Institutional Sales Manager

About the Role

Institutional Sales Manager

Key Responsibilities

Sales Operations & Performance

• Deliver on assigned sales targets (volume, value, margin).
• Maintain accurate sales forecasts and CRM data.
• Ensure compliance with pricing policies, credit terms, and service standards.

Business Development & Account Management

• Identify, develop, and manage relationships with FMCG and institutional customers (QSRs, packaged food manufacturers, HoReCa aggregators, and nutrition brands).
• Build a strong pipeline of opportunities across new and existing accounts.
• Negotiate commercial terms and contracts, ensuring profitable growth.

Customer Engagement & Solutions Selling

• Partner with R&D, culinary, and procurement teams of clients to introduce new products, applications, and customized solutions.
• Work closely with internal 

  NPD teams

   to co-develop prototypes, samples, and customer trials.
• Conduct presentations, tastings, and product demos to influence decision-making.

Market Insights & Strategy

• Track industry trends in packaged foods, flavour innovation, health & nutrition.
• Monitor competitor activities and identify whitespace opportunities.
• Provide structured feedback to Marketing, R&D, and Leadership for portfolio expansion.

Education:

Experience:

Skills & Competencies:

• Strong commercial acumen and negotiation skills.
• Deep understanding of food applications, consumer trends, and product development cycles.
• Ability to translate technical product features into business solutions for clients.
• Excellent communication, relationship management, and cross-functional collaboration skills.

Mindset: