Strategic Partnerships & Specialty Channels Manager

Company Overview

The Bikaneri Kitchen is a premium Direct-to-Consumer (D2C) snacking brand that offers a refined take on traditional Indian namkeen, with Bhujia as its flagship product. The brand emphasizes clean ingredients and a premium positioning, aiming to build a differentiated presence across D2C and premium consumer ecosystems. Its long-term vision includes expanding into luxury hospitality, airlines, premium gifting, bar snacks, corporate partnerships, and curated founder’s table experiences.

Job Summary

The Strategic Partnerships & Specialty Channels Manager is a commercially driven role responsible for building and scaling The Bikaneri Kitchen’s presence within premium and specialty channels. The role involves identifying, developing, and closing strategic partnerships with luxury hotels, airlines, premium hospitality groups, liquor and alcohol brands, and other high-end consumer businesses. The goal is to enhance brand visibility, create meaningful revenue opportunities, and establish long-term collaborations that align with the brand’s premium positioning.

Responsibilities

• Specialty Channel Development

  • Identify and develop opportunities across luxury hospitality, airlines, premium liquor/spirits brands, and other specialty channels.
  • Build relationships with premium hotel groups such as Taj, The Leela, and similar luxury hospitality businesses.
  • Explore opportunities to place The Bikaneri Kitchen products in hotel rooms, lounges, minibars, restaurants, events, gifting, and other relevant touchpoints.
  • Identify opportunities within airline ecosystems for product placement, consumption, and premium gifting.

• Strategic Brand Partnerships

  • Develop partnerships with premium liquor and beverage brands for co-branded packs, party hampers, gifting, and snacking occasions.
  • Explore opportunities for The Bikaneri Kitchen products to be part of premium experiences, events, launches, and curated consumer offerings.
  • Build mutually beneficial partnership propositions based on brand fit, consumer overlap, and commercial potential.
  • Conceptualize and execute innovative partnership formats beyond traditional sales.

• Commercial Sales & Revenue

  • Drive revenue through specialty channel partnerships and brand collaborations.
  • Identify high-potential accounts and opportunities, converting them into long-term business relationships.
  • Negotiate commercials, pricing, margins, volumes, visibility, and partnership terms.
  • Own the partnership pipeline from prospecting through negotiation, closure, and execution.
  • Track channel performance and identify opportunities for expansion and repeat business.

• Relationship Management

  • Build and maintain strong relationships with decision-makers across hospitality, airlines, liquor/alcohol, and premium consumer brands.
  • Collaborate closely with internal teams including sales, marketing, operations, and supply chain to ensure smooth execution.
  • Maintain long-term strategic relationships and identify opportunities for deeper collaboration.

Qualifications

• 5–10 years of experience in Strategic Partnerships, Business Development, Key Accounts, Institutional Sales, or Specialty Channel Sales.
• Strong existing network within luxury hospitality, airlines, premium liquor/spirits, or other premium consumer ecosystems.
• Experience working with Taj, Leela, Marriott, Hyatt, Oberoi, or similar premium hospitality groups.
• Proven track record of managing partnerships involving both sales/closure and brand collaboration.
• Excellent negotiation, relationship-building, and stakeholder management skills.
• Commercially savvy with the ability to identify opportunities and convert them into revenue.
• Educational qualifications: Bachelor’s degree in Business, Marketing, Hospitality, or related fields; MBA is a plus.

Preferred Skills

• Strong understanding of the premium hospitality and luxury consumer markets.
• Creative thinking for developing innovative partnership formats.
• Ability to work cross-functionally with internal teams.
• Excellent communication and presentation skills.
• Proactive and self-motivated with a strategic mindset.

Experience

• 5 to 10 years of relevant experience in strategic partnerships, business development, or key account management within premium or luxury sectors.
• Prior experience working with high-end hospitality brands and premium consumer brands is highly desirable.

Environment

• The role is based in Mumbai.
• The work environment involves client meetings, partnership negotiations, and cross-functional collaboration.
• The position may require travel to partner locations, industry events, and client sites.
• The role involves working in a professional, fast-paced, and dynamic environment focused on building high-value strategic relationships.

Note: Salary, start date, and other specific details are not provided and can be discussed during the interview process.