Manager - Institutional Sales

Role Overview:

• The role of Manager - Institutional Sales is critical in driving business support for Government, Corporate B2B, and Corporate Retail channels.


• The individual will be responsible for leading MIS reporting and insights, corporate strategy support, CSD channel operations, policy design, and end-to-end claims and program management across multiple stakeholders and platforms.


• This position will also be responsible for enabling IT projects and process improvement across verticals.

Key Responsibilities:

1. MIS & Analytics

• Preparation of regular and ad hoc MIS reports for Government, Corporate B2B, and Corporate Retail businesses


• Deep-dive data analysis to derive business insights and opportunities


• Creation of dashboards for business reviews and tracking performance metrics

2. CSD (Canteen Stores Department) Operations

• Coordination for new vehicle model introductions and dealer registrations with CSD


• End-to-end handling of pricing submissions, customer escalations, and resolution


• Representation in PNC (Price Negotiation Committee) and PRC (Price Review Committee) meetings

3. Corporate Business Support

• Support in the design and refinement of corporate sales policies based on market trends and data insights


• Coordinate and track corporate marketing campaigns, offers, and scheme effectiveness


• Create and manage new sales codes and schemes; monitor and track corporate budgets

4. CTC Program Management

• Liaison with internal customers for seamless vehicle delivery under the Company Car (CTC) policy


• Work closely with leasing partner (e.g., Quiklyz) for CTC vehicle allocation, tracking, and coordination

4. Budgeting & Departmental Support

• Collation and compilation of departmental data for planning and reporting


• Preparation and regular tracking of annual budgets for the Institutional Sales function

5. IT Project Enablement

• Lead and coordinate key IT transformation projects relevant to sales processes and operations


• Collaborate with cross-functional teams to ensure timely and effective implementation

6. Claims & Settlements

• Manage vendor claim settlements and dealer debit note reconciliations


• Ensure timely and accurate processing of online credit notes for Government, Corporate, Digital, and Event-based claims

Graduate / MBA preferred

5-8 years in Automotive Sales / Institutional Sales / B2B Strategy

Key Skills & Competencies:

• Strong analytical and data interpretation skills


• Good understanding of Institutional and Corporate automotive sales landscape


• Excellent communication and coordination abilities across departments


• Process-oriented mindset with project management experience


• Proficient in MS Excel, PowerPoint, and enterprise systems (SAP, Salesforce, etc.)