B2B Sales Manager

Title:

Department:

Location:

Reports To:

Experience Required:

Educational Qualification:

Job Purpose:

To drive institutional and B2B sales by identifying high-volume buyers like food manufacturers, replacers, industrial kitchens, hospitals, hostels, and corporate canteens, ensuring a consistent supply of bulk dairy products (milk, ghee, butter, paneer, curd, etc.), and maintaining profitable relationships.

Key Responsibilities:

I. B2B Sales & Business Development

• Identify and develop large-volume customers such as sweet makers, bakeries, food processors, pharmaceutical companies (for ghee/lactose), etc.
• Develop customized pricing, bulk pack formats, and long-term contracts for institutional buyers.
• Explore tie-ups with bulk consumers (e.g., large caterers, government institutions, defence canteens).

II. Account Management

• Maintain strong relationships with key institutional clients through regular engagement, business reviews, and feedback management.
• Handle all end-to-end commercial aspects including quotations, negotiations, agreements, and credit terms.

III. Product & Supply Alignment

• Coordinate with production, quality, and logistics teams to ensure timely delivery, quality compliance, and stock availability.
• Customize product offerings (e.g., bulk paneer blocks, ghee tins, curd buckets) as per buyer requirements.

IV. Market Intelligence & Pricing

• Track market trends, buyer demand, and competitor activities to offer competitive pricing.
• Provide input to the procurement and pricing teams for cost optimization and margin protection.

V. Sales Reporting & Forecasting

• Create monthly sales forecasts, track order pipelines, and report on key metrics like volume, value, margins, and credit exposure.
• Ensure documentation and regulatory compliance for institutional clients (FSSAI, GST, etc.).

Key Performance Indicators (KPIs):

• B2B sales growth – volume & value
• Number of new institutional clients onboarded
• Client retention rate and average ticket size
• Fulfilment rate and quality compliance
• Gross margin from B2B business
• DSO (Days Sales Outstanding) / Credit recovery efficiency

Skills & Competencies:

• Strong B2B & institutional selling experience
• Excellent negotiation and commercial acumen
• Knowledge of dairy industry applications in food manufacturing
• Ability to understand technical requirements/specifications
• Supply chain coordination and project management skills
• Fluency in Excel, ERP systems, and CRM platforms