Job
Description
We are seeking a highly skilled and experienced Institutional Sales Manager to lead our B2B sales efforts for our premium edible oil products. In this key role, you will be responsible for driving sales, building and maintaining long-term relationships, and implementing effective strategies to target institutional clients such as hotels, restaurants, caterers, and food processors. The ideal candidate will have 25+ years of experience in B2B sales, preferably within the FMCG sector, and a proven track record in driving growth and exceeding revenue and volume targets. Key Responsibilities: B2B Sales Strategy: Develop and execute a robust sales strategy for edible oil products targeting B2B clients, including hotels, restaurants, caterers, and food processors. Identify new business opportunities and manage the end-to-end sales process from lead generation to closing deals. Client Relationship Management: Establish and nurture long-term relationships with key institutional clients. Act as the primary point of contact for clients, ensuring high levels of customer satisfaction and fostering repeat business. Revenue & Volume Growth: Achieve and exceed sales targets for revenue and volume across the institutional segment. Continuously assess market trends and client needs to maximize sales opportunities and ensure business growth. Sales Team Leadership: Lead, guide, and mentor a high-performing sales team. Set clear goals, provide regular feedback, and support team members in achieving individual and team sales targets. Market Analysis & Competitive Intelligence: Conduct regular market analysis to understand industry trends, competitors, and client demands. Use insights to refine sales strategies and stay ahead of market shifts. Customer Needs Assessment & Tailored Solutions: Work closely with clients to understand their specific needs and provide customized solutions. Ensure the successful implementation of product offerings that align with clients operational requirements. Negotiation & Contract Management: Lead negotiations with institutional clients, ensuring favorable terms for both the company and the client. Oversee contract management, ensuring compliance with agreed terms and timely renewals. Collaborate Across Departments: Work closely with the marketing, product development, procurement, and logistics teams to ensure a seamless experience for clients, from product availability to timely delivery. Reporting & Performance Tracking: Regularly report on sales performance, client feedback, and market trends to senior management. Utilize CRM tools and data analysis to track key performance indicators (KPIs) and provide actionable insights for improvement. Brand Positioning & Market Penetration: Promote and position the company’s edible oil products as the brand of choice for institutional clients, ensuring strong market presence and penetration. Drive product awareness through industry events, exhibitions, and direct marketing. Requirements: Experience: Minimum 25 years of experience in B2B sales, preferably within the FMCG or food industry, with a strong focus on institutional sales. Skills: Strong knowledge of the B2B sales cycle, from lead generation to closing deals. Proven track record of achieving revenue and volume targets in an institutional sales environment. Excellent negotiation, communication, and presentation skills. Deep understanding of the institutional food service industry, including hotels, restaurants, and food processors. Ability to build and maintain strong client relationships. Proficiency in using CRM tools, sales analytics, and MS Office. Leadership: Proven leadership experience, with the ability to manage and motivate a sales team to achieve targets. Education: A degree in Business Administration, Sales, Marketing, or a related field. An MBA or equivalent qualification is a plus. Languages: Proficiency in English and Hindi (additional regional language proficiency is an advantage). Travel: Willingness to travel frequently as required to meet clients and expand the business. What We Offer: Competitive salary and performance-based incentives Opportunity to work with a leading FMCG brand in the edible oil industry A dynamic and fast-paced work environment Career growth and professional development opportunities
