B2B Sales Section Head B2B Sales Section Head

2 weeks ago

Riyadh, Ar Riyāḑ, Saudi Arabia Nestle Operational Services Worldwide SA Full time 120,000 - 180,000 per year

B2B Section Head – HORECA Channel


Location: Riyadh, Saudi Arabia
Workplace Type: On-site
Department: Out-of-Home (B2B Sales)
Reports To: Head of B2B
Employment Type: Full-Time

Position Summary

Nestlé Waters is the global leader in bottled water, proudly producing Al Manhal and Nestlé Pure Life in Saudi Arabia.

As part of our Out-of-Home transformation journey, we are seeking a dynamic, field-oriented Section Head – HORECA Channel to lead our national strategy across Hotels, Restaurants, Cafés, and Catering channels.

This role combines strategic leadership with hands-on execution to expand Nestlé Waters' footprint in the Saudi HORECA market, strengthen distributor partnerships, and deliver exceptional service and commercial excellence across all key accounts.

A DAY IN THE LIFE...

  • Develop and execute the HORECA Channel Business Plan aligned with the company's growth ambitions and profitability targets.
  • Identify, develop, and secure new business opportunities within hospitality, catering, and coffee chains.
  • Build and maintain long-term partnerships with national chains and key foodservice operators.
  • Lead the transition to Route-to-Market, optimizing coverage, service standards, and ROI.
  • Manage channel pricing, trade terms, and rebate frameworks to ensure financial discipline and competitive positioning.
  • Coach, lead, and inspire a team of sales professionals and key account executives to achieve volume, revenue, and margin objectives.
  • Partner cross-functionally with Trade Marketing, Supply Chain, and Finance to ensure seamless execution and customer satisfaction.
  • Monitor performance through KPIs (Volume, NNS, OTIF, Visibility, Overdue) and lead Quarterly Business Reviews (QBRs) with key stakeholders.
  • Champion Nestlé's standards of ethics, quality, and sustainability in every customer interaction.

What Will Make You Successful

  • Bachelor's degree in business administration, Marketing, or related field; MBA is a plus.
  • 8–10 years of progressive commercial experience in FMCG or Beverages, including 3+ years in HORECA channel leadership.
  • Strong track record in key account management, negotiation, and P&L ownership.
  • Deep understanding of Saudi HORECA ecosystem, procurement cycles, and market dynamics.
  • Excellent analytical, interpersonal, and leadership skills.
  • Proficiency in SAP, Power BI, and MS Excel.
  • Fluent in English; Arabic is an advantage.
  • Valid Saudi Driving License and flexibility to travel nationally.

What We Offer at Nestlé

When you join Nestlé Waters, you become part of a global team that values integrity, collaboration, and excellence.

We believe that our people set us apart, and we empower them to grow through performance, innovation, and care.

We Offer:

  • Exciting opportunities to develop your leadership career within Nestlé's B2B ecosystem.
  • A culture built on respect, inclusion, and continuous learning.
  • A dynamic, international environment where you can grow, innovate, and make an impact.
  • The opportunity to represent globally trusted brands with strong local purpose.

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