Job Description Associate Vice President (AVP) Sales
Function: Institutional Sales / HoReCa / Key Accounts
Location: WhiteField, Bangalore Corporate Office
Role Type: Pan India Leadership Role
Budget: Fixed CTC: 3545 LPA, Variable Pay: 4 LPA, ESOPs: As applicable
Position Overview
We are looking for dynamic professionals and growth-driven Associate Vice President Sales to
lead our Institutional, HoReCa, and Key Accounts business across India. The ideal
candidate will bring strong strategic thinking, proven sales leadership, and the ability to
manage a large, diverse team. This role requires a stable professional track record and a
solid educational foundation.
The AVP Sales will directly lead a 30-member team, including 2 RSMs, 5 ASMs, and will be
responsible for driving revenue, expanding the country's institutional partnerships, and improving
market penetration, and delivering long-term business growth.
Key Responsibilities
Strategic Leadership
- Develop and execute the country's sales strategies for Institutional, HoReCa, and Key Accounts to achieve annual business targets.
- Build strong GTM strategies for product penetration, pricing, and customer acquisition.
- Drive strategic partnerships with country chains, institutions, railways, and QSRs, HORECA networks, and large distributors.
Business Development & Key Account Management
- Identify and onboard new institutional clients across categories, ensuring consistent business growth.
- Strengthen relationships with existing key accounts and drive contract renewals, joint business plans, and strategic initiatives.
- Negotiate commercial terms, pricing, and long-term business agreements.
Team Leadership & People Development
- Lead and develop a 30-member Country team, including 2 RSMs & 5 ASMs.
- Drive capability-building, performance management, and talent development practices.
- Foster a performance-driven and collaborative culture.
Operations & Execution Excellence
- Monitor sales performance, MIS reporting, forecasting, and productivity metrics for all regions.
- Coordinate with cross-functional teamsMarketing, SCM, Finance, and Manufacturingfor seamless execution.
- Lead country activations, product rollouts, and HoReCa-specific initiatives.
Customer Experience & Service Delivery
- Ensure superior service levels, timely order fulfilment, and complaint resolution for all institutional partners.
- Implement consistent SOPs across regions to improve efficiency and customer satisfaction.
Market Intelligence
- Track market developments, competition, and emerging HoReCa trends.
- Provide inputs for product customisation, innovation, and category expansion opportunities.
Education Qualification:
- MBA / PGDM from a reputed institute preferred.
- Strong academic track record.
Experience & Skills
- 610 years of experience in Institutional Sales / HoReCa / Key Accounts (FMCG / Beverages background preferred).
- Proven success in leading large teams and delivering revenue growth.
- Strong negotiation, analytical, and relationship-building skills.
- High ownership, strategic thinking, and execution excellence.
- Comfortable with travel across India.
Attributes
- Young, energetic, and stable professional mindset.
- Strong leadership presence with the ability to influence stakeholders.
- Excellent communication and interpersonal skills.
What We Offer
- Opportunity to lead a high-impact business portfolio.
- Fast-paced, collaborative work environment.
- Attractive compensation and growth opportunities
Share your resumes at [Confidential Information]
