HORECA Sales Representative at Java House

HORECA Sales Representative at Java House | Iko Kazi

Primary Purpose and Scope of the Job

This position is responsible and accountable for driving revenue growth within an assigned territory across two channels, with focus split 50% HORECA and 50% JOG (Java on the Go). On the HORECA side, this involves developing new HORECA business and growing, retaining and servicing a portfolio of existing HORECA customers — hotels, restaurants, cafés and catering outlets. On the JOG side, this involves identifying and securing new locations for JOG kiosks and coffee stations, and growing, retaining and servicing a portfolio of existing JOG sites and host partners. As a seasoned coffee professional, the incumbent demonstrates the JOG format to prospective hosts, calibrates equipment, trains site staff and champions the Java House coffee experience, while owning collections and order fulfilment across both channels and representing the Java House brand in activations, showcases and industry forums as required.

Duties and Responsibilities

Manage and grow a portfolio of HORECA accounts (hotels, restaurants, cafés, catering outlets) and JOG sites/host partners, executing structured call cycles and visit schedules across both channels.
Build and maintain strong relationships with key decision makers across both channels — chefs, buyers, procurement managers, catering managers and HORECA owners, as well as office/facilities managers, institution administrators and property/landlord managers at JOG host sites.
Identify, pitch and convert new HORECA business opportunities and new JOG kiosk/coffee-station locations within the assigned territory; drive penetration in existing accounts and sites through additional stations, expanded menus, upselling and cross-selling.
Track and follow up on tenders and business leads across both channels, maintaining an updated account/site-prospect pipeline and activity tracker.
Deliver professional coffee demonstrations, cuppings and tastings to prospective and existing HORECA and JOG customers; set up, dial in and calibrate espresso and brewing equipment at JOG stations.
Uphold Java House coffee quality and presentation standards at every HORECA account and JOG location.
Train JOG site baristas, attendants and partner staff on coffee preparation, equipment care and serving standards; advise HORECA and JOG partners on menu integration, recipes and brewing methods that grow sales.
Ensure accurate and timely order and supply management for each HORECA account and JOG site — capture, validation and follow-through — and proactively communicate fulfilment status to customers and partners.
Ensure compliance with company credit policy across HORECA and JOG accounts; collect all outstanding debts on time and maintain healthy credit positions; provide input on customer credit terms based on risk assessment and performance; collaborate with Finance on the timely, accurate allocation of payments (M-PESA, EFT, etc.) and credit/debit note issuance.
Develop and present quarterly promotional plans and sampling proposals for HORECA outlets and JOG sites; propose and implement branding, visibility, activations and loyalty initiatives; actively participate in trade fairs, activations, barista showcases and industry events.
Act as the primary point of contact for all HORECA and JOG customer/partner enquiries in the territory; ensure all complaints are logged, escalated and resolved within 72 hours, with follow-ups to confirm satisfaction and retention.
Submit weekly and monthly sales performance reports covering both channels; maintain an updated prospect pipeline; track customer/site retention rate, growth and category performance; provide market insights, competitor activity and customer/host feedback to inform pricing, format and trade-marketing decisions.
Represent the Java House brand with professionalism and passion at every HORECA account and JOG location and in the trade at all times; perform any other duties as assigned.

Core Competencies

Skills

Genuine passion for coffee, with strong coffee craft, palate and sensory skills
Hands-on barista skills: espresso extraction, milk texturing, brewing methods and equipment calibration
Strong sales and territory/account management skills
Relationship management and negotiation
Presentation and demonstration skills, comfortable performing before groups
Account and activity planning
Excellent planning, organisation, execution and time management
Analytical and problem-solving skills
Strong commercial awareness and business acumen
Self-motivation and an ambitious, go-getter nature; able to work independently in the field
Advanced interpersonal skills
Highly developed written and verbal communication skills

Knowledge & Qualifications

Degree or Diploma in a business-related field, sales & marketing, hospitality or an equivalent qualification
Professional barista training or certification (e.g. SCA Barista Skills, Brewing or Sensory modules) is a strong added advantage
Working knowledge of CRM/sales tools and MS Office; strong numeracy for pricing, margins and collections
Network of café, office, HORECA and institutional contacts is an added advantage

Experience

Minimum 5 years' hands-on experience as a barista in a busy specialty coffee, café or HORECA environment, with demonstrable mastery of coffee craft — this role targets a practising barista ready to move into commercial field sales across both HORECA and JOG channels
Good to have: previous barista competition experience (e.g. national barista championships, latte art or brewers cup competitions), reflecting craft excellence and confidence performing before an audience
Exposure to sales, customer-facing account management or business development within HORECA, hospitality or FMCG is a strong advantage
Experience with Customer Relationship Management (CRM) systems an added advantage
Track record of building strong customer relationships and exceeding service expectations