Head - Institutional Sales

Position: Head Institutional Sales

Location: Mumbai

Reports to: Business Head

Role Objective:

The Head Institutional Sales will be responsible for driving the B2B sales strategy for key institutional customers across multiple industry segments. The role focuses on revenue growth, strategic partnerships, customer relationship management, and execution excellence in line with the overall business objectives.

Key Responsibilities:

A. Strategic Sales Planning:

- Develop and implement institutional sales strategy aligned with overall business goals.

- Identify and prioritise high-potential segments and design segment-specific sales propositions.

- Build strategic partnerships and alliances with large institutional customers.

B. Financial Performance:

- Deliver revenue and profitability targets.

- Manage annual sales budgets and ensure optimum resource allocation.

- Ensure adherence to pricing, commercial terms, and profitability benchmarks.

C. Business Development & Customer Engagement:

- Build and manage a strong pipeline of institutional prospects.

- Strengthen engagement with key accounts to enhance long-term value.

- Lead negotiations and closure of high-value contracts.

D. Operational Excellence:

- Ensure effective coordination with cross-functional teams for delivery and service commitments.

- Monitor order-to-delivery cycles and drive improvements in customer experience.

- Implement process improvements across sales operations.

E. People Leadership & Stakeholder Management:

- Lead, coach, and develop the institutional sales team.

- Foster collaboration with marketing, product, service, and finance functions.

- Represent the function in senior leadership reviews.

Candidate Profile:

- B.E + MBA (Sales/Marketing) preferred.

- 1520 years of experience in B2B/institutional sales within HVAC, refrigeration, whitegoods, or allied industrial products.

- Proven track record of managing large institutional accounts and delivering high-value solutions.

- Strong customer orientation, business acumen, and strategic thinking.

- Excellent relationship-building, stakeholder management, and negotiation skills.

- High ownership, resilience, and collaborative mindset.