Position: Head Institution Business

Industry: Edible Oil / FMCG / Food Products

Department: Sales & Business Development

Location: Mumbai

Experience: 15 -20 Years

About the Company:

One of our clients is a leading FMCG group in India, with a strong presence in edible oils, cooking fats, and food & beverage products. The organization is also expanding into specialty chemicals and oleochemicals, serving personal care, pharmaceuticals, agrochemicals, and industrial sectors. Backed by a diversified parent group, it is investing in one of Indias largest oleochemical plants in Gujarat, driving sustainability, innovation, and rapid growth.

Key Responsibilities

1. Business Strategy & Growth

- Develop and execute the overall strategy and annual business plan for the institutional business.
- Drive revenue, volume, profitability, and market-share growth across institutional segments.
- Identify emerging market opportunities, new customer segments, geographies, and business models.
- Develop long-term growth strategies aligned with overall organizational objectives.
- Establish business targets, KPIs, budgets, and performance metrics for the institutional vertical.
- Monitor market trends, competitive activity, pricing, and customer requirements to identify opportunities and risks.

2. Institutional Sales & Key Account Management

- Lead the acquisition, development, and retention of large institutional customers.
- Build and maintain strong relationships with CXOs, procurement heads, administrators, decision-makers, and other key stakeholders.
- Drive strategic account planning for high-value and high-potential customers.
- Manage complex sales cycles, large-value negotiations, tenders, contracts, and institutional agreements.
- Develop customized solutions and commercial propositions based on institutional requirements.
- Ensure high levels of customer engagement, satisfaction,



retention, and repeat business.

3. Recent Business Development

- Identify and develop new institutional accounts and strategic business opportunities.
- Build a robust pipeline through direct prospecting, partnerships, references, industry networks, and market intelligence.
- Explore opportunities across corporate, educational, healthcare, government, hospitality, infrastructure, and other relevant institutional segments.
- Develop strategic partnerships and alliances to expand market reach and business potential.
- Lead major business proposals, negotiations, and closure of strategic opportunities.

4. Team Leadership

- Build, lead, mentor, and develop a high-performing institutional sales and business development team.
- Define territories, account ownership, targets, and performance expectations.
- Establish a strong performance-driven culture focused on accountability, customer orientation, and growth.
- Coach team members on consultative selling, negotiation, relationship management, and account development.
- Identify and develop future leadership talent within the function.

5. Revenue & Profitability Management

- Own the institutional business P&L; and deliver agreed revenue and profitability objectives.
- Drive healthy sales mix, pricing discipline, margins, and commercial effectiveness.
- Review sales forecasts, pipeline, order book, collections, and business performance regularly.
- Ensure strong control over commercial terms, credit exposure,



and customer profitability.
- Work with finance and operations teams to improve working capital and collections.

6. Tender & Contract Management

- Oversee participation in major institutional tenders, RFPs, RFQs, and large-scale contracts.
- Ensure commercially competitive and strategically viable proposals.
- Lead negotiations around pricing, service levels, contractual terms, payment terms, and long-term agreements.
- Ensure compliance with contractual commitments and institutional requirements.

7. Cross-Functional Collaboration

- Work closely with finance, operations, supply chain, marketing, product, customer service, and other functions to ensure seamless execution.
- Translate institutional customer requirements into actionable internal plans.
- Ensure timely delivery, service quality, issue resolution, and customer satisfaction.
- Participate in product/service development initiatives based on market and customer insights.

8. Market Intelligence & Competitive Strategy

- Maintain a strong understanding of industry trends, customer needs, competitor strategies, and market dynamics.
- Track competitor pricing, offerings, distribution models, and key account strategies.
- Provide insights to senior management for strategic decision-making.
- Identify potential disruptions and develop appropriate business responses.

9. Governance & Reporting

- Establish a robust business review mechanism covering sales, pipeline, revenue, profitability, collections, and customer performance.
- Provide regular business updates and strategic recommendations to senior leadership.
- Ensure effective CRM, sales forecasting, reporting, and data-driven decision-making.
- Maintain strong governance around institutional contracts, pricing, credit, and customer commitments.

📌 Head Institution Business - Edible Oil (Mumbai)
🏢 Gentoro People Consulting
📍 Mumbai