Teritory Manager

Job Description – Territory Manager

Department: Sales
Designation: Territory Manager – Institutional Sales
Industry Preference: Food Products, FMCG, Grocery, HoReCa
Experience: 3–7 years (preferred)
Location: As per business requirement
Reporting To: Regional Sales Manager / Sales Head

Job Purpose

To drive sales growth and expand the company's institutional customer base by developing strong business relationships with hotels, restaurants, catering companies, commercial kitchens, institutions, and other bulk buyers.

Key Responsibilities

• Develop and manage institutional sales across the assigned territory.
• Identify and acquire new customers, particularly hotels, restaurants, cafés, caterers, cloud kitchens, and institutional buyers.
• Promote and sell food products, grocery items, FMCG products, and other relevant product categories.
• Build and maintain strong relationships with purchase managers, chefs, hotel owners, restaurant owners, and procurement teams.
• Generate leads, conduct customer visits, negotiate commercial terms, and close business deals.
• Achieve monthly and quarterly sales targets, revenue objectives, and collection targets.
• Develop the territory through new account acquisition and increased business from existing customers.
• Monitor competitor activities, market trends, pricing, and customer requirements.
• Coordinate with internal teams for order processing, supply chain, delivery, and customer service.
• Ensure timely payments and maintain healthy outstanding levels.
• Prepare sales forecasts, market reports, and regular sales performance updates.

Candidate Profile

• Graduate in any discipline; MBA in Sales/Marketing preferred.
• 3–7 years of experience in institutional sales, B2B sales, or FMCG sales.
• Experience in food products, groceries, packaged foods, food ingredients, or general trade is preferred.
• Prior experience selling to hotels, restaurants, cafés, caterers, QSRs, and other institutional customers is highly desirable.
• Strong network and understanding of the HoReCa segment.
• Excellent negotiation, communication, and relationship management skills.
• Ability to independently manage a territory and achieve sales targets.
• Willingness to travel extensively within the assigned territory.

Preferred Industry Background

• FMCG and food products
• Packaged foods and grocery products
• Food ingredients and commodities
• HoReCa (Hotels, Restaurants and Catering)
• Food distribution and wholesale
• Institutional and B2B sales

Key Performance Indicators (KPIs)

• Monthly sales revenue and target achievement
• New institutional customer acquisition
• Existing customer retention and business growth
• Territory expansion and market penetration
• Payment collection and outstanding control
• Customer relationships and repeat orders

Ideal Candidate: A result-oriented sales professional with a proven track record in B2B/institutional sales, preferably having experience selling food products or grocery items to hotels, restaurants, caterers, and other bulk consumers.

Pay: ₹20,000.00 - ₹70,000.00 per month

Benefits:

• Provident Fund

Work Location: In person