Head B2B Sales - Corporate & Institutional Business For FMCG Food

Job Title

Head B2B Sales (Corporate & Institutional Business)

Key Responsibilities

Revenue & Growth

• Own B2B revenue targets and annual growth plan aligned with AOP
• Drive BAU, festive, and institutional B2B growth in a balanced manner

Inbound & Outbound Sales Leadership

• Lead inbound team handling all B2B leads from stores, website, and referrals
• Build and scale outbound sales for corporate, HR, admin, and procurement accounts
• Define clear KPIs, incentives, and performance governance

CRM & Sales Systems

• Lead CRM selection, implementation, and adoption across teams
• Build end-to-end sales workflows: lead quote execution closure
• Ensure clean data, visibility, and reporting discipline

Execution & Supply Coordination

• Own execution reliability across kitchens, stores, and dispatch
• Act as escalation owner for supply, capacity, and last-mile issues
• Work with ops and planning teams to improve SLAs and cut-off adherence

Product & Assortment Planning

• Own B2B product roadmap including hampers, bulk formats, and gifting SKUs
• Partner with product and kitchen teams on pricing, margins, and scalability
• Ensure B2B-specific assortment and packaging where required

Outreach & Key Accounts

• Build structured outreach programs for enterprise and repeat clients
• Own key corporate relationships and high-value negotiations
• Drive repeat business and long-term contracts over one-off orders

Process & Long-Term Improvements

• Design scalable SOPs across the B2B lifecycle
• Introduce controls, automation, and governance to reduce dependency on individuals
• Continuously identify process gaps and improvement opportunities

Reporting & Governance

• Own B2B dashboards: revenue, pipeline, conversion, repeat rate
• Use data to drive prioritization, forecasting, and decision-making

Qualifications & Experience

• 8-10 years of experience in B2B / Corporate / Enterprise Sales
• Experience in F&B, FMCG, Retail, Consumer Brands, or Gifting preferred
• Proven track record of scaling sales teams and revenue
• Hands-on experience with CRM implementation and sales process design
• Strong stakeholder management across sales, operations, and supply chain
• Data-driven, process-oriented, and execution-focused leadership style

Interested candidate, kindly send the resume at shaikhaasmaoasis@gmail.com

Warm Regards,

Aasma Shaikh