Area Sales Manager-Institutional Sales

Candidates with a minimum of 4-6 years of experience in Institutional or HORECA sales are encouraged to apply.

Location : Angamaly, Ernakulam, Kerala

Job Responsibiliteis

• Drive Institutional Sales Growth

• Achieve sales targets across assigned institutional channels such as hotels, restaurants, catering services, hospitals, corporate canteens, etc.
  
• Ensure consistent volume growth and market penetration in the assigned territory.
  

• Identify & Develop New Business Opportunities

• Prospect, qualify, and convert new institutional accounts.
  
• Conduct presentations, product sampling, and negotiation to onboard new clients.
  

• Manage Key Accounts

• Build and maintain strong relationships with key clients.
  
• Conduct regular business reviews to ensure high customer satisfaction and identify upselling opportunities.
  

• Route & Territory Planning

• Create and execute a systematic coverage plan for the area.
  
• Optimize travel schedules and visit frequency to ensure maximum productivity.
  

• Forecasting & Demand Planning

• Collaborate with the supply chain and inventory team to provide accurate sales forecasts.
  
• Ensure timely product availability and prevent stock-outs at client locations.
  

• Contract Management & Negotiation

• Negotiate pricing, credit terms, and service agreements in line with company policies.
  
• Ensure contracts are renewed and terms are adhered to.
  

• Coordinate with Internal Teams

• Work closely with logistics, finance, and customer service to ensure seamless execution of orders and resolution of customer issues.
  

• Monitor Market Trends & Competitor Activities

• Track competitor offerings, pricing strategies, and promotional activities.
  
• Provide timely market intelligence to the management team.

• Collection & Payment Follow-up

• Ensure timely collection of outstanding payments.
  
• Maintain discipline in credit and limit exposure to bad debts.
  

• Ensure Compliance

• Adhere to all internal sales processes, reporting requirements, and company policies.
  
• Ensure ethical sales practices and zero tolerance for policy violations.
  

• Reporting & MIS

• Maintain updated records of daily calls, sales achieved, customer feedback, and competitor information.
  
• Submit weekly/monthly reports and sales forecasts to the Business Head