Business Head – Workwear & Corporate Merchandising

Company: Uniwear

Location: Bengaluru, Karnataka

Employment Type: Full-time, On-site (Monday- Saturday)

Reporting To: Chief Business Officer

Industry: Uniform Manufacturing, Workwear, Institutional Apparel and Corporate Gifting

Established in 1998, Uniwear is a Bengaluru-based B2B uniform manufacturing and corporate gifting company serving organisations across India.

The company provides customised uniform and merchandise solutions to more than 600+ clients across industrial manufacturing, corporate offices, educational institutions, hospitality, healthcare, retail, technology, automotive and other institutional sectors .

Uniwear is seeking an experienced and commercially driven Business Head to lead the company’s overall business growth and commercial performance.

The ideal candidate should have substantial experience in the uniforms, garments, apparel, textiles, fabrics, workwear or related B2B industry. The person should bring a strong combination of market knowledge, sales leadership, technical understanding, team management and business ownership.

This is a hands-on leadership position requiring the individual to participate directly in strategic selling, key-account management, pricing decisions, commercial negotiations and operational reviews.

• Develop and execute short-term and long-term business strategies aligned with Uniwear’s growth objectives.
• Identify new revenue opportunities across uniforms, workwear, institutional apparel, corporate merchandise and corporate gifting.
• Expand the company’s presence across industrial, corporate, educational, hospitality, healthcare, retail and institutional sectors.
• Identify new geographical markets, industry segments, product categories and strategic partnerships.
• Translate the company’s vision into measurable business plans, departmental targets and execution roadmaps.
• Continuously evaluate market trends, client requirements, competitor activity and emerging business opportunities.

• Take ownership of the company’s revenue, gross-margin and profitability objectives.
• Prepare annual business plans, revenue projections, sales forecasts and operating budgets.
• Establish segment-wise, territory-wise and team-wise revenue targets.
• Monitor pricing, product costing, discounts, commercial terms and contribution margins.
• Ensure that business growth is achieved without compromising profitability, product quality or customer experience.
• Review the financial viability of major orders, contracts, tenders and customised projects.
• Work with the finance and management teams to monitor collections, outstanding payments and working-capital requirements.

• Lead the overall B2B sales and business-development strategy.
• Build a structured pipeline of corporate, industrial and institutional opportunities.
• Personally manage and participate in high-value client acquisitions and strategic negotiations.
• Develop relationships with decision-makers across procurement, human resources, administration, operations, facilities, plant management and senior leadership.
• Drive consultative selling by understanding client requirements and proposing suitable uniform, apparel and gifting solutions.
• Improve lead qualification, proposal quality, quotation follow-up, negotiation and order-conversion processes.
• Establish structured systems for prospecting, client meetings, sampling, follow-ups, negotiations and closures.
• Participate in important client presentations, commercial discussions and contract negotiations.
• Develop strategies for tender-based, institutional and long-term contractual business.

• Build and maintain strong relationships with Uniwear’s existing strategic clients.
• Develop account-wise plans to increase repeat business, cross-selling and long-term engagement.
• Conduct regular business reviews with major customers.
• Understand upcoming customer requirements and create forward-looking sales opportunities.
• Ensure that client concerns relating to quality, delivery, pricing or service are addressed promptly.
• Reduce customer dependency risks by developing a diversified portfolio of large and mid-sized accounts.
• Strengthen customer retention and improve the lifetime value of key accounts.

• Understand fabrics, garment construction, sizing, measurements, sampling, trims, accessories, printing, embroidery and other customisation methods.
• Evaluate product feasibility in coordination with production and procurement teams.
• Guide clients and internal teams on suitable materials, specifications and product alternatives.
• Participate in costing, pricing and margin evaluation for customised orders.
• Ensure that customer commitments are commercially and operationally achievable.
• Support the team in developing technical proposals, product presentations and commercial solutions.
• Maintain awareness of developments in fabrics, workwear, performance textiles, sustainable materials and garment manufacturing.

• Coordinate closely with the heads of sales, marketing, factory operations, production, procurement, quality, stores, finance and dispatch.
• Ensure that confirmed orders are translated into clear operational requirements.
• Review order status, material availability, production schedules, quality requirements and delivery commitments.
• Improve communication and accountability between commercial and operational teams.
• Ensure that sales commitments are aligned with production capacity and procurement lead times.
• Identify operational bottlenecks affecting customer satisfaction, profitability or delivery performance.
• Support the introduction of standard operating procedures, review systems and departmental accountability.
• Conduct regular cross-functional meetings to monitor business performance and resolve execution challenges.

• Lead, mentor and develop the sales and business-development team.
• Establish individual and team-level targets, responsibilities and performance standards.
• Conduct regular pipeline reviews, performance reviews and coaching sessions.
• Improve the team’s capabilities in prospecting, consultative selling, product knowledge, negotiation and account management.
• Build a high-performance culture based on ownership, discipline, transparency and measurable outcomes.
• Identify manpower requirements and participate in recruiting suitable sales and business-development professionals.
• Develop a second line of leadership capable of supporting the company’s future expansion.
• Encourage collaboration between sales, marketing and operational teams.

• Bachelor’s degree in Business Administration, Marketing, Textiles, Apparel, Commerce, Engineering or a related discipline.
• MBA or postgraduate qualification in Sales, Marketing, Business Management or a related area will be preferred.

• Approximately 7–10 years of professional experience in B2B sales, business development or business management.
• At least 5 years of experience in a sales leadership, regional leadership, business-unit or business-head position.
• Strong preference for candidates from uniforms, workwear, garments, apparel manufacturing, textiles, fabrics, institutional clothing or related sectors.
• Demonstrated experience in managing corporate, industrial or institutional clients.
• Experience handling large-value accounts, long sales cycles, customised products and commercial negotiations.
• Experience in leading sales teams and working closely with production or supply-chain functions.
• Exposure to pricing, costing, margins, budgeting and business planning is essential.
• Experience in tender sales, institutional sales or contractual business will be advantageous.

• Strong B2B sales and business-development capabilities.
• Strategic planning and business-management skills.
• Key-account management and relationship-building capabilities.
• Understanding of fabrics, garments, uniforms and apparel manufacturing.
• Commercial negotiation and contract-management skills.
• Revenue forecasting, budgeting and margin-management abilities.
• Strong team leadership and performance-management skills.
• Ability to coordinate with production, procurement, quality, inventory and dispatch teams.
• Strong analytical, problem-solving and decision-making abilities.
• Effective presentation and client-communication skills.
• Familiarity with CRM systems, sales dashboards and management reporting.
• Fluency in English is required.
• Knowledge of Kannada, Hindi, Tamil or other regional languages will be advantageous.
• Willingness to travel for client meetings, market development and business reviews.

The successful candidate will be:

• Commercially ambitious and strongly target-oriented.
• Hands-on and willing to participate directly in client acquisition.
• Experienced in relationship-driven B2B selling.
• Comfortable working in an entrepreneurial and growth-oriented organisation.
• Capable of balancing revenue growth with margins, quality and customer satisfaction.
• Process-driven while remaining practical and execution-focused.
• Confident in interacting with senior management and customer decision-makers.
  

• A senior leadership opportunity in an established B2B uniform and corporate-gifting organisation.
• Direct involvement in shaping the company’s growth strategy.
• Opportunity to lead business transformation and market expansion.
• Authority to develop teams, systems and commercial processes.
• Exposure to reputed corporate, industrial and institutional customers.
• A performance-oriented environment with significant scope for professional growth.
• Competitive compensation aligned with experience and business capabilities.
• Performance-linked incentives based on mutually agreed targets.