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