Institutional Sales Manager

Position: Institutional sales Manager

Industry: Luggage

Location: Gurgaon

Gender: Male/Female

The Key Result Areas (KRA) for a Corporate Gifting Sales focus on driving sales, managing client relationships, and ensuring the smooth delivery of gifting solutions for businesses and organizations. In the corporate gifting space, the executive needs to understand both the client’s needs and the available product offerings, while also ensuring that the gifts align with the company's branding and objectives. Here are the typical KRAs for a

Corporate Gifting Sales Executive:

Sales Target Achievement

 Objective: Meet or exceed the sales targets for corporate gifting products within a specific time

frame.

 Key Activities:

o Develop and implement sales strategies to meet or surpass monthly, quarterly, and annual

sales goals.

o Identify opportunities for growth within existing accounts and generate new business

through lead generation.

o Monitor sales performance and adjust strategies to maximize sales.

Client Acquisition and Lead Generation

 Objective: Generate new leads and convert them into corporate gifting clients.

 Key Activities:

o Research and identify potential clients such as corporations, small businesses, government

agencies, and non-profits that require gifting solutions.

o Prospect through cold calls, emails, social media, and networking events to acquire new

clients.

o Build a pipeline of leads and convert them into sales through effective communication and

follow-ups.

Client Relationship Management

 Objective: Build and maintain strong relationships with key corporate clients.

 Key Activities:

o Understand the gifting needs of clients, ensuring that the offerings are tailored to meet their

objectives (e.g., seasonal gifts, promotional gifts, or corporate event gifts).

o Engage with decision-makers and key stakeholders to build long-term business relationships.

o Conduct regular follow-ups to maintain customer satisfaction and loyalty.

Customization and Personalization

 Objective: Provide personalized gifting solutions that align with the client’s brand image and

objectives.

 Key Activities:

o Work with clients to understand their branding, values, and gifting goals to suggest

customized solutions.

o Recommend personalized gift options (e.g., branded items, logo customization, packaging

preferences).

o Collaborate with the product team to ensure the customization meets client expectations

and requirements.

Sales Presentation and Negotiation

 Objective: Effectively present and pitch corporate gifting solutions to clients, and close deals and

collect advance.

 Key Activities:

o Develop compelling proposals and presentations based on the client's gifting needs and

company profile.

o Lead price and contract negotiations, ensuring competitive and profitable terms for both the

client and the company.

o Successfully close deals and secure large orders or long-term corporate gifting agreements.

Order Fulfillment and Delivery Management and full and final payment collection

 Objective: Ensure smooth and timely delivery of gifts to clients, meeting deadlines and expectations.

 Key Activities:

o Coordinate with the logistics and fulfillment teams to ensure on-time delivery of orders by

cross department.

o Track the status of orders, resolve any delivery issues, and ensure that clients are informed

throughout the process.

o Ensure that gifts are delivered in perfect condition and are packaged according to client

specifications.