The Senior Hospitality Sales Representative drives revenue and market share for H.A.G.'s glassware, crockery and cutlery ranges (principally Krosno, Maxwell & Williams and Casa Domani and Tokyo Design Studio) across the Australian hospitality channel. The role has two connected focuses: managing and growing our network of foodservice/hospitality distributors nationally, and building direct relationships with hotels, restaurants, clubs and other operators — particularly for tender opportunities, large-format projects and current openings — in support of, not in competition with, the distributor network.

KEY RESPONSIBILITIES

- Own and grow relationships with H.A.G.'s hospitality/foodservice distributors across all states, acting as their primary point of contact for range, pricing, promotions and supply issues.
- Develop and execute joint business plans with key distributors, including sales targets, range reviews, stock cover and promotional calendars.
- Monitor distributor sell-through, stock turn and aged stock; work with Demand Planning (Intuendi) to align forecasts and minimise stock-outs and excess holding.
- Run regular business reviews with distributor principals and their sales teams; provide product training and range updates.
- Manage pricing structures, rebates and trading terms for the channel in line with company policy and margin targets.
- Manage special projects and Trade shows

Direct Hospitality Engagement

- Identify and pursue direct opportunities with hotels, restaurant groups, clubs and hospitality developments — particularly tenders, new openings, refurbishments and large or specified projects — where a direct relationship adds value beyond the distributor network.
- Coordinate closely with the relevant distributor(s)



on any direct opportunity to ensure a 'no surprises' approach to pricing, supply and servicing, and to protect channel trust.
- Prepare and present tender responses, product proposals and custom/co-branded range solutions, drawing on accurate, up-to-date product content and imagery from Pattern PXM.
- Build relationships with hospitality consultants, designers, procurement teams and group purchasing organisations to secure specification of H.A.G. brands.

Planning, Forecasting & Reporting

- Provide accurate sales forecasts and pipeline visibility by customer and product to support S&OP; and Intuendi-driven demand planning.
- Maintain accurate customer, pricing and opportunity data in Dynamics 365 Business Central (CRM/sales module) — no offline spreadsheets as the system of record.
- Report on channel performance (sales, margin, stock turn, distributor scorecards) via Power BI dashboards; flag risks and opportunities early.
- Feed market, competitor and customer intelligence back into range planning and NPD discussions.

KEY RELATIONSHIPS

- Internal: Director of Sales, Demand Planning team, Marketing/Pattern PXM team, Customer Service, Warehouse/Made4net operations, Finance/Credit.
- External: Distributor principals, state and territory sales teams, hotel/restaurant group procurement and F&B; management, hospitality consultants and designers, GPOs.

WHAT YOU'LL BRING

- 5+ years' B2B sales experience in hospitality, foodservice,



homewares or a related durables category; tabletop (glassware/crockery/cutlery) experience highly regarded.
- Proven track record managing distributor or wholesale partners, ideally across multiple states.
- Experience selling directly to hospitality operators, including tender/project-based sales.
- Confident with CRM and reporting tools (Dynamics 365 Business Central and Power BI experience an advantage); comfortable working in a system-of-record environment rather than spreadsheets.
- Strong commercial acumen — understands margin, rebates, stock turn and Open-to-Buy discipline, and can hold a firm but fair line on pricing and terms.
- Excellent relationship-building and negotiation skills; able to manage the natural tension between distributor and direct sales professionally.
- Willing and able to travel extensively within Australia (valid driver's licence required); occasional New Zealand travel possible.

SUCCESS MEASURES (FIRST 12 MONTHS)

- Achievement of channel revenue and margin targets across the distributor network.
- Improved distributor stock turn and reduced aged/excess stock, supported by accurate forecast input.
- Defined pipeline of direct hospitality/tender opportunities, executed without channel conflict.
- CRM and forecast data maintained accurately and on time to support company-wide S&OP.;

WORKING ARRANGEMENTS

This is a field-based, national role with frequent interstate travel to visit distributors and hospitality customers, alongside regular reporting and planning cadences with the Melbourne-based Sales and Demand Planning teams. A company vehicle or vehicle allowance, laptop, phone and travel expenses are provided in line with company policy

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📌 Senior Hospitality Sales representative (Melbourne)
🏢 @
📍 Melbourne