Head - Institutional Sales - Food & Gifting/D2C

Role Summary:

The Institutional Head will own end-to-end institutional and HORECA sales, building strategic partnerships with hotels, restaurants, cafs, and corporate clients. The role requires someone with strong B2B account management experience, excellent negotiation skills, and a proven track record in corporate gifting, institutional sales, or HORECA channels.

Key Responsibilities:

- Own institutional sales P&L and drive revenue growth across HORECA and corporate channels.

- Identify, approach, and onboard hotels, restaurants, cafs, and corporate clients for partnerships and gifting programs.

- Build and maintain long-term strategic relationships with key institutional accounts.

- Design and execute corporate gifting programs, bulk orders, and special campaigns.

- Lead commercial negotiations with clients to optimize margins and profitability.

- Collaborate with marketing, operations, and supply chain teams to ensure end-to-end execution and superior client experience.

- Track sales metrics, market trends, and competitor activity to inform strategy.

- Represent the brand in industry events, tastings, and B2B forums.

Key Requirements:

- Experience: 3+ years in institutional sales, HORECA sales, corporate gifting, or B2B FMCG channels.

- Industry: Candidates from premium food, snacking, gifting, or beverage brands preferred

- Proven track record in driving revenue growth and managing key accounts.

- Strong negotiation, stakeholder management, and relationship-building skills.

- Ability to work independently as an IC with end-to-end ownership.

- Comfortable with travel across key metros and client locations.

- Strong analytical and business acumen.