Position Title: B2B / Institutional Manager

Job Purpose:

The B2B / Institutional Manager is responsible for driving business growth through the development and management of institutional and business-to-business accounts and gifting sales channels. This role focuses on identifying new business opportunities, managing key customer relationships, expanding market presence, and delivering revenue growth across institutional accounts such as large direct accounts, educational institutions, industrial customers, gifting partners, and corporate clients.

Key Responsibilities:

1. Business Development:

- Identify, target, and acquire new B2B and institutional customers.

- Develop and execute sales strategies to expand market share in assigned territories or segments.

- Build a strong pipeline of qualified opportunities and convert them into long-term business relationships.

- Monitor market trends, competitor activity, and customer needs to identify growth opportunities.

2. Account Management:

- Manage and grow existing institutional and corporate accounts.

- Maintain strong relationships with procurement teams, decision-makers, end users, and channel partners.

- Ensure high levels of customer satisfaction through regular engagement, issue resolution, and service support.

- Negotiate pricing, contracts, commercial terms, and service agreements in line with company policies.

3. Sales Planning and Execution:

- Prepare annual, quarterly, and monthly sales plans for the assigned portfolio.

- Achieve or exceed revenue, margin, and volume targets.

- Forecast sales accurately and provide regular pipeline and business updates to leadership.

- Coordinate with internal teams to ensure timely order fulfillment, product availability, and customer support.

4. Institutional Business Management:

- Prepare commercial proposals, bid documents, and presentations for institutional customers.

- Ensure compliance with all requirements, documentation standards, and internal approval processes.

- Work cross-functionally with legal, finance, supply chain, and operations teams to support quote submissions and agreement execution.

5. Channel and Stakeholder Coordination:

- Collaborate with channel partners to strengthen institutional reach.

- Partner with marketing teams on campaigns, product launches, and customer engagement initiatives.

- Coordinate with product, operations, and customer service teams to deliver tailored solutions.

- Represent the company at industry events, trade shows, and customer meetings.

6. Reporting and Performance Management:

- Maintain accurate records of customer interactions, opportunities, and sales progress.

- Analyze sales performance, account profitability, and market penetration.

- Prepare periodic business reviews, account plans, and management reports.

- Recommend corrective actions and growth initiatives based on performance insights.