Head - Sales - Frozen Food

Role Overview:

To lead and drive the national sales strategy and execution for the Frozen Food categoryspecifically focusing on Fruits & Vegetables (F&V), Ready-to-Cook (RTC), and Ready-to-Eat (RTE) productswithin the HORECA and B2B channels. The role is responsible for achieving revenue, volume, and distribution targets by developing a high-performing sales team, building strong relationships with institutional clients (hotels, restaurants, caterers, QSRs, cloud kitchens, etc.), and ensuring operational excellence across regions.

Key Responsibilities:

- Develop and implement a national sales strategy for Frozen Foods (F&V, RTC, RTE) across HORECA & B2B segments.

- Define short-term and long-term sales targets and ensure achievement through regional sales teams.

- Identify and prioritize high-potential markets, segments, and accounts.

- Build scalable processes to drive customer acquisition and retention.

- Build, lead, and mentor a pan-India sales team including Regional Sales Managers, Key Account Managers, and Institutional Sales Officers.

- Set clear performance KPIs and regularly monitor individual and team performance.

- Provide training and development to improve product knowledge, negotiation, and account management skills.

- Manage and grow relationships with key national and regional HORECA accounts (hotel chains, restaurant groups, catering companies, QSRs, cloud kitchens, etc.).

- Negotiate pricing, contracts, and annual operating plans with key customers.

- Collaborate with channel partners, distributors, and wholesalers to ensure availability and service levels.

- Collaborate with marketing and R&D to support product launches, customer trials, and category expansion.

- Conduct regular market research to track competitor activity, customer trends, and emerging opportunities.

- Provide feedback to product development teams based on customer insights.

- Ensure alignment with the supply chain and demand planning teams to optimize inventory levels and order fulfilment.

- Monitor credit management and payment cycles for B2B clients.

- Prepare regular sales forecasts, pipeline reports, and business reviews for senior management.