Job
Description
Title: B2B Sales Manager – Dairy Division Department: Sales & Marketing Location: Ahmedabad Reports To: Chief Sales & Marketing officer Experience Required: 5–10 years in B2B/Institutional/Industrial sales, preferably in Dairy or FMCG Educational Qualification: Graduate/MBA in Sales, Marketing, or Supply Chain 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
