Head - Food & Grocery - B2B Startup

Job Description :

- Build a new business line for addressing the food and grocery sourcing requirements of large and high volume buyers such as large hotels, institutions, cloud kitchens, industrial caterers, hospitals, NGOs, food manufacturers, government contracts.

- Own the P&L, establish the business in Bangalore and scale nationally to other cities as footprint expands

- Build and execute the business plan for this customer segment from scratch

- Define a clear value proposition.

- Hire and manage a sales team

- Set targets and define incentive structures

- Manage day-to-day performance vs. targets

- Provide mentorship to help the team develop skills required to grow and take on more responsibility

- Identify and onboard the right target customers (Hunting)

- Set up an account management structure to manage these customers (Farming)

- Set clear targets and incentive structures to grow and retain customers

- Work with other functions to develop the ecosystem required to serve this segment

- Work with design, product and technology teams to define business requirements for products/ capabilities required by internal teams (sales force in the field) or for customers (e.g. ordering through email/ integrations with POS or ERPs)

- Provide the sourcing team with the target selection and cost

- Get the required capacities in each leg of supply chain and any specific capabilities required to serve these customers (Night/ early morning delivery, larger vehicle types etc.) at the target cost

- Develop customer specific payment mechanisms / credit products in partnership with the credit and payments team

- Work with Finance and CD teams to ensure customer specific requirements for support, reconciliation etc. are available

- Continuously identify and explore new opportunities to increase scale to enable better sourcing and margins

Requirements :

- 10-15 years of experience in food & grocery distribution, B2B sales/ retail

- MBA from top institutions

- Comes with a deep relationship with existing customers in Bangalore and/or Hyderabad region

- At least 3-5 years of direct P&L ownership

- Demonstrated experience of having built out and managed sales teams of at least 100 people

- Data drove decision making and high analytical rigor

- Ability and a proven record of operating independently and of building out and executing a business plan (AOP/ QOP) with broad strategic guidance

- Ability to hire across multiple org levels quickly

- Willingness to go on the ground and get their hands dirty

- Ability to work with a wide range of stakeholders across product, design, technology, supply chain, credit/ payments, finance.