Company Description
COWBERRY is building India’s organic food infrastructure on the principle of “Proof, Not Promise,” delivering organic products backed by verifiable data rather than marketing claims.
Every package carries a QR code linked to a batch-specific laboratory report testing for over 252 pesticide compounds, giving customers “Know, Not Hope.” COWBERRY partners with 150,000+ farmers across multiple Indian states and operates a vertically integrated, certified-organic supply chain with NPOP India, NOP USDA, and EU Organic certifications.
Role:
This is a full-time, on-site role based in Surat. We are looking for an experienced B2B Business Development Lead to build and establish COWBERRY’s domestic B2B business from scratch across organic food products and agricultural commodities.
This is a 0-to-1 business-building role. The candidate will be responsible for identifying the right markets and customer segments, building the initial B2B customer base, developing a sales pipeline, establishing commercial relationships, converting opportunities into recurring business, and creating a scalable domestic B2B sales channel for COWBERRY.
The ideal candidate must have prior experience in B2B sales of organic commodities, organic food products, agricultural commodities, FMCG, or related categories, along with the ability to independently generate business and build a market from the ground up.
Key Responsibilities
- Build COWBERRY’s domestic B2B business from the ground up, including market identification, customer acquisition, sales processes, and account development.
- Develop and execute the domestic B2B business strategy across organic food products and commodities.
- Identify target customer segments including distributors, wholesalers, retailers, food manufacturers, institutional buyers, corporate buyers, and bulk purchasers.
- Build a strong network of new B2B customers and establish long-term commercial relationships.
- Independently generate leads through market research, networking, references, industry contacts, direct outreach, and field visits.
- Develop and maintain a qualified B2B sales pipeline from prospecting to order closure.
- Convert new accounts and build repeat and recurring business.
- Identify high-potential markets, cities, customer segments, and product opportunities for expansion.
- Understand customer requirements related to product specifications, quality, quantity, certifications, packaging, pricing, MOQ, and supply schedules.
- Handle the complete sales cycle — lead generation → prospecting → product presentation → sampling → negotiation → commercial closure → order coordination → repeat business.
- Develop commercial proposals and negotiate pricing, payment terms, volumes, and other commercial conditions while protecting company margins.
- Explore and close opportunities for bulk purchases, annual contracts, institutional supplies, and recurring orders.
- Work closely with Procurement, Operations, Production, Quality, Finance, and Logistics teams to ensure smooth fulfilment of customer commitments.
- Track market pricing, commodity movements, customer demand, competitor activity, and emerging B2B opportunities.
- Establish the required B2B sales processes, reporting mechanisms, customer database, and pipeline tracking systems.
- Prepare regular MIS, sales forecasts, pipeline reports, revenue projections, and business updates for management.
- Take ownership of revenue, volume, customer acquisition, conversion, and repeat-business targets.
- Travel domestically for customer meetings, market development, exhibitions, networking, and business acquisition as required.
What Success Looks Like
The person joining this role will be expected to:
- Build the initial B2B customer pipeline from scratch.
- Acquire COWBERRY’s first set of strong domestic B2B accounts.
- Establish recurring and predictable B2B revenue.
- Develop distributor, institutional, and bulk-buyer relationships.
- Identify scalable domestic markets and customer segments.
- Create a sustainable B2B sales channel for COWBERRY.
- Eventually build and lead a B2B sales team as the business scales.
Mandatory Requirements
- 3+ years of relevant B2B sales / business development experience.
- Mandatory experience in organic commodities, organic food products, agricultural commodities, FMCG, or closely related categories.
- Proven experience in building new B2B business and acquiring customers, preferably in a 0-to-1 or market-development role.
- Strong understanding of the domestic organic food and commodity market.
- Existing relationships with distributors, wholesalers, institutional buyers, food manufacturers, retailers, or bulk buyers will be an advantage.
- Strong commercial understanding of pricing, margins, bulk orders, negotiations, and payment terms.
- Demonstrated ability to independently generate leads and close B2B deals.
- Strong negotiation, communication, networking, and relationship-management skills.
- Ability to work independently with high ownership and accountability.
- Willingness to travel domestically for business development.
Education
- Bachelor’s degree in Business Administration, Marketing, Commerce, Agriculture, Food Technology, or a related field.
- MBA / Master’s degree in Sales, Marketing, Business Management, or a related field will be an added advantage.