Head of Exports and Institutional Sales

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