Gifting, B2B AND KEY Accounts Manager

Companion Placements; Bengaluru; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Companion Placements in Bengaluru is seeking a seasoned sales leader to own gifting and B2B across chocolates, corporate hampers and premium accounts. You will build a repeatable, profitable channel by crafting gifting solutions, negotiating terms and growing a pipeline of corporate and institutional customers.

You will work with India leadership to align gifting with the brand, ensure timely delivery, and convert one-time orders into ongoing annual and festival-based business.

Qualifications

• 5+ years in sales with B2B or key-account ownership.
• Lead gifting and B2B business with premium chocolate range.
• Build a pipeline of corporate and institutional customers.
• Coordinate gifting delivery from enquiry to repeat order.
• Experience with Modern Trade, premium retail, e-commerce accounts is preferred.

Responsibilities

• Build and manage a qualified sales pipeline across corporates and institutions.
• Negotiate Terms of Trade, margins and promotions.
• Coordinate stock, artwork, dispatch and delivery commitments.
• Maintain CRM and sales forecast with next steps.
• Track revenue, gross contribution and repeat orders.

Job description

Role & responsibilities

Role

Gifting, B2B and Key Accounts

Reports to

India Business Head

Experience

5+ years in sales; demonstrated B2B or key-account ownership

Role purpose

Lead Chocolates gifting and B2B business, turning the brands premium chocolate range into a repeatable, profitable channel. Build a strong pipeline of corporate and institutional customers, develop gifting solutions that fit their needs and budgets, and coordinate reliable delivery from enquiry through repeat order. The role also owns growth with selected Modern Trade, premium retail, e-commerce and quick-commerce accounts, in line with the India business plan.

You will work closely with the India and company leadership teams, shape how the brand serves corporate and festive gifting customers, and build a repeatable business across gifting and key accounts.

Gifting and B2B sales

• Build and deliver the India plan for corporate gifting, festive gifting, hampers, events and bulk orders, with clear customer, revenue and margin priorities.
• Create and manage a qualified sales pipeline across corporates, HR and procurement teams, agencies, hotels, event companies and institutional buyers; lead prospecting, proposals, sampling, negotiation and closure.
• Develop customer-specific gifting propositions, assortments, pack formats and price points with Marketing and Product teams, balancing buyer needs, brand standards and contribution margin.
• Own the commercial process for each opportunity, including quotations, costing, volume assumptions, customisation requirements, payment terms and approvals.
• Build a calendar for key festive and corporate buying periods; start outreach early, track conversion and maintain an off-season pipeline to reduce dependence on a single season.
• Grow existing accounts through post-delivery follow-up, feedback, renewals and cross-selling; convert one-time orders into repeat annual and occasion-based business.

Account and channel management

• Own relationships and business plans for assigned Modern Trade, premium retail, e-commerce and quick-commerce accounts; secure listings, visibility and profitable growth.
• Negotiate and close Terms of Trade, margins, schemes, promotions, service requirements and annual calendars within approved commercial guardrails.
• Improve product pages, gifting content, assortment and promotional execution with platform and retail partners; review performance and take corrective action.

Execution and business discipline

• Coordinate with Marketing, Supply Chain, Operations, Finance and customer service to confirm stock, capacity, artwork, customisation, dispatch and delivery commitments.
• Maintain an accurate CRM and sales forecast, with next steps, expected closure dates, order values and risks for every material opportunity.
• Track revenue, gross contribution, customer acquisition, conversion, repeat orders, receivables and fulfilment quality; report performance and corrective actions regularly.
• Share customer and competitor insights to inform the gifting range, pricing, packaging and India growth plans; help build repeatable processes as the team scales.

Success measures

• Achievement of agreed revenue and gross contribution targets across gifting, B2B and assigned retail and digital accounts.
• Qualified pipeline, proposal-to-order conversion, new accounts won and growth in existing accounts.
• Repeat-order rate, customer retention and share of business generated outside peak festive periods.
• Commercial quality of orders, including margin discipline, payment terms and receivables performance.
• On-time and in-full fulfilment, customer feedback and successful execution of seasonal campaigns.

Accurate forecasting, CRM discipline and timely closure of agreed account plans and Terms of Trade

Preferred candidate profile

• At least 5 years of sales experience, including hands-on ownership of B2B, corporate gifting or key accounts; a record of winning and growing customers.
• Experience managing commercial negotiations and account economics, including pricing, margins, schemes, payment terms and fulfilment expectations.
• Exposure to gifting, premium FMCG, chocolates, gourmet food, hampers, events or another considered consumer category is strongly preferred.
• Working knowledge of Modern Trade and e-commerce; experience with quick commerce and marketplace execution is an advantage.
• Graduate in any discipline; MBA or PGDM in Sales or Marketing is an advantage.
• Strong communication, follow-through, analytical skills and comfort working in a fast-moving business with cross-functional teams.