Head of Exports and Institutional Sales

3 hours ago

Mumbai Metropolitan Region, India Natch Full time ₹ 18,00,000 - ₹ 27,00,000 per year

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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