Head - Institutional & B2B Business - FMCG/Retail

Head - Institutional & 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:

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

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

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

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

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

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

- Ability to translate strategies into execution plans and take them to completion

- Proficient in Microsoft Excel and Power-point.