Head of Sales

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Superior

Disciplinary: Director / CEO

Functional: Director / CEO

Direct reports of position

·      Business Development team

·      Regional sales staff

·      Sales support roles

Purpose of the Job

To lead FruitFM’s new business development by acquiring new customers, opening new categories, and building a high-quality sales pipeline that accelerates company growth.

Key Accountabilities

a)    Deliver monthly and quarterly new business revenue targets.

b)    Build and manage a high-quality sales pipeline with clear stage gates.

c)    Generate new leads across dairy, ice-cream, bakery, beverage, and QSR sectors.

d)    Drive sampling, trials, and approvals to convert opportunities into orders.

e)    Develop new categories, applications, and regional markets for FruitFM.

f)     Ensure accurate pricing, margin discipline, and commercial approvals in coordination with Finance.

g)    Collaborate with R&D and Operations to align customer needs with production capability.

h)    Ensure timely documentation, CRM updates, and sales reporting.

i)     Transition stabilized new accounts to the internal continuity team for long-term management.

j)     Provide structured market insights to support product development and strategic planning.

Key Performance Indicators (KPIs)

·      Acquire new customers.

·      Build and manage a strong sales pipeline.

·      Drive samples, trials, and approvals.

·      Develop new categories and regions.

·      Align closely with R&D, Operations, and Finance.

·      Transition stabilized accounts to the designated continuity team.

·      Provide market insights for new product development.

Additional functions of the job holder

·      Support quarterly/annual planning and sales reviews.

·      Represent the company externally.

·      Maintain accurate reporting and CRM hygiene.

·      Uphold pricing, process, and compliance standards.

Fundamental Requirements

·      Degree in Food Tech / Hoticulture / Biotech (MBA preferred)

·      8–12 years in B2B food ingredient / fruit processing sales

·      Strong new-business development experience

·      Skilled in trials, technical selling and R&D collaboration

·      Strong CRM discipline, forecasting accuracy, and pipeline management

·      Strong commercial and pricing understanding

·      Willing to travel extensively

·      Languages: English, Hindi (Marathi preferred)