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 new 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, current 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