Institutional Sales Manager – Food industry (B2B)

job Description Position: Institutional Sales Manager – Sweets (B2B) Position Overview The Institutional Sales Manager will drive B2B and institutional sales of Gulab Jamun and allied sweets across bulk consumption channels. The role focuses on building long term partnerships with catering companies, hotels, banquets, QSRs, corporate gifting clients, and institutional buyers, while ensuring volume growth, margin optimization, and operational efficiency.

Key Responsibilities Institutional & B2B Sales Development Develop and expand institutional sales channels including caterers, banquet halls, hotels, QSRs, corporates, and event management companies. Acquire new B2B customers and strengthen relationships with existing institutional clients. Drive bulk orders, contract sales, and recurring business.

Commercials & Negotiations Negotiate pricing, volume slabs, payment terms, and annual rate contracts. Ensure profitability while balancing high-volume institutional requirements. Work closely with finance teams on credit control and collections.

Order Fulfilment & Coordination Coordinate with production, logistics, and quality teams for timely order execution. Ensure compliance with food safety and quality standards for institutional customers. Handle escalations related to service levels, product quality, or delivery timelines.

Product & Channel Expansion Promote bulk packs, HoReCa-friendly SKUs, and customized offerings. Support development of value-added products for institutional and catering needs. Identify seasonal demand opportunities such as weddings, festivals, and corporate events.

Market Intelligence & Reporting Track institutional demand trends, pricing benchmarks, and competitor activity. Prepare sales forecasts, pipeline reports, and performance dashboards. Provide inputs for capacity planning and product development.

Qualifications MBA / PGDM in Sales, Marketing, or Business Management (preferred). 6–10 years of experience in Institutional / B2B Sales within FMCG, Food, Dairy, or HoReCa segments. Strong network with caterers, hotels, QSRs, banquet operators, or corporate buyers. Understanding of bulk pricing, contracts, and institutional procurement processes.

Regards Sahiba

8296043355