Manager - Institutional Channel- FMCG Client

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Manager – Institutional Channel

Key Responsibilities:

Business Development

• Identify and target institutional clients in key sectors (e.g., HORECA, corporate offices, educational institutions, hospitals, etc.).
• Develop a strong sales pipeline by reaching out to potential clients and generating leads.
• Establish long-term business relationships and strategic partnerships.
• Negotiate pricing, contracts, and service agreements to close deals.

Sales Strategy & Execution

• Develop and implement sales strategies to meet or exceed targets.
• Analyze market trends and competitor activity to identify new opportunities.
• Monitor key accounts and ensure excellent customer service and relationship management.
• Collaborate with the marketing and product teams to offer customized solutions.

Client Relationship Management

• Build and maintain strong relationships with key decision-makers within institutions.
• Understand client needs and recommend suitable products or services.
• Ensure regular follow-ups and provide ongoing support to retain clients and encourage repeat business.

Team Management

• Lead and mentor a small team (if applicable) to drive business development and sales performance.
• Set clear performance objectives and provide continuous coaching and support.

Reporting & Analysis

• Prepare and present regular sales performance reports to senior management.
• Provide feedback on market trends, client needs, and competitor activity to help refine product offerings.
• Track sales metrics and analyze data to optimize strategies and performance.

Product Knowledge

• Develop a thorough understanding of the company’s product range and value propositions.
• Provide product training and support to institutional clients to maximize usage and satisfaction.

Required Qualifications:

• Bachelor’s degree in Business, Marketing, or a related field.
• Minimum 5 years of experience in sales, with a focus on institutional or B2B channels.
• Proven track record of meeting or exceeding sales targets in a similar role.
• Strong negotiation, communication, and presentation skills.
• Ability to manage multiple accounts and projects simultaneously.
• Experience in the FMCG or food industry (preferred).

Preferred Skills:

• Ability to work both independently and collaboratively within a team.
• Strong analytical skills with the ability to interpret sales data and trends.
• Proficiency in CRM software and Microsoft Office Suite.
• Proactive mindset with strong problem-solving abilities.