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Head of Institutional Sales | FMCG | Gurgaon | 8+yrs

Sonipat Permanent View Job Description
A senior leadership role to build and scale the Institutional/B2B sales vertical, owning strategy, key accounts, distribution, and P&L. The role drives revenue growth across HoReCa, QSR, corporates, airlines, and other institutional channels through strong partnerships and execution excellence.
  • Opportunity to work with a leading FMCG brand
  • Ability to have a fast track career growth

About Our Client

A fast-growing, innovation-led FMCG food company redefining the "better-for-you" snacking space in India. Known for premium, differentiated products and strong brand equity across modern consumption occasions.

Job Description

  • Build and scale the Institutional/B2B sales vertical, owning overall strategy, revenue growth, and P&L across HoReCa, QSR, corporates, airlines, hospitals, and education institutions.
  • Lead key pan india and regional institutional accounts, driving contract negotiations, pricing, commercials, and long-term partnerships.
  • Deliver sales, volume, and margin targets through strong execution, demand planning, and supply coordination across geographies.
  • Develop and optimize the institutional distribution ecosystem, including distributors, catering suppliers, and food service partners.
  • Build, lead, and mentor a high-performing institutional sales team with clear KPIs and a strong ownership mindset.
  • Work cross-functionally with marketing, supply chain, finance, and R&D to customize products, SKUs, and go-to-market plans for institutional needs.
  • Track market trends, competitive activity, and ensure compliance with regulatory, quality, and contractual standards

The Successful Applicant

  • A seasoned FMCG/B2B sales leader with 10-12 years of experience in Institutional, HoReCa, or Food Service channels, and a proven track record of scaling large key accounts.
  • Strong commercial acumen with hands-on P&L ownership, deep understanding of institutional channel economics, and pricing negotiations.
  • Demonstrated ability to build and lead high-performing teams while driving execution across multiple geographies.
  • Strategic, data-driven, and entrepreneurial mindset, comfortable operating in fast-paced, high-ownership environments.

What's on Offer

  • Opportunity to build and lead a high-impact Institutional/B2B business from the ground up with full P&L ownership.
  • Senior leadership exposure and the ability to influence long-term strategy, portfolio, and go-to-market decisions.
  • Competitive compensation package aligned with experience, along with performance-linked incentives.
  • Fast-paced, entrepreneurial work environment within a high-growth, innovation-led FMCG organization.
  • Strong cross-functional collaboration and clear runway for career progression as the business scales.
Quote job ref
JN-012026-6935599

Job summary

Function
Sales
Sub Sector
FMCG & Consumer
What is your area of specialisation?
FMCG (Fast Moving Consumer Goods)
Location
Sonipat
Job Type
Permanent
Job Reference
JN-012026-6935599

Diversity & Inclusion at Michael Page

We don't just accept difference - we celebrate it. We encourage applicants from all backgrounds to apply for this role and are committed to building inclusive, diverse workplaces where everyone can thrive. If you require any support or reasonable adjustments during the recruitment process, please let us know.