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.