:

Business Development Manager – Institutional & Industrial Sales

Sambhajinagar Region

Location: Sambhajinagar, Maharashtra

Primary Territory: Shendra MIDC Sambhajinagar

Department: Business Development / Sales

Reporting To: Director

Experience: 5–10 years

Employment Type: Full-Time

Industry: Corporate Catering / Industrial Catering / Institutional Food Services

1. About D-Light Foods

D-Light Foods & Hospitality Pvt. Ltd. is a professionally managed corporate and institutional catering company providing food and hospitality solutions to corporates, industries, hospitals, educational institutions and other large organizations.

D-Light is establishing a new food catering facility at Shendra MIDC, Chhatrapati Sambhajinagar, with the objective of developing a strong local presence and serving the growing industrial and institutional ecosystem of the region.

We are looking for a highly energetic and locally connected Business Development Manager – Institutional & Industrial Sales who will be responsible for building the business pipeline and acquiring new catering contracts in and around Sambhajinagar.

1. Position Objective

The primary objective of this position is:

To build and convert a strong local sales pipeline for the current Shendra MIDC facility by acquiring recurring catering contracts from industries, hospitals, educational institutions and other large establishments in Chhatrapati Sambhajinagar.

The candidate will be responsible for the complete sales cycle:

Market Mapping → Prospecting → Decision-Maker Access → Requirement Identification → Site Visit → Proposal → Commercial Negotiation → Contract Closure → Operations Handover The role is highly field-oriented and requires extensive local market coverage.

1. Primary Sales Segments

The candidate will focus on three major segments:
1. Industrial / MIDC Sales – PRIMARY FOCUS

Target:
- Shendra MIDC
- Chikalthana MIDC
- Waluj MIDC
- Chitegaon industrial area
- Bidkin / DMIC area
- Industrial estates around Sambhajinagar
- Large manufacturing units
- Auto & auto-component companies
- Engineering companies
- Pharmaceutical companies
- FMCG companies
- Food processing companies
- Textile companies
- Chemical companies
- Packaging companies
- Warehousing/logistics companies
- Large corporate offices and industrial campuses

Catering Opportunities

- Factory canteens
- Employee meals
- Shift meals
- Staff cafeterias
- Executive dining
- Pantry management
- Tea/coffee services
- Packed meals
- Night-shift meals
- Worker meals
- Event catering
- Corporate meetings

1. Hospital & Healthcare Sales

Target:
- Private hospitals
- Multi-speciality hospitals
- Nursing homes
- Medical colleges
- Healthcare institutions
- Diagnostic centres
- Rehabilitation centres
- Large healthcare campuses

Potential Services

- Patient meals
- Staff meals
- Doctor dining
- Hospital cafeteria
- Pantry services
- Diet meals
- Employee meals
- Event catering

The candidate should develop relationships with:
- Hospital Directors
- Administrators
- Procurement Heads
- Facility Managers
- HR/Admin Heads
- Purchase Managers
- Finance Heads
- Dieticians/Nutrition Heads

1. Educational & Institutional Sales

Target:
- Universities
- Engineering colleges
- Medical colleges
- Management institutes
- Schools
- Residential schools
- Hostels
- Student campuses
- Training institutions
- Research institutions

Potential Services

- Student mess
- Hostel catering
- College cafeteria
- Faculty cafeteria
- Staff meals
- Campus food court
- Event catering
- Convocation catering
- Seminar/conference catering
- Packed meals

Key relationships:
- Trustees
- Chairman/Management
- Principal
- Registrar
- Campus Director
- Administrative Officer
- Procurement Head
- Hostel Warden
- Facility Manager

1. Key Responsibility – Build Shendra MIDC Business

The candidate's first priority will be to make the new Shendra facility commercially successful.

The candidate will be expected to:

- Map every major industrial cluster in the territory.
- Prepare a database of target companies.
- Identify employee strength and shift patterns.
- Identify existing catering vendors.




- Identify contract renewal dates.
- Understand current meal rates.
- Identify companies dissatisfied with existing vendors.
- Approach newly established units.
- Identify companies expanding their workforce.
- Build relationships with HR/Admin/Facility/Purchase teams.
- Convert opportunities into recurring meal contracts.

The candidate should treat the Shendra facility as a sales asset and communicate its advantages to prospective customers.

1. New Business Development

The candidate will be responsible for generating new business through:
- Direct field visits
- Industrial estate visits
- Cold calling
- References
- Existing relationships
- HR/Admin networks
- Facility management companies
- Consultants
- Procurement contacts
- Local business associations
- Industry associations
- Tenders
- RFPs
- Digital prospecting

The candidate must be comfortable with high-volume field prospecting.

1. Decision-Maker Relationship Development

In industrial accounts, the candidate should build relationships with:
- Plant Head
- Factory Manager
- HR Head
- Admin Head
- Purchase Head
- Facility Manager
- Finance Head
- Corporate Procurement
- Unit Head

The candidate should understand that the person using the catering service and the person approving the vendor may be different.

The objective is to identify:

User → Influencer → Evaluator → Commercial Approver → Final Decision Maker

1. Contract & Tender Management

The candidate will identify:
- Industrial canteen tenders
- Factory catering RFPs
- Hospital catering tenders
- College/university tenders
- Hostel mess contracts
- Facility management contracts
- Annual catering contract renewals

Responsibilities include:
- Studying tender conditions.
- Understanding eligibility requirements.
- Estimating meal volumes.
- Identifying manpower requirements.
- Understanding equipment requirements.
- Coordinating costing.
- Preparing commercial proposals.
- Coordinating technical proposals.
- Participating in negotiations.
- Ensuring timely submission.

1. Proactive Sales – Before Tender

One of the most important responsibilities will be:

Do not wait for tenders. Create opportunities before the tender is released.

The candidate should regularly identify:

- New factories
- New industrial projects
- Factory expansions
- New employee facilities
- New hostels
- New hospitals
- New colleges
- Existing contracts nearing expiry
- Client dissatisfaction with existing vendors

The candidate should develop relationships 6–12 months before the contract renewal wherever possible.

1. Commercial Proposal & Negotiation

The candidate will coordinate with D-Light's finance and operations teams to develop commercially viable proposals.

The candidate should understand

- Meal volume
- Meal frequency
- Shift timings
- Menu requirements
- Food cost
- Labour cost
- Transportation
- Kitchen equipment
- Consumables
- Utilities
- Minimum guarantee
- Pricing structure
- Contract period
- Escalation clauses
- Expected gross margin

The candidate must never commit commercial terms independently beyond approved parameters.
1. Business Models

The candidate should explore different commercial models:

Industrial

- Per meal
- Fixed monthly contract
- Minimum guarantee
- Subsidised meal
- Employee-paid meal
- Employer-paid meal
- Hybrid model

Hospital

- Patient meal contract
- Staff meal contract
- Cafeteria management
- Per-meal model
- Fixed management fee

Education

- Student mess
- Hostel contract
- Per meal
- Minimum guarantee
- Institution-subsidised model
- Student-paid model

1. New Facility Launch Strategy

The candidate will also support the commercial launch of the Shendra facility.

Responsibilities include

- Preparing local market introduction material.




- Organising facility visits for prospective clients.
- Inviting HR/Admin/Procurement teams to visit the facility.
- Conducting tasting sessions.
- Organising sample meal demonstrations.
- Preparing corporate catering proposals.
- Conducting pilot meal programmes.
- Supporting contract mobilisation.

The candidate should use the new facility as a demonstration and conversion centre.

1. Sales Pipeline Management

The candidate will maintain a structured sales pipeline:

Prospect → Contact → Meeting → Requirement → Site Visit → Sampling → Proposal → Commercial Discussion → Negotiation → Trial/Pilot → Contract → Mobilisation

Weekly reporting should include

- New prospects
- Decision-makers contacted
- Meetings
- Site visits
- Sampling/tasting sessions
- Proposals
- Tenders
- Negotiations
- Expected contract value
- Expected meal volume
- Expected commencement date
- Probability of closure
- Next action

1. Key Performance Indicators – KPIs

The candidate will be evaluated primarily on revenue and profitable contract acquisition.

Primary KPIs

1. New contracts acquired
2. Annual contract value
3. Monthly recurring revenue
4. Number of meals contracted
5. Gross margin
6. Qualified sales pipeline
7. Conversion ratio
8. Average account value
9. Number of new industrial accounts
10. Number of new institutional accounts

Secondary KPIs

- Decision-maker meetings
- Site visits
- Sampling sessions
- Proposals submitted
- Tender participation
- New prospects
- CRM discipline
- Follow-up quality

1. Preferred Background

Candidates from:
- Institutional catering
- Corporate catering
- Facility management
- Industrial catering
- Hospitality
- Food services
- B2B sales
- Industrial sales
- Facility management sales
- Hospitality sales
- Industrial consumables/services
- Security/facility services
- Corporate housekeeping
- Manpower outsourcing

will be considered.

Candidates who have sold B2B services to factories, hospitals or institutions will be particularly suitable.

1. Educational Qualification

Minimum: Graduate in any discipline.

Preferred

- MBA – Sales/Marketing
- Hospitality Management
- Hotel Management
- Business Administration

However:

Local relationships + proven sales performance > academic qualification.

1. Experience

Preferred: 5–10 years of B2B/institutional/industrial sales experience.

Candidates with 3+ years of strong local network and demonstrated ability to acquire institutional clients may also be considered.

1. Skills Required

Sales

- Prospecting
- Cold calling
- Field sales
- Lead generation
- Relationship management
- Negotiation
- Closing

Commercial

- Pricing
- Cost understanding
- Proposal preparation
- Contract understanding
- Margin awareness

Communication

- Excellent Marathi/Hindi communication
- Good English communication
- Presentation skills
- Negotiation skills
- Professional email communication

Technology

- MS Excel
- PowerPoint
- CRM
- WhatsApp Business
- Sales pipeline management

1. Compensation

D-Light should use a Fixed + Performance Incentive structure.

Indicative Fixed Salary

₹5–12 lakh per annum depending on experience and network.

Variable Incentive

Linked primarily to

- New contract value
- Gross margin
- Recurring revenue
- Contract commencement
- Payment realisation

The company should avoid incentives based only on:
- Number of calls
- Number of meetings
- Leads generated
- Proposals submitted

The major incentive should be linked to actual profitable business generated.

1. Management's Priority

The person hired for this position should understand that his/her primary responsibility is not simply sales activity—it is filling the capacity of the new Shendra facility with profitable recurring business.

The hierarchy of priorities should therefore be:

1. Industrial/MIDC Contracts

↓

2. Hospital & Healthcare Contracts

↓

3. Educational Institution Contracts

↓

4. Corporate/Event Catering

↓

5. Account Expansion & Cross-Selling

The BDM should work towards creating a diversified client base so that D-Light does not become dependent on one or two large accounts.

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