Job Description Territory Sales Manager Sales
Function: Institutional Sales / HoReCa / Key Accounts
Position Overview
Seeking a 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 ASM's and will be responsible for driving revenue, expanding institutional partnerships, improving market penetration, and delivering long-term business growth.
Key Responsibilities
Strategic Leadership
- Develop and execute 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 chains, institutions, Railway's, 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 team, including 2 RSMs & 5 ASM's.
- 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 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.
Experience & Skills
- 610 years of experience in Institutional Sales / HoReCa / Key Accounts (FMCG / Beverage's 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.
