Sales Head (B2B)

Job Title: Head of Sales – B2C & B2B

Industry: Quick Service Restaurant (QSR)

Department: Sales & Business Development

Reporting To: CEO / Founder / Business Head

Experience: 8–15 years

Job SummaryWe are looking for an experienced Head of Sales to lead and scale the B2C and B2B sales function for our QSR business. The role will be responsible for driving revenue growth, customer acquisition, corporate/institutional business, partnerships, and overall sales strategy across channels.

Key Responsibilities1. Sales Strategy & Revenue Growth

• Develop and execute the overall sales strategy across B2C and B2B channels.
• Own monthly, quarterly, and annual revenue targets.
• Identify new markets, customer segments, channels, and business opportunities.
• Develop sales plans aligned with the company's growth objectives.
• Track market trends, competitor activity, pricing, and customer preferences.

2. B2C Sales

• Drive customer acquisition, repeat purchases, and revenue across QSR outlets and digital channels.
• Improve customer retention, loyalty, average order value, and conversion.
• Work with marketing and operations teams on promotions, campaigns, and local activations.
• Develop strategies for increasing dine-in, takeaway, delivery, and other consumer sales channels.

3. B2B Sales

• Build and lead the corporate and institutional sales pipeline.
• Develop business from corporates, offices, institutions, schools, colleges, hotels, event companies, and other organizations.
• Drive corporate catering, bulk orders, employee meals, events, subscriptions, and strategic partnerships.
• Develop and manage key accounts and long-term B2B relationships.
• Lead negotiations and close high-value contracts and partnerships.

4. Team Leadership

• Build, manage, and mentor the B2C and B2B sales teams.
• Define individual targets, territories, incentives, and performance metrics.
• Conduct regular performance reviews and sales meetings.
• Develop a high-performance, target-oriented sales culture.
• Recruit and train sales talent as the business expands.

5. Business Development

• Identify new revenue streams and strategic partnerships.
• Explore franchise, corporate tie-ups, institutional, catering, and other relevant opportunities.
• Build relationships with key decision-makers and strategic partners.
• Develop and maintain a strong sales pipeline.

6. Sales Operations & Analytics

• Establish sales processes, reporting systems, CRM discipline, and forecasting mechanisms.
• Monitor sales funnel, conversion, revenue, margins, customer acquisition cost, and retention.
• Prepare weekly/monthly sales reports and forecasts for senior management.
• Use data and market insights to improve sales productivity and profitability.

7. Cross-Functional Collaboration

• Work closely with Marketing, Operations, Finance, Supply Chain, and Customer Experience teams.
• Ensure smooth execution of corporate and bulk orders.
• Align sales initiatives with restaurant capacity, product availability, pricing, and operational requirements.
• Key KPIsOverall revenue achievement
• B2B revenue and new-account acquisition
• B2C revenue growth
• New customer acquisition
• Repeat customer / retention rate
• Average order value
• Corporate & bulk-order revenue
• Sales conversion rate
• Sales pipeline value
• Gross margin / contribution
• Customer acquisition cost
• Sales team productivity
• Key-account retention
• Candidate ProfileBachelor's degree required; MBA/PGDM in Sales/Marketing preferred.
• 8–15 years of experience in sales/business development, preferably with experience in QSR, F&B, hospitality, FMCG, retail, or consumer businesses.
• Proven experience managing both B2B and B2C sales teams/channels.
• Strong track record of achieving revenue targets.
• Excellent negotiation, presentation, communication, and relationship-management skills.
• Strong understanding of sales strategy, CRM, forecasting, and sales analytics.
• Experience managing large teams and multiple markets is preferred.
• Entrepreneurial mindset with strong ownership of business numbers.
• Ideal Leadership TraitsRevenue-focused and commercially strong
• Data-driven decision maker
• Strong people leader
• Excellent negotiator
• Customer-centric
• High ownership and execution orientation
• Comfortable working in a fast-paced, high-growth QSR environment