HoReCa Business Head

B2N Management Consulting Pvt. Ltd.; Bengaluru; Hybrid; INR 700,000 - 1,000,000; Full time

Job summary

B2N Management Consulting Pvt. Ltd. is seeking a seasoned Business Head to lead growth, brand and go-to-market strategy from its Bengaluru hub.

The role demands deep P&L discipline, rapid channel expansion and a data-driven approach to optimize CAC, margin and revenue across multiple channels. Responsibilities include steering a multi-year growth plan, building a high-performing consumer org (25+ to 55 later), and partnering with R&D, culinary, manufacturing and sales teams to deliver premium

Qualifications

• 10–15 years of experience in consumer businesses, preferably FMCG, food or adjacent categories.
• At least three years of meaningful P&L ownership, ideally ₹50 Cr+ scale.
• Experience scaling a new-age consumer brand or business through a significant growth phase.
• Experience as a Business Head, CBO, COO or equivalent senior commercial leader.
• Experience building quick commerce and marketplace channels as growth engines.
• Strong understanding of unit economics, contribution margins and CAC.
• Experience leading teams of 25+ people, including managers of managers.
• Experience working closely with R&D, culinary teams, manufacturing or co-packers.
• HoReCa or foodservice exposure.
• Experience in South India, Gulf or diaspora markets.

Responsibilities

• Own revenue, gross margin, marketing investment, contribution, EBITDA and working capital.
• Develop and execute the annual operating plan and four-year growth strategy.
• Allocate resources against the highest-value growth opportunities.
• Establish a rigorous operating rhythm through weekly trading and monthly business reviews.
• Balance growth, contribution and cash discipline.

Job description

• Own revenue, gross margin, marketing investment, contribution, EBITDA and working capital.
• Develop and execute the annual operating plan and four-year growth strategy.
• Allocate resources against the highest-value growth opportunities.
• Establish a rigorous operating rhythm through weekly trading and monthly business reviews.
• Balance growth, contribution and cash discipline rather than pursuing distribution or revenue for its own sake.

Brand & Consumer

• Establish the brand's positioning as a restaurant-style fine food brand for the home kitchen.
• Define brand architecture, proposition, packaging, communication and consumer experience.
• Build distinctive brand assets and a consistent voice across digital, retail and physical touch-points.
• Protect the brand's premium equity while expanding into higher-frequency cooking occasions.
• Develop a deep understanding of consumer needs, occasions, barriers and unmet needs.
• Build consumer awareness, trial, repeat and loyalty.
• Build a focused portfolio around high-potential consumer occasions rather than catalogue breadth.
• Identify and develop hero products capable of generating ₹10 Cr+ annual revenue.
• Lead innovation with parent company's culinary, flavour, R&D and sensory teams.
• Use consumer testing, product economics and post-launch data to decide what to scale, improve or discontinue.
• Maintain high availability of hero products while controlling SKU complexity.
• Translate the parent companies’ technical capabilities into compelling consumer propositions.

Growth & Digital Commerce

• Build scalable acquisition across quick commerce, marketplaces, D2C, paid social, creators, content and sampling.
• Make quick commerce a core growth engine, with disciplined city-by-city expansion.
• Develop Amazon, Blinkit, Zepto, Swiggy Instamart, BigBasket and other relevant platforms as strategic channels.
• Build first-party consumer data and CRM across WhatsApp, email, subscriptions and loyalty.
• Improve CAC, repeat purchase, cohort economics, contribution and customer lifetime value.
• Establish clear dashboards for velocity, availability, CAC, repeat, contribution and profitability by SKU, city and channel.

Build distribution deliberately, prioritising depth, velocity and profitability:

• Quick commerce
• Marketplaces and D2C
• HoReCa
• Gifting and selected institutional opportunities
• International / diaspora markets where strategically attractive

The Business Head will be expected to resist premature channel expansion and build density in the channels that work.

• Build and lead a high-performing consumer organisation, initially ~25 people and ultimately ~55.
• Recruit leaders across growth, brand, e-commerce, product, consumer insights, supply planning and finance.
• Establish clear accountability, decision rights, performance metrics and an entrepreneurial operating culture.
• Build an organisation capable of moving quickly, making decisions with imperfect information and operating with commercial discipline.
• Maintain a strong Bengaluru/Mumbai commercial presence while working closely with the South India-based R&D and manufacturing ecosystem.

Candidate Profile

Experience

The successful candidate is likely to bring:

• 10–15 years of experience in consumer businesses, preferably FMCG, food or adjacent categories. like sauces, spices, seasonings, snacks, dairy or adjacent categories.
• At least three years of meaningful P&L ownership, ideally at ₹50 Cr+ scale.
• Demonstrated experience scaling a new-age consumer brand or business through a significant growth phase.
• Experience as a Business Head, CBO, COO, Founder or equivalent senior commercial leader.
• A track record of launching, scaling and rationalising consumer products.
• Experience building quick commerce and marketplace channels as meaningful growth engines.
• Strong understanding of unit economics, contribution margins and customer acquisition economics.
• Experience leading teams of 25+ people, including managers of managers.
• Experience working closely with R&D, culinary teams, manufacturing or co-packers.
• HoReCa or foodservice exposure.
• Experience in South India, Gulf or diaspora markets.