Job DescriptionHead – Business Development & Institutional Sales
About Oh! G Snack
Oh! G Snack is one of India's fastest-growing millet snack brands on a mission to make healthy snacking affordable and accessible. We are building a strong omnichannel presence across General Trade, Modern Trade, Quick Commerce, E-commerce, and Institutional Sales.
We are looking for an experienced business leader who can independently build and scale our Institutional Sales and Modern Trade business across India.
Role Overview
The Head – Business Development & Institutional Sales will be responsible for driving revenue through strategic partnerships and institutional channels. This is a revenue-owning leadership role that requires an individual with an established industry network, proven sales expertise, and the ability to close large business opportunities.
The ideal candidate should come from the FMCG snacking, foods, or beverages industry and possess strong relationships with key decision-makers across institutional and modern trade channels.
Key ResponsibilitiesInstitutional Sales
- Develop and execute the institutional sales strategy across India.
- Acquire and manage large institutional accounts.
- Build long-term revenue partnerships.
- Achieve monthly, quarterly, and annual sales targets.
- Negotiate commercial agreements and annual contracts.
Business Development
Identify, approach, negotiate, and onboard partners across:
- Corporate offices
- IT parks
- Business parks
- Schools
- Colleges
- Universities
- Hospitals
- Hotels
- Cafés
- Restaurants
- Multiplexes
- Airports
- Railway stations
- Metro stations
- Government institutions
- Defence establishments
- Co-working spaces
- Fitness centres and gyms
- Sports academies
- Event companies
- Catering companies
- Corporate cafeterias
- Industrial canteens
- Facility management companies
Vending Machine Business
Develop partnerships with vending machine operators, including:
- Corporate vending companies
- Smart vending operators
- Snack vending operators
- Beverage vending operators
- Micro-market operators
- Office pantry solution providers
Drive product placement and long-term supply agreements with vending partners nationwide.
Modern Trade
Lead business development with organised retail chains, including:
- National supermarket chains
- Regional supermarket chains
- Cash & Carry stores
- Premium grocery retailers
- Health food retailers
- Gourmet food stores
Manage annual business plans, commercial negotiations, promotional activities, and product launches with modern trade partners.
Strategic Partnerships
Identify new revenue opportunities through:
- Airline catering companies
- Travel retail
- Corporate gifting
- Employee wellness programs
- Educational institutions
- Subscription box companies
- Export opportunities
- Bulk purchase programs
Revenue Ownership
- Own institutional business P&L.
- Deliver aggressive revenue targets.
- Improve profitability through commercial negotiations.
- Forecast sales and demand.
- Develop annual business plans.
- Identify new market opportunities.
Relationship Management
Maintain and strengthen relationships with:
- Procurement Heads
- Purchase Managers
- Category Managers
- Facility Managers
- Corporate HR Teams
- Administrative Heads
- Retail Buyers
- Modern Trade Category Teams
- Vending Machine Companies
- Distribution Partners
Represent the company during meetings, exhibitions, networking events, and industry forums.
Candidate Profile
The ideal candidate should have:
- 6–12 years of experience in FMCG sales and business development.
- Proven experience in the snacks, packaged foods, beverages, confectionery, or consumer foods industry.
- Demonstrated success in institutional sales and modern trade.
- Strong existing relationships with institutional buyers and procurement teams.
- Experience managing high-value B2B accounts and annual contracts.
- Strong commercial negotiation skills.
- Ability to independently open new business channels.
- Willingness to travel extensively across India.
Existing Network Preferred
Candidates with established relationships with any of the following will be preferred:
- Sodexo
- Compass Group
- SmartQ
- HungerBox
- ZingHR cafeteria partners
- Pantry service providers
- Vending machine operators
- Corporate procurement teams
- Airport retail operators
- Metro retail operators
- Modern trade buying teams
- Reliance Retail
- D-Mart
- Spencer's
- Nature's Basket
- Star Bazaar
- More Retail
- Ratnadeep
- Wellness Forever
- Apollo Pharmacy retail buying teams
- Large corporate HR and administration departments
- Educational institution management
- Hospitality procurement teams
- Facility management companies such as CBRE, JLL, Cushman & Wakefield, and Sodexo Facilities
- National catering and food service companies
Key Performance Indicators (KPIs)
- Institutional revenue generated
- Number of new institutional accounts onboarded
- Number of vending partnerships signed
- Modern Trade listings secured
- Annual contract value closed
- Gross margins
- Repeat business percentage
- Geographic expansion
- Strategic partnerships established
Compensation
Compensation will be competitive and include:
- Fixed salary
- Performance-linked incentives
- Revenue-based bonus
Pay: ₹60,000.00 - ₹1,080,000.00 per year
Application Question(s):
- Where in Mumbai do you live?
- Please share your linkedin profile link
- How many years of experience do you have ?
- Which FMCG brand have you worked for ?
- How soon can you join ?
Work Location: In person
