Head Institutional Sales

TLC Relationship Management P Ltd; Delhi; On-site; CAD 80,000 - 100,000; Full time

Job summary

A leading relationship management firm is looking for a seasoned professional to oversee strategic partnerships and drive institutional sales. The candidate who will excel in this role will need a Bachelor’s degree and an MBA in Sales & Marketing is preferred. With over 12 years in the hospitality industry and strong negotiation skills, this individual will lead a team towards revenue generation and program implementation across various clients. A commitment to enhancing visibility and maximizing value in client relationships is crucial.

Qualifications

• 12+ years of proven track record in sales and business development in the hospitality industry.
• 6+ years of experience in institutional/bulk sales.
• In-depth understanding of institutional sales processes and strategies.

Responsibilities

• Identify and cultivate strategic partnerships with key institutional clients.
• Establish team objectives for revenue from institutional sales.
• Oversee negotiations with potential institutional clients.
• Collaborate with internal stakeholders on pricing strategies.
• Customize membership packages for institutional clients.
• Ensure project profitability with budget approvals.
• Lead the rollout of membership programs at all levels.
• Drive adoption of programs within target markets.
• Evaluate partnership opportunities based on strategic fit.

Skills

Strategic partnership cultivation

Sales negotiations

Team collaboration

Budget approval

Program rollout coordination

Education

Bachelor's degree in Business Administration, Marketing, or related field

MBA (Sales & Marketing)

Job description

Role And Responsibilities

• Identify and cultivate strategic partnerships with key institutional clients, industry associations, and other relevant organizations and leverage partnerships to enhance the credibility & visibility of TLC within the institutional segment
• Establish team objectives for national & local regions to drive revenue from institutional sales for memberships & subscriptions business
• Oversee and provide inputs in negotiations with potential institutional clients, including Resident Welfare Associations (RWAs) and corporates, to secure sales agreements
• Ensure adequate collaboration of team with internal stakeholders to develop pricing strategies and contractual terms that maximize value for both the client and the organization
• Customize membership packages and program offerings to meet the unique needs and preferences of institutional clients
• Ensure project level profitability by providing necessary budget approvals for the various costs incurred to drive institutional sales
• Lead the coordination of rollout of membership programs and other offerings at both national and local levels, ensuring seamless execution and delivery
• Liaise with regional program teams and other relevant stakeholders to drive adoption and utilization of programs within target markets
• Continuously evaluate and prioritize potential partnership opportunities based on strategic fit and potential impact on sales objectives.
• Identify training and development needs within the team and coordinate relevant initiatives to enhance their skills and capabilities.

Desired Profile

• Bachelor’s degree in business administration, Marketing, Hospitality Management, or a related field.
• MBA (Sales & Marketing) – Added Advantage
• 12+ years of proven track record in sales and business development in hospitality industry
• 6+ years of experience of institutional/bulk sales is a must
• In-depth understanding of institutional sales processes and strategies.

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