Regional Head - North / West / East India in India, भारत

BAYFIELD FOOD INGREDIENTS PVT. LTD.

Job Description

Position: Regional Head – North / West / East India

Department: Sales & Business Development

Location: Regional Base

Reporting To: National Sales Head / Business Head

ABOUT THE ROLE & PURPOSE

Bayfield Food Ingredients is entering its next phase of growth, building a professional, customer-centric commercial organisation. The Regional Head owns revenue, profitability, strategic accounts, new business development, market expansion and customer relationships across the assigned region — operating as a Regional Business Owner who combines market understanding, commercial discipline, customer intimacy and execution excellence. The role translates Bayfield's strategy into a regional growth plan, working closely with Sales, Marketing, R&D, Applications, Quality, Supply Chain and Finance to build presence across food manufacturers, FMCG, QSR, HoReCa, foodservice, processors and distributors.

KEY RESPONSIBILITIES

1. Regional Business Strategy — Build and execute the annual regional plan aligned to Bayfield's strategy — priority states, segments and categories, go-to-market approach, and whitespace opportunities — adapting continuously to market and competitive shifts.

2. Revenue & Profitability Ownership — Own the regional target and deliver monthly/quarterly/annual revenue with a focus on profitable, high-quality growth — margin mix, disciplined pricing, and negotiations within approved guidelines.

3. Strategic Account Management — Build structured Key Account Plans and multi-stakeholder relationships with priority customers; grow share of wallet; conduct business reviews; position Bayfield as a solution partner, not just a supplier.

4. New Business Development — Build a continuously evolving prospect pipeline; identify and convert new customers through market mapping, networking and referrals — owning each opportunity from contact through trial to commercial conversion.

5. Customer Solution Selling — Understand the customer's problem before proposing a solution; partner with R&D/Applications on trials and demos; lead consultative, solution-based selling built on quality, innovation and cost value.

6. Pipeline & Project Management — Maintain a transparent regional pipeline with clear stages, owners, timelines and expected value; drive stalled projects to closure; improve lead-to-order conversion rates.

7. Market Intelligence & Competitive Strategy — Track competitors, pricing, category trends and customer developments; maintain a regional market-intelligence view and convert insights into commercial action.

8. Portfolio & Category Development — Build strong portfolio knowledge; identify regional gaps and recommend new products/solutions with Marketing and R&D; drive portfolio penetration in existing accounts.

9. Distributor & Channel Development — Identify, appoint and develop distributors with clear business plans; monitor coverage and performance; ensure healthy, controlled channel economics.

10. Cross-Functional Leadership — Act as the commercial bridge between customers and internal teams (R&D, Quality, Supply Chain, Finance); escalate issues early and drive internal accountability for customer projects.

11. Forecasting & Commercial Discipline — Prepare accurate forecasts with visibility on committed/probable/pipeline business; coordinate demand with Supply Chain; identify revenue gaps early and build recovery plans.

12. Customer Relationship & Market Presence — Represent Bayfield professionally across the region; build relationships with industry leaders and decision-makers; participate in exhibitions and forums to build visibility and credibility.

LEADERSHIP RESPONSIBILITIES

• Build and develop a high-performing regional sales team

• Set clear individual and team objectives

• Conduct regular pipeline and performance reviews

• Coach on consultative selling and account management

• Develop future sales leaders within the region

• Ensure disciplined use of CRM, reports and dashboards

KEY PERFORMANCE INDICATORS

Business Performance

Regional Revenue Achievement, Gross Margin/Contribution, New Customer Revenue, Existing Customer Growth, New Product/Category Revenue, Customer Retention

Commercial Excellence

Pipeline Value & Quality, Conversion Rate, Forecast Accuracy, Lead-to-Order Conversion, Average Customer Revenue, Share of Wallet Growth

Market Development

New Strategic Accounts, New Geographic/Segment Penetration, Distributor Performance, Market Intelligence & Opportunity Creation

Customer Success

Customer Satisfaction & Retention, Project Conversion, Speed of Response, Cross-Functional Project Execution

WHO WILL THRIVE

Business owners rather than salespeople — customer-oriented, commercially curious, confident with senior stakeholders, comfortable across strategy and execution, strong on negotiation and data, and resilient enough to build a region from the ground up in a fast-growing, evolving organisation.

TECHNICAL & COMMERCIAL COMPETENCIES

• B2B food ingredients / flavours / seasonings

• Food & beverage customer segment knowledge

• Strategic account management

• Consultative & solution selling

• Business development & market expansion

• Commercial negotiation & pricing

• Pipeline, CRM, forecasting & analytics

• Excel, PowerPoint & CRM proficiency

QUALIFICATION & EXPERIENCE

Bachelor's in Food Technology, Food Science, Chemistry, Business Management, Marketing or related field; MBA/PG in Sales or Marketing preferred. 10–15+ years of B2B sales/business development experience, preferably in food ingredients, flavours, seasonings or additives, with a proven track record against targets, strategic account management, new-market building, team leadership and willingness to travel extensively.

PREFERRED INDUSTRY BACKGROUND & WORKING PHILOSOPHY

Preferred: flavour houses, food ingredient/seasoning/additive companies, food manufacturing solutions and foodservice ingredient businesses — including strong regional or Indian players with proven commercial performance. Working philosophy: ownership over hierarchy, customer-first thinking, innovation over imitation, speed with discipline, growth with profitability, collaboration over silos, integrity in everything, and continuous learning.

FIRST 12 MONTHS / WITHIN 3 YEARS

Year 1: Establish the regional growth strategy and customer/prospect map; prioritise strategic accounts; build a healthy pipeline; strengthen existing relationships; deliver measurable revenue growth; embed forecasting and pipeline discipline; build cross-functional collaboration.

Year 3: Establish Bayfield as a recognised ingredients and flavour solutions partner regionally; build a diversified, high-value customer portfolio and sustainable new-business engine; develop a high-performing team and future leaders; expand into new categories, segments and geographies.

CAREER OPPORTUNITY

This is an opportunity to build a regional business from the ground up — shaping customer strategy, portfolio priorities, commercial systems and sales capability as Bayfield expands nationally. The role may evolve into National Sales, Strategic Accounts, or Business Unit Leadership based on performance. Success will be measured not only by revenue, but by the customers built, markets created, people developed and sustainable business left behind.

WE LOOK FOR PEOPLE WHO BELIEVE IN

Customer First – Always start with the customer's needs.

Ownership – Take responsibility and deliver results.

Innovation – Challenge the status quo and continuously improve.

Speed with Discipline – Move fast while maintaining execution excellence.

Collaboration – Win together by working across functions with mutual respect and trust.

Document Version: 1.0 | Prepared by: HR Department | Approved by: Management