Background

Tropical Heat was established in 1973 as a small ethnic snack cottage industry. Today, we are one of the leading manufacturers of spices and snacks in the East African region and our brand Tropical Heat is a household name in Kenya. With our very strong and expert technical team, we manufacture a vast range of spices and snacks. The spices include pure sp...

Role Overview

The HORECA Manager will be responsible for developing and driving Tropical Heat Ltd's HORECA (Hotels, Restaurants and Cafés) channel strategy, with a strong focus on revenue growth, market penetration, customer acquisition and long-term account development. The role will lead the identification and development of strategic HORECA accounts, strengthen relationships with key customers and channel partners, and ensure effective execution of commercial initiatives across the channel. The successful candidate will combine strategic channel management with hands-on commercial execution, using market insights, customer data and sales performance metrics to identify growth opportunities and deliver sustainable business results.

Key Responsibilities

• Develop and execute the HORECA channel strategy and sales plan.
• Drive revenue, volume and market share growth within the HORECA channel.
• Identify and acquire high-value HORECA accounts and business opportunities.
• Build and manage relationships with key hotels, restaurant groups, cafés and caterers.
• Develop strategic account plans to grow sales and customer value.
• Lead commercial negotiations within approved pricing and trading guidelines.
• Identify opportunities for new product listings, menu integration and bulk supply.
• Strengthen HORECA distribution and route-to-market coverage.
• Work with distributors and internal sales teams to improve market execution.
• Develop and implement HORECA promotions, activations and customer initiatives.
• Monitor sales, margins, distribution and account performance against targets.
• Analyse market and competitor activity and translate insights into commercial opportunities.
• Work closely with Marketing, Supply Chain, Finance and Customer Service to deliver customer requirements.
• Prepare regular sales and channel performance reports for management.

Qualifications & Experience

• Bachelor's degree in Business, Marketing, Sales, Commerce or a related field.
• 5–8 years' experience in sales, key account management, business development or channel management.
• Proven experience managing the HORECA channel, preferably within FMCG, food manufacturing and food & beverage.
• Demonstrated track record in business development, revenue growth and key account management.
• Experience working with distributors and route-to-market partners.
• Strong commercial negotiation and relationship management skills.
• Good understanding of sales analytics, market trends and commercial planning.

• Develop and execute the HORECA channel strategy and sales plan.
• Drive revenue, volume and market share growth within the HORECA channel.
• Identify and acquire high-value HORECA accounts and business opportunities.
• Build and manage relationships with key hotels, restaurant groups, cafés and caterers.
• Develop strategic account plans to grow sales and customer value.
• Lead commercial negotiations within approved pricing and trading guidelines.
• Identify opportunities for new product listings, menu integration and bulk supply.
• Strengthen HORECA distribution and route-to-market coverage.
• Work with distributors and internal sales teams to improve market execution.
• Develop and implement HORECA promotions, activations and customer initiatives.
• Monitor sales, margins, distribution and account performance against targets.
• Analyse market and competitor activity and translate insights into commercial opportunities.
• Work closely with Marketing, Supply Chain, Finance and Customer Service to deliver customer requirements.
• Prepare regular sales and channel performance reports for management.

• Strong commercial negotiation and relationship management skills.
• Good understanding of sales analytics, market trends and commercial planning.

• Bachelor's degree in Business, Marketing, Sales, Commerce or a related field.
• 5–8 years' experience in sales, key account management, business development or channel management.
• Proven experience managing the HORECA channel, preferably within FMCG, food manufacturing and food & beverage.
• Demonstrated track record in business development, revenue growth and key account management.
• Experience working with distributors and route-to-market partners.