Sales Head - Institutional/HORECA - FMCG/Beverages

We are hiring as Head of Institutional Sales ,Key Accounts with strong experience in managing key accounts in the hotel industry (HORECA), Cafe chains, Institutions and inflight catering services. The ideal candidate will lead strategic sales efforts to expand our presence in premium HORECA, Institutions, hospitality and travel sectors.

Key Responsibilities:

- Develop and implement sales strategies focused on clients, HORECA, Institutions, Railways, Cinemas, hotels, Cafes, QSRs, and inflight service providers.

- Build and manage long-term relationships with key decision-makers across the hospitality and aviation sectors.

- Lead end-to-end client acquisition: pitching, negotiations, onboarding, and account management.

- Identify opportunities for brand tie-ups, gifting, and exclusive product partnerships in the hospitality segment.

- Collaborate with production, logistics, and marketing teams to ensure seamless delivery and execution.

- Analyse sales performance, market trends, and competitor activity to refine growth strategies.

- Ensure achievement of sales targets, margins, and business KPIs.

Candidate Requirements:

- Minimum 3-10 years of experience in FMCG / F&B corporate sales, with proven exposure to HORECA, hotels, Cafes, airlines, and institutional clients.

- A strong network within hospitality procurement and inflight catering segments is a must.

- Excellent communication, negotiation, and relationship-building skills.

- Self-driven with leadership qualities and a strategic mindset.

- Ability to manage high-value clients and large-volume business deals.

Education: MBAs from Premier institutes preferred.