Head - Institution & B2B Business - Office & School Supplies

JOB TITLE: Head - Institution and B2B Business

JOB SUMMARY: This position will be responsible to deliver Business Volume, Value and Profitability targets for Pan-India Institutional & B2B business (Office & School Supplies). Position will report to the Alternate Channel Head.

MAIN RESPONSIBILITIES / TASKS:

- Deliver Revenue of Institutional Channel as a profit center head. Outpace industry on growth and increase contribution to business, provide strategic and operational leadership to Business Development Manager (BDM) team.

- Lead team of BDMs to deliver strategic business objectives and develop/maintain long-term strategic relationships with new and existing Institutional/B2B accounts.

- To develop and scale-up the Private label, CSD and CPC businesses by collaborating with relevant stakeholders.

- Evaluate existing partnerships and sales efforts with an eye toward building on what works and changing what doesn't.

- Enhancing institutional sales by interacting with top customers in Building Material, FMCG, Pharma, Textile, Automobile, Telecom, BPO, IT, HORECA, Office and School suppliers.

- Research prospective accounts & industry segments, map potential industry-wise Institutional customers as well as Office / School suppliers.

- Identifying new markets and addressing their needs through existing products or developing customized products as per specific requirements in collaboration with Marketing/Quality/Supply Planning teams.

- Developing and implementing the go-to market strategy for Tier-2 & Tier-3 cities through appropriate Channel Partners

- Constant portfolio innovation and optimization to improve profitability by collaborating with relevant internal stakeholders

- Training & Professional Development of BDM team - Product Knowledge and Pricing, Negotiation Skills, Customer Relationship Management, Ways of Working, Competition tracking, etc.

- Educating self and Team on company as well as competitor products by keeping a constant eye on new brands / products being introduced in the market.

- Coordination with internal teams to ensure operational excellence, smooth functioning of defined SOPs, deliver agreed service timelines, maintaining financial hygiene across all regions.

- Pro-actively identifying & resolving problems, controlling costs, maximizing productivity & delivering profitable business logistics, distribution, and multi-location delivery as and when required.

QUALIFICATIONS: Graduate with MBA. Background from Stationery/General Merchandising/Corporate Gifting background.

ADDITIONAL INFORMATION:

1. At least 9-10 years of experience in Institution, B2B and Corporate sales.

2. Must to have a good network of contacts among the customers in Institutions/HORECA channel.

3. High-level analytical, communication, relationship-management, and negotiation skills

4. Proven track record of managing teams, consistently meeting and exceeding sales targets.

5. Ability to flourish with minimal guidance, be proactive, and handle uncertainty.

6. Entrepreneurial mindset to get the job done single-handedly.

7. Ability to translate strategies into execution plans and take them to completion

8. Proficient in Microsoft Excel and Power-point.