Institutional Sales Manager

Job Description

Institutional Sales Manager

RAS | Full-Time | India

Role Overview

We are seeking a dynamic and results-driven Institutional Sales Manager to join our growing team. The ideal candidate will bring proven experience in both the hospitality sector and corporate gifting space, with a demonstrated ability to build meaningful client relationships, drive revenue, and position our brand as the preferred partner for spas, hotels, wellness resorts, and corporate clients across the region.

Position Details

Department: Sales & Business Development

Reporting To: VP – Operations & Offline Sales

Location: India (Travel Required)

Employment Type: Full-Time

Experience Required: 5-8 Years in B2B Sales (Hospitality / Corporate Gifting)

Key Responsibilities

Business Development

• Identify, prospect, and onboard new B2B clients across hotels, spas, wellness resorts, and corporate accounts.
• Develop and execute targeted sales strategies to achieve and exceed revenue targets.
• Build and manage a healthy sales pipeline through consistent prospecting, follow-ups, and relationship management.
  
  

Hospitality Sector

• Manage and grow key accounts within luxury hotels, boutique properties, and spa chains.
• Collaborate with the internal team on spa menu integration, product placement, and onboarding support for new properties.
• Represent the brand at hospitality trade shows, industry events, and networking forums.
  
  

Corporate Gifting

• Drive corporate gifting sales during peak seasons (festive, year-end, and milestone occasions).
• Develop customized gifting proposals and presentations tailored to corporate clients branding and budget requirements.
• Manage end-to-end coordination of corporate gifting orders including packaging, branding, and timely delivery.
  
  

HORECA (Hotels, Restaurants & Catering)

• Develop and manage a dedicated HORECA client base, including standalone restaurants, hotel F&B outlets, catering companies, and cloud kitchens.
• Present and pitch RAS wellness and gifting products as value-add amenities, in-room offerings, or guest experience enhancements within the F&B and catering ecosystem.
• Identify seasonal and event-based opportunities (weddings, corporate events, curated dining experiences) to drive HORECA sales.
• Build strong relationships with F&B managers, executive chefs, event managers, and procurement heads within the HORECA segment.
  
  

Client Relationship Management

• Serve as the primary point of contact for key accounts, ensuring high levels of client satisfaction and retention.
• Conduct regular client reviews, product presentations, and business development meetings.
• Collaborate with internal teams (marketing, operations, product) to ensure seamless client experiences.
  
  

Reporting & Strategy

• Maintain accurate CRM records of sales activities, leads, and client interactions.
• Provide regular sales forecasts, pipeline reports, and market feedback to the leadership team.
• Monitor competitor activity and market trends to identify new business opportunities.
  
  

Qualifications & Experience

• Bachelor's degree in Business, Hospitality Management, Hotel Management, Marketing, or a related field.
• 5-8 years of proven B2B sales experience, with a strong track record in the hospitality or wellness industry.
• Prior experience in corporate gifting, FMCG, or luxury goods sales is highly desirable.
• Existing network of contacts within the hotel, spa, restaurant, catering, or corporate procurement sector is a strong advantage.
• Prior experience in the HORECA segment with familiarity of F&B procurement, catering operations, and event-based sales is highly desirable.
• Proficiency in CRM tools and MS Office / Google Workspace.
  
  

Skills & Competencies

• Excellent communication, negotiation, and presentation skills.
• Strong commercial acumen with the ability to identify and convert business opportunities.
• Self-motivated, target-oriented, and capable of working independently.
• Ability to manage multiple accounts and priorities simultaneously.
• Willingness to travel for client meetings, trade shows, and industry events.
• Professional demeanor with a client-first approach.
  
  

What We Offer

• Competitive fixed salary with an attractive performance-based incentive structure.
• Opportunity to work with a premium, fast-growing brand in the wellness and gifting space.
• Collaborative and entrepreneurial work culture.
• Professional development and growth opportunities.
• Travel allowance and business expense reimbursement.
  
  

Skills: b2b,sales,corporate gifting,horeca