Head - HoReCa / MT

Company Description

Backbay is a wellness-focused beverage brand that aims to redefine premium hydration for modern India through sustainable practices. Co-founded by Bhumi Pednekar, an acclaimed actor and sustainability advocate, and Samiksha Pednekar, a lawyer-turned-entrepreneur, Backbay embodies the philosophy of Sense, Savour, Sustain. Our debut line, Backbay Aqua, features natural mineral water in eco-friendly packaging, including FSC®️-certified gable-top cartons and caps made of sugarcane resin. Based in India, Backbay is set to expand into sparkling water and functional water, blending taste, wellness, and conscious design.

Role Description

This is a full-time on-site role located in Mumbai for the Head of HoReCa / MT at Backbay Beverages. The Head of HoReCa / MT will oversee the development and execution of strategies to build and grow relationships with hotels, restaurants, cafes, and modern trade channels. Day-to-day tasks include managing sales and distribution networks, coordinating marketing activities, negotiating contracts, and ensuring customer satisfaction. The role also involves monitoring market trends, creating reports, and leading a team to achieve sales targets.

Key Responsibilities

P&L Ownership :

Take full responsibility for the HORECA vertical’s revenue, profitability, and operational efficiency.

Sales Leadership :

Develop and execute sales strategies to expand distribution and achieve ambitious growth targets.

Outreach & Partnerships :

Build and nurture strong relationships with hotels, restaurants, bars, cafés, and catering partners.

Business Development :

Identify opportunities, close key accounts, and create long-term partnerships that align with Backbay’s ethos.

Team & Process :

Recruit, mentor, and lead a high-performing sales team, while setting clear KPIs and processes for success.

Brand Advocacy :

Represent Backbay’s premium, sustainable identity in all B2B engagements and negotiations.

Qualifications

Bachelor’s degree in Business, Management, Hospitality, or a related field (MBA preferred).

7+ years of experience in sales / BD within HORECA, beverages, FMCG, or luxury hospitality.

Strong understanding of the HORECA ecosystem in India, with existing industry networks.

Demonstrated ability to manage P&L and deliver consistent sales growth.

Excellent communication, negotiation, and relationship-building skills.

A self-starter with entrepreneurial drive, resilience, and passion for sustainability.

Why Join Backbay?

Be part of a design-driven, sustainable brand shaping the future of hydration in India.

Work in a fast-paced, entrepreneurial environment with the opportunity to make a visible impact.

Collaborate with founders and a passionate team building Backbay from the ground up.

If you are a smart, ambitious professional with the hunger to grow a premium lifestyle brand in India’s evolving hospitality ecosystem, we’d love to hear from you.