Business Development Executive

Position Overview We are looking for a driven and relationship-focused Business Development professional to lead sales and growth initiatives within the Cafe segment of the HORECA (Hotel, Restaurant, Cafe) channel. The ideal candidate will have a strong background in B2B sales to cafes, QSRs, or food & beverage outlets, with a proven ability to build partnerships, drive revenue, and expand market presence. Roles & Responsibilities ● Identify, prospect, and onboard new cafe, QSR, and HORECA clients within the assigned territory ● Build and maintain strong relationships with cafe owners, chains, franchise operators, and procurement teams ● Achieve monthly, quarterly, and annual sales targets for the cafe segment ● Develop and execute territory-wise business development plans to grow market share ● Conduct regular client visits, product demonstrations, and negotiations ● Manage the complete sales cycle — lead generation, pitching, negotiation, closing, and after-sales support ● Coordinate with supply chain/operations teams to ensure timely order fulfillment and service delivery ● Monitor competitor activity, market trends, and pricing within the cafe/HORECA space ● Maintain accurate records of client interactions, sales pipeline, and forecasts (CRM/Excel) ● Collaborate with marketing teams for promotional activities, trade schemes, and visibility drives ● Ensure high levels of customer satisfaction and repeat business through consistent engagement Required Skills & Experience ● 3–5 years of proven experience in cafe sales / HORECA / B2B field sales ● Strong existing network within cafes, coffee chains, restaurants, or food service outlets is a plus ● Excellent communication, negotiation, and relationship-building skills ● Self-motivated with a target-driven approach and strong ownership mindset ● Ability to travel extensively within the assigned territory ● Proficiency in MS Office/Excel; CRM tool experience preferred ● Basic understanding of the F&B/coffee/beverage industry, pricing, and distribution dynamics Educational Qualification ● MBA/PGDM in Sales & Marketing. Key Competencies ● Territory & Account Management ● Consultative Selling ● Negotiation & Closing ● Market Intelligence ● Relationship Management ● Ownership & Accountability ilemjapan.com