## Job Purpose
The B2B Sales Head will drive revenue growth, market share, and profitability for our premium and specialty edible oils division. This leader will design and execute commercial strategies targeting industrial food manufacturers, the HORECA sector, pharmaceutical companies, and cosmetics producers. The ideal candidate will blend strategic corporate negotiation skills with a deep understanding of technical food ingredients and commodity market dynamics.
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## Key Responsibilities## 1. Commercial Strategy & Revenue Growth
* Drive aggressive sales targets for specialty oil portfolios (e.g., high-oleic, cold-pressed, organic, and custom-blended formulation oils).
* Develop annual sales plans, volume forecasting, and pricing models to optimize gross margins.
* Identify new application segments and industrial use-cases for specialty fat and oil products.
## 2. Key Account & Relationship Management
* Own relationship management with procurement directors, R&D heads, and supply chain executives at Tier-1 food processing brands.
* Negotiate multi-million dollar contracts, long-term supply agreements, and annual volume commitments.
* Act as the primary escalation point for major institutional clients, ensuring flawless service delivery.
## 3. Cross-Functional Technical Alignment
* Bridge the gap between client requirements and internal R&D, QA, and manufacturing teams to deliver customized oil solutions.
* Guide teams on technical metrics such as specific smoking points, fatty acid profiles, and oxidative stability during client trials.
* Ensure all product offerings comply with stringent international food safety standards and certifications (e.g., RSPO, Non-GMO, Organic, Kosher).
## 4. Market Intelligence & Risk Mitigation
* Monitor global commodity markets and crop yields to advise executive leadership on pricing and forward contract positioning.
* Anticipate raw material price volatility to mitigate risk in long-term buyer agreements.
* Track competitor movements, pricing matrices, and emerging regulatory shifts in food ingredients.
## 5. Leadership & Team Development
* Lead, mentor, and scale a high-performing team of technical sales executives.
* Establish clear performance KPIs, incentive structures, and career development pathways for the sales organization.
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## Required Qualifications & Experience
* Education: Bachelor’s degree in Food Technology, Chemical Engineering, or Agri-Business. MBA in Marketing, International Business, or Supply Chain is highly preferred.
* Experience: Minimum 5-7 years of B2B/Institutional sales experience in the food ingredients, FMCG, or bulk edible oil sectors, with at least 3 years in a leadership capacity.
* Track Record: Proven success in handling high-value corporate negotiations, structural pricing contracts, and multi-year supply chains.
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## Core Competencies & Skills
* Industry Expertise: Strong understanding of oil refining, fat modification processes, and bulk liquid transport logistics.
* Negotiation Skills: Highly sophisticated commercial negotiation tactics with ability to navigate aggressive corporate procurement panels.
* Financial Acumen: Deep familiarity with P&L management, margin math, credit risk management, and commercial contracts.
* Communication: Excellent command over executive communication, presentation, and cross-functional project management.
Pay: ₹70,000.00 - ₹80,000.00 per month
Ability to commute/relocate:
- Chennai, Tamil Nadu (Chennai, Kancheepuram District): Reliably commute or planning to relocate before starting work (Required)
Education:
Experience:
- 7 yrs: 5 years (Required)
- Institutional and industrial sales: 7 years (Required)
Language:
Location:
- Chennai, Tamil Nadu (Chennai, Kancheepuram District) (Required)
Shift availability:
Work Location: In person
