B2B Sales Manager

Job Overview: We are looking for the B2B Sales Manager to drive and manage bulk dairy product sales to institutional clients by identifying B2B opportunities, ensuring seamless order fulfillment, maintaining strong customer relationships, and achieving revenue growth through market insights and strategic coordination. ________________________________________ KRAs, Brief Descriptions, and Responsibilities KRA 1: B2B Sales Target Achievement Brief: Achieve monthly and annual sales targets by maximizing order volumes from institutional clients. Roles & Responsibilities: Set monthly targets based on product and region. Monitor actual vs target sales with regular reporting. Identify high-volume clients and optimize offers. Work with supply chain to avoid stock-outs. Track performance of high-volume clients. KRA 2: B2B Lead Generation & Pipeline Development Brief: Generate and qualify new B2B leads from high-potential sectors like hotels, bakeries, sweet shops, etc. Roles & Responsibilities: Research and list potential institutional buyers. Cold-call or visit to generate interest. Maintain a CRM database with lead status. Classify leads by business potential. Coordinate sampling and product trials. KRA 3: Market Research & Business Intelligence Brief: Continuously study and report market trends, customer preferences, competitor moves, and demand patterns. Roles & Responsibilities: Collect data on consumption trends by sector. Map procurement practices of competitors’ clients. Share price benchmark updates weekly. Identify gaps in competitor offerings. Present actionable insights to the management. KRA 4: Customer Acquisition & Onboarding Brief: Convert potential institutional customers into buyers and onboard them efficiently. Roles & Responsibilities: Pitch product features, pricing, and benefits. Draft customized commercial proposals. Manage sampling and trial orders. Facilitate KYC and legal onboarding. Monitor first 30-day customer engagement. KRA 5: Daily Order & Requirement Collection Brief: Ensure accurate, consistent daily order capture from all active B2B clients. Roles & Responsibilities: Schedule daily check-ins with clients for requirements. Record order quantities by SKU. Coordinate urgent requests with plant. Track fulfillment history and adjust forecasts. Share consolidated orders with supply chain team. KRA 6: Coordination with Plant & Supply Chain Brief: Align daily B2B demand with production and logistics for timely fulfillment. Roles & Responsibilities: Share daily demand sheets with plant team. Prioritize dispatches for key clients. Coordinate stock movement with logistics. Provide real-time updates to clients on status. Escalate issues proactively to prevent delays. KRA 7: Customer Satisfaction & Complaint Resolution Brief: Ensure prompt resolution of client issues and maintain high service standards. Roles & Responsibilities: Track complaints related to product, quantity, delivery. Acknowledge complaints within 2 hours. Coordinate with quality/logistics for root cause. Share resolution status with customer. Measure satisfaction via feedback surveys. KRA 8: Competitor Monitoring & Price Benchmarking Brief: Stay updated with market pricing and competitor strategy to fine-tune our offering. Roles & Responsibilities: Collect real-time pricing of competitors. Map their discounts, offers, and credit terms. Observe changes in service and fulfillment model. Update team via weekly competitor tracker. Suggest pricing and packaging improvements. KRA 9: Reporting & Analytics Brief: Maintain timely, insightful reports on performance, market trends, and revenue. Roles & Responsibilities: Prepare daily/weekly/monthly sales MIS. Analyze account-wise volume growth. Track category-wise profitability. Present dashboards to CSO weekly. Provide input for sales forecasting. KRA 10: Relationship Management with Key B2B Accounts Brief: Build long-term relationships with top clients to ensure retention and repeat sales. Roles & Responsibilities: Assign dedicated follow-ups to major clients. Celebrate customer milestones and feedback. Review supply experience quarterly. Personalize support for top 20 clients. Drive loyalty by improving TAT and customization. Additional Key Responsibilities: Support participation in food expos, institutional roadshows, or bulk buyer meetings. Identify cross-selling opportunities with allied products. Support the development of promotional material for B2B clients. Maintain updated client documentation (legal/KYC). Train junior sales officers or B2B executives under the manager. ________________________________________ Qualifications & Experience: Education: • Bachelor's Degree in Business Administration, Commerce, or equivalent. Experience: • 5- years of experience in modern sales of premium dairy or food products (FMCG experience preferred). ________________________________________ Additional Information: Work Environment: • 6-day workweek (Monday to Saturday). Shift: • General (9:00 AM – 6:00 PM); may vary based on business needs. Other Requirements: • Must own a two-wheeler with valid license and insurance. • Passion for supporting local farmers and sustainable practices. Show more Show less