Head of Institutional Sales

5 days ago

Pune, Maharashtra, India Happy Karma Full time ₹ 9,00,000 - ₹ 12,00,000 per year

Company Description

Happy Karma is a young Indian brand offering clean-label, better-for-you products across dry fruits, seeds, flours, premixes, and functional blends

Role Description

Happy Karma is seeking a dynamic and driven Institutional Sales Resource to lead our expansion in institutional channels, including corporate canteens, education, hospitals, HoReCa, government canteens, airlines, airport counters, cinemas, and multi-chain accounts. This role is crucial to accelerating growth during the festive season and beyond, by forming long-term partnerships and expanding our presence in the institutional food sector.

Key Responsibilities

Business Development & Sales

  • Identify, onboard, and manage institutional clients across hospitality retail (HoReCa), and corporate sectors.
  • Achieve monthly/quarterly institutional sales targets and drive consistent revenue growth.
  • Build strong pipelines and close deals with large accounts (airlines, QSRs, multiplex chains, hotels).

Client Relationship Management

  • Build and nurture long-term relationships with decision-makers in key institutions.
  • Serve as the primary point of contact for institutional accounts, ensuring service excellence.
  • Understand client requirements and offer tailored solutions from Happy Karma's product portfolio.

Strategic Partnerships & Growth

  • Develop partnerships with leading hospitality chains, specialty food outlets, and catering groups.
  • Collaborate with chefs, F&B managers, and procurement teams to drive product adoption.
  • Explore seasonal and festive sales opportunities by creating tailored packages/offers.

Market Insights & Reporting

  • Track competitor activity and industry trends to identify new opportunities.
  • Provide actionable insights to support institutional sales strategy.
  • Maintain accurate records of client interactions, sales pipeline, and performance reports.

Requirements

  • 3–5 years of experience in
    Institutional / HoReCa / B2B FMCG Sales
  • Proven track record in managing large institutional or corporate accounts
  • Strong negotiation, communication, and relationship-building skills
  • Ability to develop and execute sales strategies for new channels
  • Familiarity with procurement processes in corporates, hotels, airlines, hospitals, etc.
  • Self-motivated, target-driven, and willing to travel extensively
  • Graduate/MBA preferred (Sales/Marketing background an advantage)

Growth Path

Opportunity to grow into Head – Institutional & B2B Sales, leading a pan-India team and strategic key accounts.

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