Description:

Company Brief:

We are a leading Fast-Moving Consumer Goods (FMCG) organization with a strong presence across PAN India, offering a wide portfolio of trusted brands across our operating categories. The company has established itself as a market leader through continuous innovation, deep consumer understanding, and an extensive distribution network covering urban and rural markets. With robust manufacturing capabilities, strong trade relationships, and a customer-first approach, we consistently deliver high-quality products that cater to the daily needs of millions of households. Our focus on sustainable growth, operational excellence, and brand-building continues to strengthen our leadership position in the categories we operate in.

Position Lead HORECA & Institutional (Corporate, Colleges, Hospital, Cinema etc)

Profile This person will be heading the HORECA + Institutional business for the organization.

Location Bangalore, HQ (5 Days working from Office)

Reporting SVP Sales

Team Handling YES

Education Full time MBA from Tier 1 / 2 B School

Salary Offering 35 LPA Fixed + Variable

Brief on Job Profile:

- Leads the overall HORECA and Institutional business (Corporate, Colleges, Hospitals, Cinemas, etc.), driving strategy, revenue growth, and profitability across regions,

- Leads the overall HORECA and Institutional business, driving strategy, revenue growth, and profitability across regions. Responsible for national key account management, distributor network development, and strategic partnerships with hotel chains, restaurant groups, QSRs, and institutional buyers. Spearheads product penetration, pricing strategy, and large contract negotiations while ensuring execution excellence through the sales team. Drives category expansion, market share, and customer relationships at senior stakeholder levels.

- Responsible for defining vision, market development approach, and execution roadmap for national coverage.

Key Responsibilities:

- Responsible for national key account management, distributor network development, and strategic partnerships with hotel chains, restaurant groups, QSRs, and institutional buyers. Spearheads product penetration, pricing strategy, and large contract negotiations while ensuring execution excellence through the sales team.

Business Growth & Market Expansion:

- Drives category expansion and market share enhancement across the HORECA and institutional segments through new channel development and entry into emerging formats. Leads go-to-market planning, portfolio prioritization, and expansion across geographies.

Stakeholder & Team Leadership:

- Builds and nurtures strong customer relationships at senior stakeholder levels, including procurement heads, corporate admin teams, hotel leadership, and institutional decision-makers. Mentors and develops a high-performance sales team through capability building and performance management.

Cross-Functional Collaboration & Governance:

- Works closely with marketing, supply chain, finance, and manufacturing to ensure service-level excellence, demand planning accuracy, and timely fulfilment. Ensures compliance to contracts, commercial policies, and governance frameworks while delivering sustainable and profitable growth.