Robert Walsh
Lucan,Ireland
Summary
With 24 years in the Food Service Industry, I offer extensive experience in sales, business development and key account management. I have built and grown relationships with major wholesale distributors and Key food service accounts. As part owner in a successful food service company for over 13 years, Gained comprehensive hands on experience across all areas of the business. From managing day to day operations and ensuring the best customer service to overseeing credit control and financial management, I played a key role in every element of the operation. This broad-ranging experience has equipped with a deep understanding of both the strategic and hands on aspects of running a thriving hospitality business.
Overview
36
36
years of professional experience
Work history
KEY ACCOUNT MANAGER/BUSINESS DEVELOPMENT
Excellence Ltd
Dublin, Leinster
03.2024 - 01.2026
- Manages €5m+ turnover across multiple key accounts
- Account and relationship management with wholesalers, bakeries and end users
- Provides hands on end-user engagement to support product utilisation and drive sales through wholesalers
- Manage pricing strategies, promotional campaigns and commercial agreements
- Build account growth by leveraging thoughtful planning, clear insights and strong customer relationships
- Optimised supply chain processes through effective procurement initiatives and strengthened vendor relationships.
- Collaborated with cross-functional teams to align strategic sourcing strategies with organisational objectives.
- Conducted comprehensive market analysis to identify and evaluate potential suppliers’ capabilities and pricing.
- Negotiated supplier contracts to secure advantageous terms while ensuring policy compliance.
Procurement Consultant
RAW FOOD SOLUTIONS
Dublin, IRELAND
07.2022 - 02.2024
- I spent 2 years working as a procurement consultant for hospitality groups, including restaurant and pub chains.
- Renegotiated supplier contracts and enhanced purchase strategies to achieve significant cost savings.
- Delivered measurable annual savings, including €100,000 for Ruby's Restaurant across five locations.
- Achieved €70,000 in annual savings for another pub group without compromising food quality.
- Negotiated with suppliers to secure favourable terms.
- Kept abreast of new industry trends, incorporating necessary changes in procedures.
- Streamlined procurement processes for improved efficiency.
Business Development Director
FOODCO
Dublin, IRELAND
01.2010 - 06.2022
- Acquired equity in Foodco in January 2010 and joined the Executive Team of a foodservice business operating across both ROI and NI markets.
- Played a key role in the growth and development of the business until its acquisition by Henderson Foodservice in 2019.
- Remained with Henderson Foodservice for a further three years as Business Development Director as part of the acquisition agreement.
- Built a strong industry-wide reputation for delivering exceptional customer service, positioning the business as a trusted and highly regarded foodservice provider.
- Led business development strategy, where strong customer retention and word-of-mouth reputation became a key competitive advantage.
- Directed and managed credit control operations, ensuring efficiency, effectiveness, and strong cash-flow performance.
- Successfully built and grew a customer base from inception to 50 key clients over a 12-year period, while simultaneously managing the day-to-day operations of the business.
- Generated approximately €2.5 million in additional turnover, making a significant contribution to overall company growth.
- Consistently outperformed competitors within the sector, maintaining gross margins 8–10% higher than industry peers.
- Established Foodco as a recognised leader within its field through a combination of strong commercial strategy and an unrivalled service offerin
Business Development Manager
PALLAS FOODS
Dublin, IRELAND
03.2006 - 12.2009
- During my first year at Pallas Foods, achieved a remarkable 66% expansion in sales territory.
- Over the subsequent two years, exceeded expectations by achieving a 40% growth in sales territory, surpassing the set target of 30%.
- Acting as a main point of contact for key clients in the industry.
- Building and strengthening relationships with key clients. Understanding their needs addressing their concerns and ensuring full satisfaction with the products provided.
- Creating strategies to grow the business with new and existing clients.
- Monitoring market trends and competitor activities.
- Working closely with the development chef on Menu creations to attract new customers and expand sales with existing customers.
Business Development Manager
VARIETY FOODS
Dublin, IRELAND
12.2001 - 02.2006
- Commenced my journey at Variety Foods, where success was measured by gross profit rather than turnover. From a blank slate, strategically navigated and enhanced performance in alignment with gross profit objectives.
- Managed independent credit control responsibilities, overseeing monthly targets with precision and accountability.
- Promoting the company’s range of food products to the hotel and catering sector.
- Prospecting and lead generation. Identifying potential new customers.
- Working to strict monthly targets for sales and credit control.
- Training of new sales staff.
- Order Management and Sales reporting. Managing the entire sales process from order taking to delivery, ensuring an accurate and timely processing of orders.
Sales Representative
THE GLEESON GROUP
Dublin, IRELAND
01.1990 - 11.2001
- Initially appointed Relief Sales Representative on a six-month contract, providing cover for a senior sales executive during his absence. On his return I was appointed into a full-time role and promoted to the role of Sales Representative for the Off Trade and On Trade.
- Full responsibility for the financial management of key accounts ensuring the achievement of balance between profitable and competitive margins.
- Responsible for identifying and closing new business clients on a monthly basis.
- Involved in the launch of a new Wines business division in 1999 and achieved the highest sales in the company, approx. 50% above the average monthly turnover.
- Involved in the introduction of new products and promoting them with new and existing customers.
- Responsibilities
Education
XEROX SALES FOUNDATION COURSE - XEROX FOUNDATION SELLING
XEROX SALES TRAINING
LONDON 03.2000 - 04.2000
Skills
- Understanding of kpis
- Competitive market research
- Key performance indicators monitoring
- Strategic prospecting
- Customer retention practices
- Decision making capacity
- Sales cycle management
Timeline
KEY ACCOUNT MANAGER/BUSINESS DEVELOPMENT
Excellence Ltd
03.2024 - 01.2026
Procurement Consultant
RAW FOOD SOLUTIONS
07.2022 - 02.2024
Business Development Director
FOODCO
01.2010 - 06.2022
Business Development Manager
PALLAS FOODS
03.2006 - 12.2009
Business Development Manager
VARIETY FOODS
12.2001 - 02.2006
XEROX SALES FOUNDATION COURSE - XEROX FOUNDATION SELLING
XEROX SALES TRAINING
03.2000 - 04.2000
Sales Representative
THE GLEESON GROUP
01.1990 - 11.2001