Territory Sales Manager - Inst

The Sr. Territory Sales Manager Institutional (Inst) will be responsible for developing and expanding the both HoReCa & Non -HoReCa Channel for entire Gujarat state with a focus on vending solutions and direct sales to corporates, healthcare facilities, educational institutions, clubs, and manufacturing units. The role covers the entire regions of Gujarat as a state. The candidate will lead strategic planning, new customer acquisition, team management, and drive the introduction of Continental product offerings, ensuring strong brand presence and business growth across all institutional segments..

Key Responsibilities:

Channel Development & Business Growth

• Build and expand the Institutional Channel, especially vending-based and direct supply accounts.
• Identify, target, and onboard new institutional clients including:
• Corporates
• Hospitals & Clinics
• Educational Institutions
• Clubs
• Industrial/Manufacturing Units
• HoReCa Channel
• Introduce Continental Coffee products in both vending and direct-use formats.
• Expand distribution in non-vending segments with value-added product introductions.

Team Management & Training

• Recruit and lead a team of sales executives to penetrate and service institutional clients.
• Conduct ongoing training and field coaching to ensure product knowledge and selling skills are aligned with business goals.

Sales & Revenue Responsibilities

• Drive primary and secondary sales in the territory.
• Maintain healthy sales pipelines and customer engagement to meet monthly/quarterly targets.
• Ensure timely collections and effective credit control mechanisms.
• Regularly review sales performance and market potential.

Relationship Management

• Develop long-term relationships with administrators, purchase heads, facility managers, and decision-makers across targeted institutions.
• Conduct product trials, vending demos, and service-based interactions to improve client retention and satisfaction.

Operational Excellence

• Manage distributor/partner networks to support institutional operations.
• Ensure proper stock levels, order fulfilment, and service quality at all client locations.
• Provide timely reports on sales activities, forecasts, and competitor movements.

Key Skills Required:

• Strong B2B/Institutional sales acumen.
• Ability to manage large territories and build new markets.
• Excellent communication, presentation, and relationship-building skills.
• Strong analytical and negotiation capabilities.

Preferred Attributes:

• Existing network in institutional segments in Gujarat Region.
• Proactive and self-driven with a passion for building new business verticals.
• Service-oriented approach to vending channel development.