Head of Exports and Institutional Sales

Job Title: Head of Exports & Institutional Sales

Company:

Location:

Reporting to:

Role Type:

Role Overview

Exports

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