Key Responsibilities
1. P&L Ownership & Business Strategy
∙Own and deliver the end-to-end P&L for the Food Service and Key Accounts business.
∙Define and execute short- and long-term growth strategies across HoReCa, QSR, and
FMCG segments.
∙Drive revenue acceleration, margin expansion, and cost optimization.
∙Identify new growth levers including new categories, geographies, and customer
segments.
2. Sales Leadership
∙Lead the national HoReCa sales organization comprising individual contributors, Team
Managers, Regional Managers, and National Sales leadership.
∙Drive distribution expansion, outlet coverage, and secondary sales growth through a
strong channel partner network.
∙Ensure excellence in execution—availability, visibility, pricing discipline, and in-market
activation.
∙Strengthen relationships with key HoReCa accounts including hotel chains, restaurants,
caterers, and institutions.
∙Build and deepen strategic partnerships with QSR chains and large FMCG clients.
∙Drive structured account management, joint business planning, and long-term contracts.
∙Collaborate with R&D and product teams for solution selling and customized product
development.
∙Ensure high service levels, quality consistency, and customer satisfaction.
4. Culinary & Solutioning Capability
∙Drive product trials, demonstrations, and menu integration.
∙Build a differentiated solution-selling approach vs. pure product selling.
∙Strengthen the company’s positioning as a partner to chefs and food innovators, not just
a supplier.
5. Organization Building & Leadership
∙Lead and mentor a team of 5–6 senior leaders .
∙Build a strong leadership pipeline and high-performance culture across levels.
∙Drive clarity in roles, KPIs, and accountability across the organization.
∙Foster cross-functional collaboration with supply chain, operations, finance, and R&D.
6. Market Development & Brand Building
∙Strengthen brand presence in the food service ecosystem through strategic initiatives and
partnerships.
∙Track market trends, competitor activity, and evolving customer needs.
∙Drive innovation in go-to-market strategies and customer engagement.
7. Governance & Execution Excellence
∙Establish strong review mechanisms, dashboards, and performance tracking systems.
∙Ensure adherence to compliance, pricing discipline, and credit policies.
∙Drive data-driven decision-making across the business.
Key Success Metrics
∙Revenue growth and market share expansion
∙Gross margin and EBITDA performance
∙Channel expansion and productivity metrics
∙Key account acquisition, retention, and growth
∙Customer satisfaction and repeat business
∙Team capability, retention, and leadership depth
Candidate Profile
Experience
∙15–20+ years of experience in food & beverage, ingredients, or FMCG/CPG sectors
∙Proven track record of leading large sales organizations and managing P&L
∙Strong exposure to HoReCa / Food Service channels and Key Accounts (QSR/FMCG)
∙Experience in solution selling / B2B ingredient businesses is highly preferred
Capabilities
∙Strong commercial acumen with deep understanding of unit economics and profitability
drivers
∙Ability to operate at both strategic and execution levels
∙Experience managing multi-layered, geographically distributed teams
∙Strong stakeholder management, including CXO-level interactions
Leadership Traits
∙Entrepreneurial mindset with a strong bias for action
∙High ownership and accountability
∙Ability to build and scale teams in a fast-growing environment
∙Customer-first and solution-oriented thinking
∙Resilience and adaptability in a dynamic market
Other Details
∙Role based in Gurugram, with frequent travel across regions
∙Will require close collaboration with cross-functional teams and leadership
Business Head- Food and Beverages • raipur, India
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