Lead - HORECA Sales

Job Title: Lead HORECA Sales

Job Summary:

We are looking for someone who is proactive with strong decision making, persuasion, leadership and communication skill. He / She should be able to use technical skills to explain the benefits of products to potential customers and demonstrate how our products are better than the competitor's product, interest the client in purchasing products, negotiate a price and complete the sale.

In addition to retaining the current clients, attracting and securing new ones, help clients to solve any issues that arises when the product is installed. Responsible to achieve the sales target assigned.

Responsibilities and duties:

- 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