Institutional Sales Manager

 Job description of Institutional Sales-HORECA Manager ❖ Job title: Institutional Sales-HORECA Manager ❖ Department: Sales and Marketing ❖ Geography covered: Gujarat, Rajasthan and MP States, Corporate office. ❖ Reports to: Sales and Marketing Director ❖ Matrix: Management Consultant, HR. ❖ Summary: The Institutional Sales Manager-HORECA Manager is a dynamic and results-oriented leader responsible for driving sales growth within the Hotel/Restaurant/Catering (HORECA) and institutional sectors. This role requires a strategic thinker with a proven track record in B2B sales, relationship building, and managing a team to achieve ambitious targets. ❖ Key Responsibilities:
• Develop and implement sales strategies to expand market share within the assigned territory.
• Build and maintain strong relationships with key decision-makers in HORECA and institutional accounts.
• Lead a team of sales representatives, providing coaching, mentorship, and performance management.
• Manage and forecast sales pipelines, ensuring timely deal closures and exceeding sales quotas.
• Identify new business opportunities and develop strategies for customer acquisition.
• Conduct product presentations and negotiations to secure profitable contracts.
• Oversee order fulfilment, ensuring timely product delivery and customer satisfaction.
• Analyse sales data and market trends to optimize sales strategies.
• Prepare comprehensive sales reports to track performance and identify areas for improvement.
• Collaborate with marketing and other departments to ensure a cohesive customer experience. Job description – Gajanand Foods Private Limited – Internal Circulation only
❖ Key Results Areas (KRAs): 1. Achieve annual sales targets for HORECA and institutional segments. 2. Grow market share within the assigned territory by X%. 3. Increase customer retention rate by Y%. 4. Onboard and develop a high-performing sales team. 5. Secure new business opportunities by acquiring Z new customers. 6. Achieve an average deal size of $A. 7. Maintain a customer satisfaction rating of B%. 8. Minimize order fulfilment errors to C%. 9. Submit accurate and timely sales reports. 10. Implement D new sales strategies to improve performance. ❖ Key Performance Indicators (KPIs): 1. Revenue generated from HORECA and institutional sales. 2. Market share percentage within the assigned territory. 3. Customer churn rate. 4. Team performance metrics (e.g., conversion rates, average deal size). 5. Number of new customer acquisitions. 6. Average deal size. 7. Customer satisfaction survey results. 8. Order fulfilment accuracy rate. 9. Timeliness and accuracy of sales reports. 10. Number of new sales strategies implemented. ❖ Qualifications:
• Bachelor's degree in business administration, Marketing, or a related field (preferred).
• Minimum of 7+ years of experience in B2B sales, preferably within the HORECA or institutional sector.
• Proven track record of exceeding sales targets and achieving business growth.
• Excellent communication, presentation, and negotiation skills.
• Strong leadership and relationship-building skills.
• Ability to manage and motivate a sales team.
• Proficient in salesforce automation (SFA) tools and CRM systems.
• Excellent analytical and problem-solving skills.
• Time management skills and the ability to prioritize multiple tasks.
Additional Desirable Skills:
• Experience in managing a sales budget.
• Knowledge of HORECA and institutional market trends.
• Understanding of food and beverage industry dynamics (a plus).
• Experience in product demonstrations and presentations.
• Strong interpersonal and relationship management skills.
• Ability to work independently and as part of a team. Desired Certifications:
• Professional Sales Certification (PSC) (a plus).
• Food Safety Manager Certification (FSMC) (a plus).

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