<div>Job Title: Institutional Head &ndash; Premium Food &amp; Gifting</div> <div>Location: Mumbai / Delhi / Hybrid (depending on candidate)<br /> Reporting To: CEO / Founder<br /> Employment Type: Individual Contributor (IC)</div> <div>⸻</div> <div>About the Company:</div> <div>We are a premium food &amp; 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.</div> <div>⸻</div> <div>Role Summary:</div> <div>The Institutional Head will own end-to-end institutional and HORECA sales, building strategic partnerships with hotels, restaurants, caf&eacute;s, 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.</div> <div>⸻</div> <div>Key Responsibilities:<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Own institutional sales P&amp;L and drive revenue growth across HORECA and corporate channels.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Identify, approach, and onboard hotels, restaurants, caf&eacute;s, and corporate clients for partnerships and gifting programs.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Build and maintain long-term strategic relationships with key institutional accounts.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Design and execute corporate gifting programs, bulk orders, and special campaigns.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Lead commercial negotiations with clients to optimize margins and profitability.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Collaborate with marketing, operations, and supply chain teams to ensure end-to-end execution and superior client experience.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Track sales metrics, market trends, and competitor activity to inform strategy.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Represent the brand in industry events, tastings, and B2B forums.</div> <div>⸻</div> <div>Key Requirements:<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Experience: 5+ years in institutional sales, HORECA sales, corporate gifting, or B2B FMCG channels.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;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).<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Proven track record in driving revenue growth and managing key accounts.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Strong negotiation, stakeholder management, and relationship-building skills.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Ability to work independently as an IC with end-to-end ownership.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Comfortable with travel across key metros and client locations.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Strong analytical and business acumen.</div> <div>⸻</div> <div>Preferred:<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Experience with premium / D2C brands in Mumbai / Delhi.<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Exposure to corporate gifting, QSR, or hospitality industry sales.</div> <div>⸻</div> <div>Compensation:<br /> &nbsp;&nbsp; &nbsp;&bull;&nbsp;&nbsp; &nbsp;Open / Competitive, based on experience and previous track record.</div>