B2B CUSTOMER ACQUISITION &
BRAND PARTNERSHIP MANAGER
Dhampur Green — Dhampure Speciality Sugars Ltd.
Department
Commercial & Brand Partnerships
Reporting To
Business Head / VP – Commercial (Dhampur Green)
Location
Delhi with pan India travel
CTC Band
INR 12 LPA (Fixed + Performance Linked Variable pay)
Experience
5–10 years in B2B sales, key account management, or brand partnerships; FMCG / Food & Beverage / Agri-Ingredients preferred
Position Ref.
DG/HR/PP/2025/001
ABOUT DHAMPUR GREEN
Dhampur Green is the specialty sugars and natural sweeteners brand of Dhampure Speciality Sugars Ltd., The brand is at an exciting inflection point: it has established e-commerce and retail presence and is now aggressively building its B2B institutional and brand partnership revenue stream across HOReCa, food manufacturing, health & wellness brands, QSR chains, tea and coffee chains, confectionery, bakery, and retail private labels. This role is central to that growth.
ROLE PURPOSE
The B2B Customer Acquisition & Brand Partnership Manager is a high-impact commercial role responsible for identifying, pitching, acquiring, and nurturing institutional and brand clients for Dhampur Green’s B2B revenue line. The incumbent will be the face of Dhampur Green in the B2B marketplace — responsible for converting leads into long-term supply partnerships and for building co-branding, ingredient-sourcing, and private-label relationships with food and beverage brands, hotel chains, restaurant groups, and health & wellness companies across India.
This is not a transactional sales role. It demands a strategic mindset, category knowledge, consultative selling ability, and the brand acuity to position jaggery and natural sweeteners as a premium, health-forward, story-rich ingredient — not a commodity.
KEY RESPONSIBILITIES
A. B2B Customer Acquisition
- Build and maintain a structured pipeline of target institutional accounts across: HOReCa (5-star hotels, boutique hotels, resort chains, standalone fine-dining restaurants), QSR and café chains (tea chains, coffee chains, health cafés, smoothie bars), food manufacturers (biscuits, confectionery, health bars, premix manufacturers, bakery, RTE/RTC brands), health & wellness brands (nutraceuticals, ayurvedic, D2C wellness), and modern trade / retail chains seeking private label jaggery or specialty sugar SKUs.
- Lead outreach, introductory pitching, product sampling coordination, and technical qualification for all target accounts.
- Develop and deliver customised pitch decks, product briefs, and sample kits tailored to each prospect’s sourcing needs, category positioning, and price sensitivity.
- Negotiate commercial terms (pricing, MOQ, credit, delivery, packaging customisation) and drive deals to signed supply agreements.
- Coordinate with the supply chain, production, QA, and packaging teams to ensure feasibility and on-time fulfillment of B2B orders.
- Maintain a live CRM tracker (Excel / Zoho / Salesforce) of all prospects, interactions, proposals, and closures.
B. Brand Partnership & Co-Branding
- Identify and pursue co-branding and ingredient-partnership opportunities with food and beverage brands that can feature Dhampur Green jaggery or specialty sugars as a named, premium ingredient.
- Pitch the “Powered by Dhampur Green” or “Made with Dhampur Green Jaggery” ingredient co-branding proposition to health bars, biscuit brands, beverage companies, and D2C food startups.
- Negotiate and draft partnership term sheets; coordinate with legal / management for final agreement execution.
- Develop joint go-to-market plans with brand partners: co-branded packaging, digital content collaboration, trade marketing tie-ups.
- Track and measure the business and brand impact of each partnership; prepare quarterly partnership review reports for leadership.
C. Key Account Management
- Own the complete post-acquisition relationship for all B2B accounts: quarterly business reviews, reorder management, product extension pitches, and complaint resolution.
- Build relationships with multiple stakeholders within each account: procurement, R&D / product development, quality, and marketing.
- Develop account-specific growth plans targeting wallet-share expansion through new SKUs, larger volumes, or additional product categories.
- Proactively flag supply issues, quality concerns, or commercial disputes early and resolve them in coordination with internal teams.
D. Market Intelligence & Category Development
- Monitor competitor activity in the B2B jaggery and natural sweeteners space: pricing, product launches, partnerships, and distribution moves.
- Provide structured feedback from the market to the product development and brand teams: unmet needs, format gaps, packaging preferences, price points.
- Track regulatory developments affecting B2B food ingredient supply: FSSAI labelling norms, Legal Metrology, GST changes, import competition.
- Maintain updated knowledge of key customer categories: cost structures, procurement cycles, quality certification requirements (FSSC 22000, ISO, organic, etc.).
E. Revenue Targets & Reporting
- Own and deliver monthly, quarterly, and annual B2B revenue targets as agreed with leadership.
- Prepare weekly pipeline reports, monthly performance dashboards, and quarterly business reviews for the Commercial Head.
- Participate in annual planning: revenue forecasting, account prioritisation, channel strategy, and pricing reviews.
KEY RESULT AREAS (KRAS) & KPIS
KRA
KPI / Metric
Target (Year 1)
Review Frequency
B2B Revenue
B2B net revenue generated (INR)
INR 2 Cr
Monthly
New Account Acquisition
No. of new B2B accounts signed
Min. 25 accounts
Monthly
Pipeline Management
Qualified pipeline value (INR)
3x revenue target
Fortnightly
Brand Partnerships
No. of active co-branding / ingredient partnerships
Min. 5 live partnerships
Quarterly
Account Retention
% of Year-1 accounts retained in Year 2
>80%
Annual
Wallet Share Growth
Revenue growth from existing accounts (YoY %)
>25% YoY
Quarterly
Lead-to-Close Ratio
Qualified leads converted to paid orders
>30%
Monthly
Order Fulfillment
% of B2B orders fulfilled on time and in full (OTIF)
>92%
Monthly
Market Intelligence
Competitor / market reports submitted
1 per quarter
Quarterly
CRM Hygiene
% of accounts updated in CRM within 48 hrs of interaction
>95%
Monthly
IDEAL CANDIDATE PROFILE
Experience
- 5–10 years of progressive B2B sales / key account / brand partnership experience, preferably in FMCG, Food Ingredients, Agri-Commodities, Specialty Foods, or Nutraceuticals.
- Demonstrated track record of independently acquiring and managing institutional clients: hotel chains, food manufacturers, QSR / café chains, or modern trade.
- Experience in consultative or solution-based selling — ability to map a product to a client’s application need, cost structure, and brand positioning.
- Prior experience in HOReCa sales, ingredient supply, or food-tech / D2C food brand partnerships is a strong advantage.
Skills & Competencies
- Commercial acumen: pricing, margin management, contract negotiation, credit assessment.
- Relationship building: ability to develop trust-based, multi-stakeholder relationships with procurement, R&D, quality, and marketing teams.
- Communication: excellent spoken and written English and Hindi; ability to write crisp proposals, pitch decks, and commercial term sheets.
- Analytical: comfortable with pipeline metrics, account P&L, market sizing, and CRM dashboards.
- Category knowledge: genuine interest in specialty foods, clean-label ingredients, jaggery / natural sweeteners, and health & wellness trends.
- Self-driven: comfortable working with limited hand-holding; entrepreneurial mindset suited to a growing brand in scaling mode.
Preferred Background
- Experience in selling to procurement / sourcing teams of hotel chains (ITC, Marriott, Taj, Hyatt, Radisson), food manufacturers, or QSR groups.
- Network in the F&B / HOReCa / food ingredients ecosystem in NCR, Mumbai, or Bangalore.
- Familiarity with FSSAI food safety standards, B2B supply agreement structures, and food ingredient specification sheets.
- Exposure to specialty or niche food brands with a story-led, premium positioning.
WHAT DHAMPUR GREEN OFFERS
Benefit / Aspect
Details
Brand Heritage
Work with a 40-year-old legacy brand that is genuinely authentic — not a startup fabricating a story.
Category Ownership
You will be the first dedicated B2B acquisition leader for the brand — a rare chance to build a function from scratch.
Product Portfolio
200+ SKUs of jaggery, specialty sugars, and natural sweeteners across formats — one of the widest in India.
Compensation
Competitive fixed CTC + performance-linked variable tied to B2B revenue targets. Transparent incentive structure.
Growth Path
Head of B2B / National Sales Head role for the right candidate within 2–3 years.
Working Environment
Lean, decision-fast team with direct access to business leadership. No bureaucratic layers between ideas and execution.
Travel
Pan-India travel with focus on key metros. Travel and accommodation fully reimbursed per policy.
Industry Access
Opportunity to represent Dhampur Green at food trade shows (ANUFOOD, Fi India, AAHAR, FHW), build a market-facing profile.
WORKING RELATIONSHIPS
Stakeholder
Team / Function
Nature of Interaction
Reports to
Director
Performance reviews, target-setting, deal approvals
Works closely with
Brand & Marketing Team
Pitch decks, co-branding assets, product photography, campaign alignment
Works closely with
Supply Chain & Logistics
B2B order fulfillment, lead times, MOQ feasibility
Works closely with
QA / Production
Specification compliance, sampling, quality certifications for clients
Works closely with
Finance / Legal
Credit assessment, contract review, invoice and payment tracking
External
Procurement / R&D / Marketing at client companies
Day-to-day commercial relationship management
PRIORITY TARGET CLIENT SEGMENTS
Segment
Target Examples
Primary Use of Jaggery / Sweeteners
5-Star & Luxury Hotels
ITC, Taj, Marriott, Hyatt, Radisson, Leela
F&B kitchens, in-room amenity kits, specialty dining menus
Tea & Coffee Chains
Chaayos, Chai Point, Blue Tokai, Third Wave
Jaggery as tea sweetener / premix ingredient
Health & Wellness Brands
Yoga Bar, Whole Truth, Kapiva, Organic India
Ingredient in health bars, protein bites, ayurvedic products
QSR / Café Groups
Haldiram’s, Bikanervala, regional chains
Mithai, snack manufacturing, beverage ingredient
Food Manufacturers
Biscuit, bakery, confectionery, premix brands
Sugar replacement / natural sweetener in formulation
Modern Trade / Private Label
D-Mart, Reliance Smart, Star Bazaar
Branded or private-label jaggery on shelf
D2C Food Startups
Health food, clean-label, functional food brands
Co-branding, ingredient partnership, contract supply
Institutional Caterers
Sodexo, Compass, IRCTC, hospital chains
Bulk jaggery supply for institutional kitchens
HOW TO APPLY
Interested candidates are invited to share their updated CV and a brief cover note (email / PDF) explaining:
- Their most significant B2B partnership or institutional account win — what was the challenge, how did they close it, what was the outcome?
- Why they believe jaggery and natural sweeteners are a compelling B2B category play in India’s food ecosystem today.
Apply to
[HR / Hiring Manager Name]
Email
[[email protected] / [email protected]]
Subject Line
Application — B2B Customer Acquisition & Brand Partnership Manager.
Shortlisting
Rolling basis — early applications encouraged
Dhampur Green is an equal opportunity employer.
All applications are treated with strict confidentiality.
Contact Number - 9599379848
Pay: ₹40,000.00 - ₹80,000.00 per month
Work Location: In person
