Gleason Dsouza
Sales Manager Foodservice/Horeca
Dubai
Summary
A skilled and performance-driven leader with expertise in food manufacturing, distribution, brand management, and bespoke culinary solutions. Proven track record in client acquisition, contract negotiation, and fostering strong relationships. Strategic, analytical, and proactive, with a demonstrated ability to solve problems, increase productivity, and drive revenue growth. A results-oriented manager committed to streamlining processes, optimizing talent, and exceeding sales targets. Highly proficient in market analysis, product positioning, and identifying client needs to unlock new business opportunities. A dedicated sales professional with a passion for customer satisfaction and business growth.
Overview
12
12
years of professional experience
14
14
years of post-secondary education
3
3
Languages
Work History
Sales Manager Foodservice/Horeca
GMG
10.2023 - Current
- Designed and executed strategic sales plans, driving revenue growth and market expansion in the HoReCa sector.
- Aligned sales strategies with company objectives to achieve long-term business goals.
- Built strong client relationships with hotels, restaurants, QSRs, cloud kitchens, and catering companies, ensuring customer satisfaction and retention.
- Evaluated competitor offerings to adapt sales strategies and maintain competitive advantage.
- Developed comprehensive product knowledge, enabling tailored solutions for clients' specific needs fostering loyalty and repeat business.
- Set sales targets, coached teams, and monitored performance to consistently exceed KPIs.
- Optimized pricing strategies and analyzed sales data to enhance profitability.
- Developed and managed key brands (Farm Fresh, Sapora, RUH, Chef's Choice, etc.) within the HoReCa market.
- Streamlined supply chain operations, aligning production planning with client demand for efficiency.
- Negotiated high-value contracts, securing favorable terms and long-term partnerships.
- Spearheaded budgeting and forecasting efforts, driving financial stability and growth.
- Collaborated cross-functionally to ensure compliance, mitigate risks, and maintain operational excellence.
- Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
- Analyzed market trends to identify new business opportunities, leading to expansion into profitable territories.
Business Development & Operations Manager
Resolute Group
09.2021 - 09.2023
- Led and managed 80+ staff across sales, production, warehousing, e-commerce, and procurement, driving operational efficiency and teamwork.
- Oversaw full operations, including product development and manufacturing for HoReCa, QSR, and B2C clients.
- Managed high-value accounts and 4PL contracts with brands like Chowking and Jollibee across GCC, ensuring client satisfaction and retention.
- Directed New Product Development (NPD) in collaboration with culinary teams, creating market-driven solutions.
- Negotiated long-term agreements with new clients, driving revenue and securing favorable terms.
- Managed budgeting, monitored financial performance, and implemented cost controls to ensure growth and stability.
- Mentored teams to enhance operational efficiency, promoting best practices and a culture of excellence.
- Delivered consistent business growth by aligning operations with company strategy.
- Oversaw marketing campaigns, ensuring alignment with business goals to maximize market reach.
- Streamlined supply chain and procurement, optimizing costs and service delivery.
- Reduced financial risks by implementing strong credit and risk management strategies.
- Focused on client acquisition and retention, ensuring repeat business and long-term relationships.
- Achieved significant cost savings by renegotiating contracts for better terms.
- Built and maintained strong client relationships, identifying needs and providing tailored solutions for satisfaction and loyalty.
Senior Business Development Executive
Abela & Co LLC
02.2020 - 09.2021
- Conducted client research to identify growth opportunities and market expansion within the culinary solutions sector.
- Negotiated and secured long-term agreements with new clients, driving revenue and increasing market share.
- Translated customer needs into tailored culinary solutions, leveraging strong value propositions and negotiation skills.
- Developed and implemented business strategies to expand the customer base and enhance profitability.
- Built and nurtured strong relationships with clients and industry partners to foster growth.
- Maintained sales performance during COVID-19 through strategic focus on QSRs, cloud kitchens, and e-commerce platforms.
- Contributed to the successful launch of the B2C portal, www.abelaonline.com, as part of the core team.
- Collaborated with stakeholders to uncover business opportunities and accelerate revenue growth.
- Analyzed customer feedback to refine product offerings and improve customer satisfaction.
- Researched global markets for expansion opportunities, identifying new international territories.
- Negotiated mutually beneficial contracts, ensuring client satisfaction and business profitability.
Key Account Executive
Chef 2 Chef LLC
08.2017 - 02.2020
- Secured high-value accounts through consultative selling, delivering tailored solutions and presenting compelling business opportunities.
- Managed 120+ accounts, both small and key, with a combined annual budget of AED 25 million, ensuring smooth daily operations.
- Drove 35% year-over-year growth by securing new business through strategic marketing, brand development, and aggressive sales tactics.
- Successfully introduced two new UK and Spain-based brands, contributing AED 5 million to the portfolio in the first year through targeted campaigns.
- Conducted competitive analysis to identify market trends and respond to emerging threats.
- Performed in-depth economic and demographic research, producing actionable reports to guide business strategies.
- Engaged with customers to identify needs, tailor solutions, and close high-value deals.
- Built and maintained lasting relationships with clients through proactive communication and prompt responses, resulting in strong client loyalty and business expansion.
- Prepared and negotiated pricing, credit terms, and other bid specifications, ensuring client satisfaction and profitable agreements.
Assistant Manager
Grand Hyatt
05.2014 - 04.2017
- Generated repeat business through exceptional customer service and responded to customer concerns with friendly and knowledgeable service
- Developed loyal and highly satisfied customer base through proactive management of team customer service strategies
- Spearheaded daily staff meetings to identify improvement strategies, discuss policy updates, and facilitate open communication
- Helped team members maintain business professionalism by coaching each on methods for delivering exceptional service to every customer
- Coordinated with immediate Manager in different operational issues and promotional activities
- Stayed up-to-date with industry trends and best practices to improve skills and organizational operations
- Monitored inventory and approved reorders of stock to secure necessary resources and meet customer demand
- Reduced financial inconsistencies while assessing and verifying billing invoices and expense reports
- Reduced waste and pursued revenue development strategies to keep department aligned with sales and profit targets
Food and Beverage Supervisor
Sofitel - The Palm Resort & Spa
08.2013 - 05.2014
- Supervised daily food and beverage operations, ensuring a seamless guest experience in accordance with 5-star service standards.
- Managed, trained, and mentored a team of service staff, promoting high performance and ensuring adherence to hotel policies and procedures.
- Monitored and maintained inventory levels, coordinated with suppliers, and ensured the timely availability of food and beverage supplies.
- Delivered exceptional customer service by addressing guest requests, concerns, and feedback promptly and professionally.
- Assisted in menu planning, collaborated with chefs to ensure menu items are well-prepared and aligned with customer expectations.
- Oversaw the set-up and breakdown of dining areas, ensuring cleanliness, organization, and a visually appealing environment.
- Ensured compliance with health, safety, and sanitation regulations, maintaining a clean and safe work environment.
- Handled billing, order processing, and payment collection accurately and efficiently.
- Supported the implementation of promotions and events, working with the marketing team to enhance the guest experience and increase revenue.
- Conducted regular staff evaluations, providing feedback and conducting performance reviews to drive continuous improvement.
- Assisted in forecasting and budgeting for food and beverage costs, ensuring financial goals are met while maintaining quality standards.
- Collaborated with other departments (kitchen, housekeeping, etc.) to ensure smooth operations and guest satisfaction.
Education
Diploma - Food & Beverage
Institute of Hotel Management
Mumbai, India 04.2001 - 03.2003
Diploma - Customer Service Management
Blue Ocean Academy
Dubai, UAE 04.2001 - 11.2012
High School Diploma -
St. Xavier's College
Mumbai, UAE 04.2001 - 04.2002
Skills
- Strategic Sales Leadership
- Business Development
- Key Account Management
- Team Building & Performance Management
- Customer Relationship Management
- Budgeting & Forecasting
- Cross-Functional Collaboration
- Market Analysis & Revenue Growth
- Negotiation & Contract Management
- Product Portfolio Management
Accomplishments
- Secured two high-value contracts with Chowking and Jollibee for the UAE and Oman regions in 2022, driving AED 4 million in revenue.
- Successfully launched and established a new HoReCa division, leading to a 71% increase in annual revenue for Resolute Group in 2022.
- Led and motivated a team of 80 staff members, enhancing productivity and fostering a culture of collaboration.
- Collaborated with a cross-functional team to successfully develop and launch the e-commerce platforms, www.elmart.ae and www.abelaonline.com.
Timeline
Sales Manager Foodservice/Horeca
GMG
10.2023 - Current
Business Development & Operations Manager
Resolute Group
09.2021 - 09.2023
Senior Business Development Executive
Abela & Co LLC
02.2020 - 09.2021
Key Account Executive
Chef 2 Chef LLC
08.2017 - 02.2020
Assistant Manager
Grand Hyatt
05.2014 - 04.2017
Food and Beverage Supervisor
Sofitel - The Palm Resort & Spa
08.2013 - 05.2014
Diploma - Food & Beverage
Institute of Hotel Management
04.2001 - 03.2003
Diploma - Customer Service Management
Blue Ocean Academy
04.2001 - 11.2012
High School Diploma -
St. Xavier's College
04.2001 - 04.2002
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