Commercial Sales Administrator – HORECA

To provide comprehensive tele-sales sales administration and operational support to the HORECA channel. The role is responsible for driving direct sales through proactive outbound calling supporting the KAM and BDR and assisting with daily operational and administrative tasks. The role ensures efficient workflow accurate documentation excellent customer service and seamless communication across departments.

Required Skills:

DIRECT SALES & TELESALES (HORECA)

• Conduct daily outbound telesales calls to secure orders from HORECA customers.
• Follow structured call cycles for active lapsed and targeted accounts.
• Confirm pricing lead times and delivery schedules with customers.
• Promote upsell and crosssell opportunities aligned to channel strategy.
• Track sales conversion ratios and buying patterns.
• Maintain telesales activity dashboard reporting for the Sales Manager.

LEAD GENERATION (BDR & KAM SUPPORT)

• Conduct outbound calls to identify potential HORECA customers and add them into CRM as new leads.
• Gather basic qualifying information i.e.: business type oil usage product interest contact details and buying frequency.
• Generate new leads from call lists inactive customers referrals digital enquiries and market intelligence provided by the BDR/KAM.
• Screen for simple criteria (e.g. location volume potential product relevance) before passing leads to the BDR or KAM.
• Update CRM with all new leads call notes followup dates and outcomes to maintain accurate visibility for the channel team.
• Reengage cold or dormant customers to create new sales opportunities or warm introductions for the BDR.
• Support the BDR by booking appointments demos or callback slots with highpotential leads.
• Provide weekly leadgeneration reports summarising number of leads added sources outcomes and handovers.
• Identify opportunities during telesales calls and escalate them to the BDR/KAM for field followup.
• Maintain lead lists and ensure no lead is lost due to lack of followup or data accuracy issues.

HORECA CHANNEL SUPPORT BDR & KAM

• Support BDR with CRM updates customer call logging trial results and related activity tracking
• Process activation sample requests POS material requests and marketing briefs.
• Maintain customer listing database and track menu penetration in the HORECA channel.
• Prepare monthly customer performance summaries and opportunity lists for the KAM & BDR.

CUSTOMER SERVICE & COMMUNICATION

• Act as the first point of contact for HORECA customers.
• Resolve customer queries quickly and escalate quality issues to QC when required.
• Send monthly price notifications and confirm customer receipt.
• Maintain professional communication across all customer touchpoints.
  

INTERNAL COORDINATION

• Communicate with Finance regarding credit blocks aged debt and account risks.
• Liaise with Sales Admin for delivery timing stock availability and backorders.
• Coordinate with QC for nonconformance reporting from customers capturing and tracking of NCs via TQM portal.
• Support crossdepartmental alignment as required by the Sales Manager.
  

REPORTING & DATA MANAGEMENT

• Maintain CRM accuracy including customer information activity logs and call outcomes.
• Generate daily/weekly/monthly sales and tele-sales performance reports.
• Track customer buying frequency and recovery of lapsed customers.
• Maintain pricing product and customer data integrity across all systems.

HEALTH AND SAFETY

• Participate in safety forums and attend relevant training/programmes
• Report all safety incidents to the relevant people
• Comply with safety policies and procedures
• Always wear protective clothing (where applicable)