Category Head (Institutional Business)

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Role

Creamy Foods Limited is looking for an experienced Category Head Institutional Business to drive the growth of our Skimmed Milk Powder & Butter business across India.

The role involves developing business with reputed institutions, corporate customers, food manufacturers, dairy, bakery, confectionery, ice cream, HoReCa and other bulk buyers.

The candidate will be responsible for Business Development, commercial documentation, customer approvals, key account management, sales growth, Industrial Audit, budgeting, pricing, contracts, forecasting and compliance with company SOPs.

Key Responsibilities

1. Institutional Business Development

• Develop and execute the SMP & Butter Institutional Sales strategy.
• Acquire reputed institutional customers and develop new business opportunities.
• Build a strong customer pipeline and drive sales growth across India.

2. Customer & Key Account Management

• Build strong relationships with key institutional customers.
• Manage customer requirements, negotiations, contracts and commercial agreements.
• Develop existing accounts through repeat and additional business.

3. Market Expansion

• Identify new markets, customer segments and business opportunities.
• Monitor market trends, competitor pricing and customer requirements.
• Develop strategies to increase SMP & BUTTER market share.

4. Sales, Revenue & Profitability

• Achieve monthly, quarterly and annual sales targets.
• Manage sales volume, revenue, margins and profitability.
• Ensure timely order generation and execution.

5. Budgeting & Business Planning

• Prepare annual, quarterly and monthly sales budgets and business plans.
• Develop customer-wise and region-wise sales targets.
• Monitor budget vs. actual performance and take corrective actions.
• Ensure pricing, discounts and schemes remain within approved limits.

6. Approval & SOP Compliance

• Ensure all institutional business follows company SOPs and approval processes.
• Manage customer approval, pricing, credit, contracts and commercial documentation as per company policy.

7. Pricing & Commercial Management

• Develop pricing strategies and negotiate commercial terms.
• Monitor market and competitor pricing.
• Ensure healthy margins and control credit terms and outstanding payments.

8. Sales Forecasting & Demand Planning

• Prepare periodical sales forecasts.
• Coordinate with Production, Planning and Supply Chain for demand and stock availability.
• Monitor forecast vs. actual sales and maintain proper order/pipeline records.

9. Credit Control & Collections

• Evaluate customer creditworthiness and recommend credit limits.
• Ensure timely collections and escalate overdue accounts.

10. Business Reporting & MIS

• Prepare regular sales, budget, forecast, profitability and customer performance reports.
• Provide management with business updates, opportunities and corrective action plans.

Preferred candidate profile

Experience

• 1015 years of relevant experience in Institutional / B2B Sales / Co-operative Society
• Strong experience in Dairy Milk Powder, Food Ingredients, Food Processing or related industries preferred.
• Experience in dealing with reputed institutional customers is mandatory/preferred.
• Experience in handling large-volume B2B accounts and commercial negotiations.
• Experience in developing institutional business processes, documentation and SOPs