Business Development Executive (BDE)

HORECA Sales Executive – Estuary World

Position: HORECA Sales Executive / Key Account Executive

Employer: TopHawks (Managing Pan-India Sales for Estuary World)

Location: Tier-1 Metros (Mumbai, Delhi-NCR, Bengaluru, Hyderabad, Pune, Goa)

Experience: 2 – 5 Years in HORECA / Alcobev / Premium Beverage Sales

Employment Type: Full-Time

TopHawks is hiring high-energy, network-driven HORECA Sales Executives to spearhead On-Premise sales execution for Estuary World—pioneers of precision craft blending water engineered for premium spirits.

In this role, you will be responsible for hunting, pitching, listing, and scaling Estuary across premium hotels, high-end bars, night clubs, speakeasies, and fine-dining establishments. You will bridge the gap between luxury spirit consumption and Estuary’s craft blending formulations (Single Malt, Whisky, Gin, and Vodka variants).

Key Responsibilities

• 1. Account Acquisition & On-Premise Expansion- Map, target, and acquire Tier-1 and Tier-2 On-Premise accounts (5-Star Hotels, Luxury Lounges, Speakeasies, High-End Resto-Bars, and Private Clubs).
• Pitch Estuary’s value proposition directly to Food & Beverage (F&B) Directors, Corporate Mixologists, General Managers, and Bar Owners.
• Negotiate commercial terms, menu integrations, and exclusive pouring/serving rights agreements.
• 2. Relationship Management & Menu Integration - Secure dedicated menu placement (e.g., "The Perfect Pour" pairing sections) on both physical and digital beverage menus.
• Conduct live tasting demonstrations and sensory masterclasses for head bartenders and floor staff.
• Build deep relationships with key hospitality decision-makers to ensure high re-order velocity and brand advocacy.
• 3. Sales Operations & Stock Management - Ensure uninterrupted stock availability across assigned venues by coordinating closely with regional distributors, super-stockists, and warehouse teams.
• Achieve monthly and quarterly volume targets, active retailing point (ARP) expansions, and collection cycles.
• Track account-level secondary sales data and run targeted trade promotional activities.
• 4. Brand Merchandising & Floor Activation- Oversee brand visibility and POSM placement (branded ice buckets, luxury glassware, coasters, and table tents).
• Drive floor-staff incentive programs to encourage waitstaff to actively recommend Estuary with premium spirit orders.
• Requirements & Qualifications
• Experience: 2–5 years of direct field experience in On-Premise (HORECA) sales within the Alcobev, Premium Craft Mixer, Energy Drink, or Gourmet Beverage industries.
• Network: Established relationships with F&B Managers, Purchase Heads, and Bar Managers across target city circuits.
• Communication: Exceptional verbal communication, pitching, and negotiation skills with a polished, professional demeanor suitable for luxury hospitality environments.
• Product Knowledge: Strong understanding of alcobev trends, spirit pairing dynamics, and bar operations.
• Mobility: Must own a two-wheeler/four-wheeler for daily outlet coverage and field travel.

1. Key Performance Indicators (KPIs)
2. New Account Openings: Number of newly listed premium HORECA doors per month.
3. Portfolio Depth: Average number of SKUs (Single Malt, Whisky, Gin, Vodka) active per account.
4. Repeat Order Velocity: Monthly re-order frequency and volume retention rate across existing accounts.
5. Visibility Compliance: 100% adherence to POSM deployment and menu integration standards.

• Fixed Salary + Attractive Sales Commission.
• Travel and daily field allowances.
• Fast-track career growth within TopHawks' rapidly expanding pan-India sales framework.
• Opportunity to build a category-defining luxury brand in collaboration with global industry partners.