Commercial Head - Specialties

Roquette; Mumbai; On-site; INR 3,500,000 - 5,500,000; Full time

Job summary

Roquette in Mumbai seeks a seasoned leader to head the Specialty Business, defining and executing strategy to deliver top- and bottom-line targets, expand priority markets, and strengthen market share. You will build a high-performing, customer-centric organization leveraging insights and cross-functional collaboration to drive sustainable growth.

Lead pricing, go-to-market, and negotiate with key clients while mentoring talent across the business.

Qualifications

• 15+ years of progressive commercial/business development experience.
• Recent 3+ years leading a BU of an MNC with specialty products for the food industry.
• Proven track record in business growth, pricing, and contracts.

Responsibilities

• Formulate and implement the strategy for the specialty business to meet top-line and bottom-line targets.
• Monitor performance against the business plan, including market share and customer metrics.
• Lead market surveys, identify new segments and key accounts to boost revenues.
• Collaborate with marketing to design innovative branding, campaigns and exhibitions.
• Develop pricing strategies and negotiate with key decision makers.

Skills

Leadership

Stakeholder management

People management

Communication skills

Job description

Overview

Roquette is a family-owned global leader in plant-based ingredients and a leading provider of pharmaceutical excipients. The company collaborates with customers and partners to imagine and offer ingredients to better feed people and treat patients. The role is based in Mumbai and focuses on leading the Specialty Business by setting and executing strategy to deliver top- and bottom-line targets, expand priority markets and key accounts, and strengthen market share.

Position Purpose: Lead the Specialty Business by setting and executing strategy to deliver top- and bottom-line targets, expand priority markets and key accounts, and strengthen market share. Build a high-performing, customer-centric organization that leverages competitive insights, innovative go-to-market and pricing, and cross-functional collaboration to drive sustainable growth.

Responsibilities

• Formulation and implementation of the strategy for the specialty business, ensuring the delivery of top-line and bottom-line targets.
• Periodic monitoring and performance tracking to achieve the Business plan, including parameters such as Sales Realization, Market share, Receivables, customer call rates/visit reports, etc.
• Monitor competitor activities in terms of new developments, price movements, industry trends, etc., for specialty products across India and globally.
• Lead special projects/market surveys; identify new segments and customers to enhance revenues and profitability.
• Provide strategic plan with reference to key clients and market sectors to achieve long-term product and geographic expansion.
• Work with the marketing team to create innovative marketing and branding activities, campaigns, exhibitions, etc.
• Implement customer retention strategies and create and execute a client relationship management strategy.
• Develop and maintain high-level customer relationships, ensuring coordinated action and facilitating customer technical issue resolution.
• Create a competitive yet revenue-building product pricing strategy across customer segments.
• Lead negotiations with key decision makers at the customer end.
• Recruit and develop talent at various levels within the business; mentor and train at appropriate levels to generate focus of the entire business on top-line and bottom-line goals.
• Create and maintain a culture of innovation, enthusiasm, empowerment and teamwork across the business, to have an overall positive impact.

Leadership and Professional Competencies

• Leadership Skills and Strategic Mindset: Possess analytical skills and decision-making abilities to achieve the organization’s objectives; value-driven with integrity and high ethics; strategic yet hands-on with the ability to lead and guide the team.
• Stakeholder Management: Ability to manage internal and external stakeholders; collaborate across cross-border groups in a matrix reporting structure.
• People Management: Ability to drive change and positively influence others; strong interpersonal skills and an inclusive, approachable style.
• Communication Skills: Strong negotiation and listening skills; ability to influence without authority.

What we will love about you

• Overall 15+ years of progressive experience in a commercial/business development role, with the most recent 3+ years in leading a BU of an MNC organization with specialty products for the food industry.
• Deep experience in Business Development, Key Account Management, new client acquisition, contracts and pricing mechanisms.
• Demonstrated track record of building business and enhancing profitability by consistently meeting or exceeding targets in a competitive environment.
• Experience in food specialties, cross-functional/diverse assignments, MNC with matrix reporting structure, and international work experience.

Equal Opportunity and About Roquette

Roquette is proud to be a global company where you can find personal and professional growth through diverse experiences. Roquette is committed to equal opportunity by complying with EEO laws and staying inclusive in its approach. For more information about our products, values and sustainability ambitions, visit www.roquette.com and www.sustainability.roquette.com.

Roquette is a global leader in sustainable plant-based solutions, driving innovation and partnerships shaping the future of nutrition, health, and bioindustry. The company uses resources such as wheat, corn, seaweed, and cellulose to craft high-performance ingredients for everyday foods, oral medications, advanced biopharmaceuticals, and a range of bio-based products. With over 90 years of expertise and 11,000 employees, Roquette serves clients in over 150 countries and aims to create lasting value for customers, patients, consumers, and society. Discover more about Roquette here.