Head of Exports and Institutional Sales

53 minutes ago

Mumbai, India Natch Full time

Job Title: Head of Exports & Institutional SalesCompany: NatchLocation: India (frequent domestic & international travel)Reporting to: FoundersRole Type: Senior Leadership / Individual Contributor with Team-Building ScopeRole OverviewNatch 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 ResponsibilitiesA. ExportsOwn and scale Natch’s export business across priority markets including USA, UAE, and EuropeIdentify, evaluate, and onboard:ImportersDistributorsRetail partners and specialty channelsDrive the full export lifecycle:Lead generation and negotiationsPricing and commercial termsForecasting, order planning, and repeat businessCoordinate closely with operations, supply chain, finance, and compliance teams to ensure flawless executionRepresent Natch at:International trade showsFMCG and food exhibitionsDistributor and buyer meetingsBuild long-term distributor partnerships with a focus on consistent, growing order volumesB. Institutional / Corporate SalesBuild and own the institutional sales channel , including:Hotels and hotel chainsAirlinesCorporate offices and pantriesRestaurants, QSRs, and foodservice groupsContract catering companiesOpen and manage large institutional relationships, including (or similar to):Compass GroupSodexoOther global and domestic foodservice operatorsDrive pilots, trials, listings, and long-term commercial agreementsWork with internal teams to align product formats, pricing, and supply for institutional needsEnsure strong follow-through and execution with zero tolerance for delivery or documentation issuesC. Commercial & Strategic OwnershipOwn revenue targets for exports and institutional salesBuild a predictable pipeline and visibility on future ordersContribute to strategic decisions on:Market prioritizationPricing and margin structureNew product opportunities relevant to export and institutional channelsAs the channel scales, help build and manage a small, high-performing teamCandidate ProfileMust-have Experience6+ years experience in FMCG / Food & BeverageProven track record in exports , ideally across USA, Middle East, and EuropeHands-on experience with institutional / corporate salesPrior exposure to working with large foodservice or catering organizations (Compass, Sodexo, Aramark, ISS, or similar)Strong understanding of FMCG pricing, margins, distributor economics, and executionComfortable operating in a fast-moving, founder-led environmentSkills & AttributesStrong commercial and negotiation skillsRelationship-builder who can operate at senior buyer and partner levelsHighly execution-oriented with strong attention to detailWilling to travel frequently and be on the groundEntrepreneurial mindset — ownership over outcomes, not just activityWhy This RoleOpportunity to own and scale two high-impact revenue channelsDirect exposure to founders and strategic decision-makingStrong existing traction with significant headroom for growthPlatform to build a meaningful international and institutional business from the ground up

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