Ontrade Head ( Institutional Head )

Job Description- Ontrade Head Job Purpose:To drive institutional sales and on-trade channel business growth by building strong relationships with key accounts (bars, clubs, hotels, restaurants, institutions, and premium outlets). Responsible for business expansion, volume growth, visibility, and ensuring compliance with company policies in assigned territories. Key Responsibilities:Business Development & Sales Develop and implement strategies to increase market share in on-trade and institutional channels. Identify new business opportunities, partnerships, and institutional tie-ups. Achieve monthly, quarterly, and annual sales & revenue targets. Distributor & Channel Management Manage and support distributors/wholesalers catering to on-trade accounts. Ensure efficient stock availability, timely supply, and distributor profitability. Negotiate trade terms and contracts with key institutional clients. Relationship Management Build and maintain strong relationships with decision-makers at hotels, clubs, restaurants, and institutional buyers. Conduct regular market visits and customer meetings to strengthen partnerships. Handle escalations, complaints, and resolve trade-level issues. Brand Visibility & Activation Plan and execute visibility campaigns, promotions, and activations in premium outlets. Ensure brand compliance as per guidelines in POSM, branding, and events. Work closely with the marketing team for on-trade promotions. People Management Lead, train, and motivate the on-trade sales team/territory managers. Set performance goals, monitor KPIs, and ensure effective execution of field activities. Market Intelligence & Reporting Track competitor activity, pricing, and promotional strategies. Submit periodic MIS reports on sales performance, pipeline, and business growth. Provide inputs to senior management for business strategy formulation. Key Skills & Competencies Required:Strong experience in FMCG/Beverage/Tobacco institutional or on-trade sales. Excellent negotiation and key account management skills. Ability to manage distributors and sales teams effectively. Strong communication, networking, and relationship-building ability. Analytical mindset with good knowledge of market trends. Willingness to travel extensively. Qualification & Experience:Graduate / MBA preferred (Sales & Marketing specialization). 5 -10 years of experience in Institutional / On-Trade Sales, Experience in handling premium brands and key accounts is a must.