Our client is looking for an experienced Sales Manager Institutional, Corporate & HoReCa to drive revenue growth and expand our presence across institutional customers, corporate accounts, hotels, restaurants, cafs, caterers and other food-service channels.

The role will be responsible for business development, key account management, distributor/channel management and achievement of revenue and profitability targets across the assigned channels.

Key Responsibilities:

- Develop and execute the sales strategy for Institutional, Corporate and HoReCa channels across the assigned territory.

- Identify and acquire new customers across corporates, hotels, restaurants, cafs, caterers, institutions, hospitals, schools and other large-format accounts.

- Build and manage relationships with key institutional and HoReCa customers and drive repeat business.

- Achieve monthly, quarterly and annual sales, revenue, volume and profitability targets.

- Develop a strong pipeline of prospective accounts and convert opportunities into long-term business relationships.

- Manage pricing, negotiations, commercial terms, contracts and customer-specific requirements within company guidelines.

- Work closely with distributors, dealers and channel partners to ensure availability, servicing and market coverage.

- Identify new channel opportunities, emerging customer segments and avenues for business expansion.

- Track competitor activity, pricing, product launches and market trends and provide actionable insights to the management.

- Coordinate with supply chain, finance, marketing and operations to ensure smooth order fulfilment, collections and customer servicing.

- Monitor receivables and ensure timely collections from institutional and HoReCa customers.

- Maintain accurate sales forecasts, MIS, pipeline reports and account-level business plans.

- Drive product listings, trials, sampling and customer activations wherever relevant.

- Participate in tenders, rate contracts and institutional procurement processes where applicable.

- Build a strong understanding of customer needs and provide feedback to product and marketing teams for new product development and channel-specific offerings.

Key Skills & Competencies:

- Strong B2B / Institutional / HoReCa sales experience.

- Proven track record of acquiring and managing large accounts.

- Strong business development and negotiation skills.

- Good understanding of distributor/channel networks and food-service markets.

- Ability to manage sales targets, margins, collections and commercial negotiations.

- Strong relationship-building and stakeholder-management skills.