Head of Exports and Institutional Sales

4 hours ago

Mumbai Metropolitan Region, IN Natch Full time

Job Title: Head of Exports & Institutional Sales


Company: Natch

Location: India (frequent domestic & international travel)

Reporting to: Founders

Role Type: Senior Leadership / Individual Contributor with Team-Building Scope


Role Overview

Natch is seeking a senior, hands-on commercial leader to own and scale our Exports and Institutional (Corporate) Sales businesses. This role carries full responsibility for revenue growth, client acquisition, relationship management, and end-to-end execution across international markets and large-format institutional customers.

This is not a maintenance role. The role is for someone who has built channels, opened doors, closed large accounts, and understands the realities of FMCG execution.


Key Responsibilities

A. Exports

  • Own and scale Natch’s export business across priority markets including USA, UAE, and Europe
  • Identify, evaluate, and onboard:
  • Importers
  • Distributors
  • Retail partners and specialty channels
  • Drive the full export lifecycle:
  • Lead generation and negotiations
  • Pricing and commercial terms
  • Forecasting, order planning, and repeat business
  • Coordinate closely with operations, supply chain, finance, and compliance teams to ensure flawless execution

Represent Natch at:

  • International trade shows
  • FMCG and food exhibitions
  • Distributor and buyer meetings
  • Build long-term distributor partnerships with a focus on consistent, growing order volumes


B. Institutional / Corporate Sales

  • Build and own the institutional sales channel, including:
  • Hotels and hotel chains
  • Airlines
  • Corporate offices and pantries
  • Restaurants, QSRs, and foodservice groups
  • Contract catering companies
  • Open and manage large institutional relationships, including (or similar to):
  • Compass Group
  • Sodexo
  • Other global and domestic foodservice operators
  • Drive pilots, trials, listings, and long-term commercial agreements
  • Work with internal teams to align product formats, pricing, and supply for institutional needs
  • Ensure strong follow-through and execution with zero tolerance for delivery or documentation issues


C. Commercial & Strategic Ownership

  • Own revenue targets for exports and institutional sales
  • Build a predictable pipeline and visibility on future orders
  • Contribute to strategic decisions on:
  • Market prioritization
  • Pricing and margin structure
  • New product opportunities relevant to export and institutional channels
  • As the channel scales, help build and manage a small, high-performing team


Candidate Profile

Must-have Experience

  • 6+ years experience in FMCG / Food & Beverage
  • Proven track record in exports, ideally across USA, Middle East, and Europe
  • Hands-on experience with institutional / corporate sales
  • Prior exposure to working with large foodservice or catering organizations (Compass, Sodexo, Aramark, ISS, or similar)
  • Strong understanding of FMCG pricing, margins, distributor economics, and execution
  • Comfortable operating in a fast-moving, founder-led environment


Skills & Attributes

  • Strong commercial and negotiation skills
  • Relationship-builder who can operate at senior buyer and partner levels
  • Highly execution-oriented with strong attention to detail
  • Willing to travel frequently and be on the ground
  • Entrepreneurial mindset — ownership over outcomes, not just activity


Why This Role

  • Opportunity to own and scale two high-impact revenue channels
  • Direct exposure to founders and strategic decision-making
  • Strong existing traction with significant headroom for growth
  • Platform to build a meaningful international and institutional business from the ground up

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