JOB DESCRIPTION

Title: Regional Head – Business Development (Institutional Catering)

Reporting To: Business Head - Institutional Catering

Function: Business Development & Sales

Job Family: Sales, Business Growth & Client Acquisition

Business Entity: Nekta Food Solutions Ltd.

Company Profile

Nekta Food Solutions Limited is a wholly owned subsidiary of TajSATS, India's market leader in aviation catering. Built on a rich legacy of culinary excellence, Nekta is transforming institutional catering through its commitment to delivering contemporary, progressive and thoughtfully curated dining experiences. As Nekta continues its journey toward establishing a legacy of its own, the organization is driven by a bold vision to become a market leader in the institutional and corporate catering sector. As we accelerate our growth and expansion, we seek dynamic and ambitious professionals who thrive in high-performance environments, embrace challenges and are eager to contribute to building the next industry-leading food services brand. If you are driven by excellence, innovation and continuous growth, we invite you to be part of our journey.

Job Purpose

To lead and drive business growth across the assigned region by identifying new business opportunities, securing institutional catering contracts, strengthening client relationships and enhancing market presence. The incumbent will be responsible for formulating and executing regional sales strategies, achieving revenue and profitability targets, expanding the customer portfolio and leading a high-performing business development team.

Job Description

A. Strategic Business Development

- Develop and implement regional business development strategies aligned with the organization's growth objectives.
- Identify emerging market opportunities across Corporate Offices, Manufacturing Plants, Healthcare Institutions, Educational Institutions, IT Parks, Facility Management Companies, and Government Establishments.
- Build a robust pipeline of prospective clients and drive conversion of opportunities into long-term contracts.
- Conduct market intelligence, competitor analysis, and customer research to identify growth opportunities.

B. Revenue Growth & Sales Management

- Achieve regional revenue, sales, and profitability targets.
- Drive new account acquisition and retention of existing customers.
- Develop pricing, commercial proposals,



and contract negotiation strategies.
- Review sales performance regularly and initiate corrective actions to achieve business goals.
- Monitor sales funnel effectiveness and improve conversion ratios.

C. Client Relationship Management

- Establish and maintain strong relationships with CXOs, Procurement Heads, HR Heads, Administration Heads, Facility Managers, and Key Decision Makers.
- Conduct client presentations, business reviews, and solution-based discussions.
- Ensure high client satisfaction through proactive engagement and issue resolution.
- Identify opportunities for cross-selling and upselling services.

D. Tender Management & Contract Acquisition

- Lead identification and evaluation of tenders, RFPs, RFQs, and institutional business opportunities.
- Coordinate bid preparation, commercial evaluations, and proposal submissions.
- Negotiate commercial and contractual terms to maximize profitability while ensuring customer satisfaction.
- Drive closure of strategic and high-value contracts.

E. Regional Market Expansion

- Establish market penetration strategies across assigned territories.
- Develop channel partnerships, strategic alliances, and referral networks.
- Represent the organization at industry forums, networking events, and trade exhibitions.
- Strengthen brand visibility and market positioning within the institutional catering segment.

F. Cross Functional Coordination

- Collaborate closely with Operations, Culinary, Quality Assurance, Finance, Supply Chain, Procurement, and HR teams.
- Ensure seamless transition of newly acquired accounts during onboarding and implementation.
- Provide market insights and customer feedback to internal stakeholders for continuous improvement.

G. Team Leadership & Capability Building

- Lead, mentor, and develop regional business development teams.
- Set KPIs, monitor performance, and drive a high-performance sales culture.
- Build succession plans and strengthen team capability through coaching and training.
- Foster collaboration, accountability,



and customer-centricity.

H. Governance & Reporting

- Maintain accurate records of opportunities, proposals, contracts, and customer interactions.
- Develop regional business forecasts, budget plans, and sales MIS reports.
- Present business performance updates and strategic recommendations to leadership.
- Ensure compliance with organizational policies and commercial governance frameworks.

Major Areas of Responsibility

- Regional Revenue Growth
- New Business Acquisition
- Strategic Account Development
- Client Retention & Contract Renewals
- Tender & Proposal Management
- Market Expansion & Penetration
- Commercial Negotiation & Contract Closure
- Team Leadership & Development
- Sales Forecasting & Reporting
- Customer Relationship Management
- Competitive Intelligence
- Cross-Functional Business Coordination

Qualifications & Experience

Education:

- MBA in Marketing / Sales / Business Management preferred.
- Graduate degree in Business Administration, Hospitality Management, Hotel Management, or related discipline.

Experience:

- 12–18 years of experience in Business Development, Sales, Key Account Management, or Commercial roles.
- Minimum 5 years in a leadership role handling regional or national business development responsibilities.
- Experience in Institutional Catering, Food Services, Hospitality, Facility Management Services, IFM, Healthcare Catering, Industrial Catering, or Corporate Food Services preferred.
- Proven track record of managing large-value contracts and achieving business growth targets.

Skills & Competencies

- Strategic Sales Planning
- Contract Negotiation
- Key Account Management
- Financial Acumen & Commercial Understanding
- Stakeholder Management
- Team Leadership
- Presentation & Influencing Skills
- Market Analysis & Business Intelligence
- Proposal Development
- CRM & Sales Analytics
- Decision Making & Problem Solving

Key Success Metrics (KPIs)

- Achievement of Revenue Targets
- Recent Client Acquisition
- Annual Contract Value (ACV) Generated
- Proposal-to-Conversion Ratio
- Regional Market Share Growth
- Contract Renewal Rate
- Client Satisfaction & Retention Scores
- Sales Pipeline Health
- Profitability of New Accounts
- Strategic Partnerships Developed
- Team Productivity & Performance
- Accuracy of Forecasting and Business Reporting

📌 Regional Head - Business Development (Delhi)
🏢 Nekta Food Solutions
📍 Delhi