Head - Institutional & HORECA Sales - FMCG

Head - Institutional & HORECA Sales ( a FMCG company)

- Deliver Revenue of Institutional Channel as a head of the region.

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

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

- Enhancing institutional/corporate sales by interacting with all top customers in FMCG, Airlines, QSRs, Airports, and HORECA suppliers.

- Research prospective accounts, map potential industry-wise Institutional customers. 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 the whole go-to market strategy through Channel Partners to expand the market presence.

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

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

- 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:

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

- 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