Posted 09 July, 2026
Head of Institutional Sales | FMCG | Gurgaon | 8+yrs
Michael Page
Sonīpat, HR, IN
Full Time
Reference: a5852ee957651169
Job Description
- Opportunity to work with a leading FMCG brand \n
- Ability to have a fast track career growth \n\n
- Build and scale the Institutional/B2B sales vertical, owning overall strategy, revenue growth, and P&L across HoReCa, QSR, corporates, airlines, hospitals, and education institutions. \n
- Lead key pan india and regional institutional accounts, driving contract negotiations, pricing, commercials, and long-term partnerships. \n
- Deliver sales, volume, and margin targets through strong execution, demand planning, and supply coordination across geographies. \n
- Develop and optimize the institutional distribution ecosystem, including distributors, catering suppliers, and food service partners. \n
- Build, lead, and mentor a high-performing institutional sales team with clear KPIs and a strong ownership mindset. \n
- Work cross-functionally with marketing, supply chain, finance, and R&D to customize products, SKUs, and go-to-market plans for institutional needs. \n
- Track market trends, competitive activity, and ensure compliance with regulatory, quality, and contractual standards \n\n
- A seasoned FMCG/B2B sales leader with 10-12 years of experience in Institutional, HoReCa, or Food Service channels, and a proven track record of scaling large key accounts. \n
- Strong commercial acumen with hands-on P&L ownership, deep understanding of institutional channel economics, and pricing negotiations. \n
- Demonstrated ability to build and lead high-performing teams while driving execution across multiple geographies. \n
- Strategic, data-driven, and entrepreneurial mindset, comfortable operating in fast-paced, high-ownership environments.
About Our Client
\n\nA fast-growing, innovation-led FMCG food company redefining the "better-for-you" snacking space in India. Known for premium, differentiated products and strong brand equity across modern consumption occasions.
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\n\nThe Successful Applicant
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