Job Title: Institutional Head – Premium Food & Gifting

Location: Mumbai / Delhi / Hybrid (depending on candidate) Reporting To: CEO / Founder Employment Type: Individual Contributor (IC)

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About the Company:

We are a premium food & gifting brand focused on delivering high-quality, curated products through HORECA, corporate gifting, and institutional channels. The brand is rapidly scaling and looking for a highly motivated professional to lead institutional sales and partnerships.

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Role Summary:

The Institutional Head will own end-to-end institutional and HORECA sales, building strategic partnerships with hotels, restaurants, cafés, and corporate clients. The role requires someone with strong B2B account management experience, excellent negotiation skills, and a proven track record in corporate gifting, institutional sales, or HORECA channels.

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Key Responsibilities:     •    Own institutional sales P&L and drive revenue growth across HORECA and corporate channels.     •    Identify, approach, and onboard hotels, restaurants, cafés, and corporate clients for partnerships and gifting programs.     •    Build and maintain long-term strategic relationships with key institutional accounts.     •    Design and execute corporate gifting programs, bulk orders, and special campaigns.     •    Lead commercial negotiations with clients to optimize margins and profitability.     •    Collaborate with marketing, operations, and supply chain teams to ensure end-to-end execution and superior client experience.     •    Track sales metrics, market trends, and competitor activity to inform strategy.     •    Represent the brand in industry events, tastings, and B2B forums.

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Key Requirements:     •    Experience: 5+ years in institutional sales, HORECA sales, corporate gifting, or B2B FMCG channels.     •    Industry: Candidates from premium food, snacking, gifting, or beverage brands preferred (e.g., Theater Project, 4700BC, Farmley, The Whole Truth, True Elements, Yoga Bar, Happilo).     •    Proven track record in driving revenue growth and managing key accounts.     •    Strong negotiation, stakeholder management, and relationship-building skills.     •    Ability to work independently as an IC with end-to-end ownership.     •    Comfortable with travel across key metros and client locations.     •    Strong analytical and business acumen.

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Preferred:     •    Experience with premium / D2C brands in Mumbai / Delhi.     •    Exposure to corporate gifting, QSR, or hospitality industry sales.

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Compensation:     •    Open / Competitive, based on experience and previous track record.