About Herbaria Herbaria - Modern Botanicals is India's first skincare brand to debut at New York Fashion Week, reflecting its commitment to luxury, sustainability, and innovation. The company creates zero-plastic, high-performance vegan skincare that fuses potent botanicals with modern science for visible results. Herbaria focuses on conscious beauty, delivering products that balance efficacy, indulgence, and environmental responsibility. The brand is available globally through online channels and in select premium stores across India, offering team members exposure to both domestic and international markets.

The Role

We are looking for a Senior Associate – Business Development & Distribution who will play a key role in

expanding Herbaria's presence across India and international markets.

The role will focus on:

New channels → New partners → New markets → New business → Account growth

You will be responsible for identifying potential distributors, retailers and B2B partners, initiating conversations, developing relationships, supporting negotiations, onboarding new accounts and growing existing business.

A significant part of the role will be to identify where Herbaria should go next — both within India and internationally.

This is a hands-on commercial role, requiring someone who can independently build a pipeline and take opportunities forward rather than simply coordinate existing accounts.

01 — India Business Development & Distribution

• Identify new distribution and retail opportunities across India.

• Identify premium and luxury beauty, wellness, lifestyle and concept retailers.

• Develop relationships with distributors, retailers, buyers and business partners.

• Build a strong pipeline of prospective accounts.

• Initiate outreach and present Herbaria's brand and commercial proposition.

• Coordinate product samples, proposals and commercial discussions.

• Support negotiations around pricing, margins, MOQs, payment terms and other commercial requirements.

• Drive onboarding of new distributors and retail accounts.

• Identify opportunities to expand Herbaria's presence within existing accounts.

• Develop opportunities across new cities, channels and retail formats.

• Track the performance and growth potential of existing distribution partners.

02 — International Market Expansion

A major part of the role will be helping Herbaria build its presence outside India.

• Identify and evaluate potential international markets.

• Research market potential, competitive landscape, consumer trends and relevant distribution channels.

• Identify priority markets for expansion.

• Research and identify international distributors, importers, agents and retailers.

• Build and manage an international B2B pipeline.

• Initiate conversations with prospective international partners.

• Present Herbaria's brand, products and business proposition.

• Coordinate samples, presentations and commercial discussions.

• Support negotiations and distributor onboarding.

• Develop long-term relationships with international partners.

• Identify opportunities for repeat orders and account expansion.

03 — Distribution & Channel Development

Across India and international markets, you will:

• Identify the right channels and partners for Herbaria.

• Evaluate potential distributors based on reach, portfolio, capabilities and market presence.

• Understand channel economics and commercial structures.

• Negotiate or support negotiations around margins, MOQs and commercial terms.

• Coordinate onboarding requirements.

• Monitor account performance.

• Drive reorders and assortment expansion.

• Identify opportunities to increase Herbaria's distribution footprint.

The objective is not simply to increase the number of accounts, but to build a strong and commercially productive distribution network.

04 — New Business Development

We expect this person to continuously ask:

Where else can Herbaria be sold

You will proactively identify:

• New retail formats

• Beauty retailers

• Premium lifestyle stores

• Concept stores

• Wellness businesses

• Regional retail chains

• Specialty distributors

• International retailers

• New geographic markets

05 — Founder Collaboration

This is a founder-facing role.

You will work closely with the founders on:

• Market prioritisation

• Important distributor relationships

• Commercial proposals

• Key negotiations

• Strategic retail opportunities

• International expansion

• Major account development

You will be expected to independently take ownership of day-to-day business development while escalating high-value or strategic opportunities to the founders.

What We Are Looking For-

Must Have

• 4–7 years of experience in business development, distribution, sales, channel development, export or a related

commercial function.

• Experience in beauty, skincare, fragrance, wellness, luxury, lifestyle or FMCG is strongly preferred.

• Experience working with distributors, retailers or B2B partners.

• Strong understanding of commercial negotiations.

• Excellent communication and presentation skills.

• Strong relationship-building and follow-up skills.

• Ability to independently identify and develop new business opportunities.

• Strong research and market-mapping capabilities.

• Excellent written and spoken English.

• Comfortable working directly with founders.

The Kind of Person We Want

• Commercially Driven — You understand that the ultimate objective is business and revenue.

• Proactive — You don't wait for leads to come to you. You actively find new markets, partners and opportunities.

• Relationship-Oriented — You enjoy building long-term relationships with distributors, retailers and decision-makers.

• Entrepreneurial — You are comfortable building something rather than simply operating an established system.

• Persistent — You understand that distribution and B2B sales can involve long cycles, multiple follow-ups and negotiations.

• Organised — You can manage a large pipeline of prospects, conversations, samples, proposals and follow-ups without losing track.

• Brand-Sensitive — You understand that the right distribution partner matters. Herbaria is a premium brand, and quality of distribution is as important as quantity of distribution.

Key Performance Indicators

Success in this role will be measured primarily through commercial outcomes.

Key indicators will include:

• New Indian distributors/accounts developed

• New international distributors/accounts developed

• New markets entered

• Revenue generated from new business

• Growth of existing distribution accounts

• Repeat orders

• International revenue growth

• New retail doors opened

• Quality and conversion of the B2B pipeline

• Number and quality of strategic opportunities developed

Activity alone will NOT be the measure of success.

We are interested in:

What opportunities did you create generate

What converted And how much business did it

Why Join Herbaria

This is an opportunity to work directly with the founders and play a meaningful role in building the next phase of Herbaria's growth.

You will have the opportunity to help expand a young Indian luxury beauty brand across new Indian channels and international markets, build relationships with distribution and retail partners, and directly contribute to the company'srevenue growth.

You will have significant ownership, visibility and the opportunity to grow alongside the business.

Ideal candidate in one line: A commercially sharp, relationship-driven business developer

who can build Herbaria's distribution network in India while helping us take the brand into

international markets

Senior Associate Business Development & Distribution