key role in influencing future investment decisions across headcount, trade marketing, channel strategy and broader commercial initiatives.

Key Responsibilities:

• Develop and execute the national HoReCa growth strategy.
• Drive revenue growth across existing national accounts and new customer acquisition.
• Build and maintain senior relationships with key decision-makers across the HoReCa channel.
• Lead, coach and develop the channel sales team.
• Identify opportunities to expand market share across foodservice, hospitality and catering segments.
• Work closely with senior leadership to influence future investment, channel strategy and organisational growth plans.
• Collaborate with cross-functional teams across operations, marketing and supply chain to deliver commercial outcomes.
• Provide accurate forecasting, pipeline management and performance reporting.

About You:

To be successful in this role, you will bring a strong track record of sales leadership within the HoReCa channel and a genuine passion for driving commercial growth.

You may currently be a:

• State Sales Manager looking to step into a national leadership role.
• National Account Manager managing major HoReCa customers and seeking broader leadership responsibility.
• Key Account Manager with extensive multi-site operator experience ready for the next step.
• Existing National HoReCa Manager looking for a larger growth mandate and increased strategic influence.

Essential Experience

• Proven experience selling directly into the HoReCa channel.
• Strong relationships and experience working with multi-site operators (MSOs), hospitality groups and national customers.
• Demonstrated success delivering sales growth and managing strategic customer partnerships.
• Previous people leadership experience, including coaching and developing sales teams.
• Strong commercial acumen and ability to influence senior stakeholders.
• Experience operating within FMCG, foodservice, beverage or adjacent categories.

What’s on Offer?

• Newly created national leadership role with significant growth potential.
• Opportunity to shape and build a high-growth sales channel.
• Strong executive support and genuine investment into the HoReCa division.
• Influence over future team expansion, trade marketing investment and channel strategy.
• Exposure to senior leadership and broader commercial decision-making.
• Potential involvement in future business growth initiatives, including mergers and acquisitions activity.
• Competitive salary package including performance incentives.

If you’re looking for a role where you can genuinely influence strategy, build capability and leave a lasting mark on a growing business, we’d love to hear from you.

Apply now or contact us Josh Kehoe on (03) 9823 7400 for a confidential discussion