Business Lead – HORECA (B2B Beverage Solutions)

Executive recruitment consultant at Monroe Consulting Group is partnering with a growing regional B2B distributor specializing in premium beverage solutions for the HORECA industry (Hotels, Restaurants, Cafés).

With a strong portfolio of international brands across equipment and consumables (including coffee machines, grinders, and beverage products), the company partners with leading hospitality and F&B operators across Southeast Asia.

The business is currently in an expansion phase in Indonesia, with a clear ambition to scale its commercial footprint and market presence.

We are looking for a hands-on Business Manager to build, lead, and scale the Indonesia business. This role is ideal for a commercial leader with a strong entrepreneurial mindset someone who can drive revenue, expand the market, and lead a team while staying close to execution.

Key Responsibilities

• Drive sales strategy and execution to achieve revenue targets
• Manage and grow key accounts, distributors, and partnerships
• Lead end-to-end sales cycle (pipeline to closing)
• Build and lead a high-performing commercial team
• Identify and capture new business opportunities
• Ensure effective sales and aftersales operations
• Collaborate cross-functionally to support business growth
• Own forecasting, budgeting, and overall performance

Requirements:

• Minimum 6 years of experience in a leadership role within HORECA, F&B, or B2B distribution
• Strong understanding of the Indonesia coffee / beverage / hospitality market
• Proven track record in driving sales growth and achieving targets
• Experience managing key accounts, distributors, and partnerships
• Strong exposure to business development and market expansion
• Demonstrated ability to build, lead, and scale teams
• Hands-on, entrepreneurial, and execution-driven mindset
• Comfortable working in a fast-paced, growth environment
• Strong communication, negotiation, and stakeholder management skills