Institutional Sales Leader

15 hours ago

Thoothukudi, Tamil Nadu, India beBeeGrowth Full time ₹ 22,00,000 - ₹ 32,00,000

Job Description:

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We are seeking a seasoned sales leader to head Institutional Sales and drive sustainable growth with food manufacturers, restaurants, hotels, and institutional food companies. The ideal candidate will be a strategic business developer with strong leadership skills and commercial acumen.

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Key Responsibilities:

  • Deliver on revenue, margin, and profitability targets for Institutional Sales.
  • Own sales forecasting, pipeline health, and CRM discipline at the team level.
  • Drive pricing discipline, credit management, and commercial governance in line with organizational policies.

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Strategic Business Development & Key Account Management

  • Develop and execute the institutional sales strategy aligned to organizational growth goals.
  • Build, nurture, and expand CXO-level relationships with food companies.
  • Lead contract negotiations and partnerships to ensure long-term profitable growth.
  • Drive new business opportunities across existing and emerging categories.

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Customer-Centric Solutioning & Innovation

  • Act as the bridge between client needs and internal capabilities.
  • Champion co-creation of product concepts, prototypes, and solutions that strengthen customer stickiness.
  • Lead high-impact presentations, product immersions, and customer innovation workshops.

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Market Insights & Strategic Foresight

  • Monitor market dynamics, category trends, regulatory changes, and competitive moves.
  • Identify whitespace opportunities and contribute to portfolio expansion and go-to-market strategy.
  • Partner with Marketing and R&D to align innovations with customer and industry needs.

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People & Capability Development

  • Build and mentor a high-performing institutional sales team.
  • Strengthen commercial capabilities across negotiation, solution selling, and category management.
  • Foster a culture of accountability, customer centricity, and cross-functional collaboration.

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Qualifications & Experience

  • Education: Graduate/Postgraduate in Food Technology, Food Science, Business Administration, or related field.
  • Experience: 10–15 years of B2B sales experience with at least 3–5 years in a leadership role, preferably in ingredients, flavors, seasonings, or food solutions for food buyers.

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Skills & Competencies

  • Proven track record of P&L ownership and delivering profitable growth.
  • Strong commercial acumen, contract negotiation, and category management expertise.
  • Ability to influence senior stakeholders and build long-term partnerships.
  • Deep understanding of food applications, consumer trends, and innovation pipelines.
  • Excellent leadership, communication, and cross-functional collaboration skills.

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Growth Mindset

A growth-driven leader who is strategic, customer-obsessed, commercially sharp, and passionate about food innovation.

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