Commercial Head - Specialties

Roquette Group; Mumbai; On-site; INR 4,500,000 - 6,500,000; Full time

Job summary

Roquette Group in Mumbai seeks a Commercial Head - Specialties to lead the specialty business, setting strategy to hit top- and bottom-line targets and expand key accounts. You will drive go-to-market, pricing, and cross-functional collaboration to grow revenues while building a customer-centric team.

The role requires deep experience in business development for food specialty products, with a track record of profitability, strategic partnerships and people leadership in a dynamic global

Qualifications

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

Responsibilities

• Lead the Specialty Business by setting and executing strategy to deliver top- and bottom-line targets.
• Build a high-performing, customer-centric organization that leverages insights and cross-functional collaboration.
• Monitor market trends, competitor activity and price movements to shape strategy.
• Lead negotiations with key decision makers at customer end and manage large accounts.
• Develop pricing strategies and go-to-market plans across segments and geographies.
• Recruit, mentor and develop talent, driving innovation and a culture of excellence.

Skills

Strategic mindset

Negotiation skills

Communication skills

People management

Stakeholder management

Analytical skills

Commercial acumen

Entrepreneurial mindset

Team leadership

Job description

To meet our challenges, we are looking for a Commercial Head - Specialties based in Mumbai.

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.

Your experience and talents will make the difference to:

• 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 Business plan. This would include monitoring parameters like 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 specialtyproducts across India and Globally
• Lead special projects/market surveys; identify new segments and customers which can help in enhancement of 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 Skills and Strategic Mindset

• Possess analytical skills and decision making abilities to achieve the organization's objectives
• Value driven, have impeccable integrity and high personal ethics
• Strategic yet hands on and have the ability to lead and guide the team
• Has the energy to work in a dynamic environment, and yet possesses the maturity and good-counsel
• Ability to manage key customer relationships and develop growth
• Well-developed commercial acumen and solution oriented approach
• Have focus on innovation, commitment to excellence and strong achievement orientation
• Be a self-starter with a high energy level, and entrepreneurial mindset

Stakeholder Management

• Ability to manage both internal and external stakeholders
• Ability to collaborate across multiple cross-border groups and be comfortable in a matrix reporting structure

People Management

• Ability to drive change and positively influence others
• Strong interpersonal and people skills, including a high level of personal impact and an inclusive and approachable style

Communication Skills

• Have strong communications and negotiation skills to manage internal and external relations
• Ability to influence without authority, strong negotiation and listening skills

What we will love about you:

• Overall 15+ years of progressive experience in a commercial / business development role; with 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 i.e. consistently meeting or exceeding revenue and profitability targets in a competitive environment
  

And also …

• Experience in food specialties
• Experience in cross functional/ diverse assignments
• Experience in a MNC with matrix reporting structure and collaborating with multiple stakeholders
• International work experience