Sales Manager, Business ( B2B/Enterprise Sales )

The Happy Company; Chennai District; On-site; INR 1,800,000 - 2,800,000; Full time

Job summary

The Happy Company is seeking an accomplished Sales Manager to own the complete B2B sales cycle for our CPU beverage solutions. You will engage business owners and senior stakeholders across Admin, Facilities, HR, Procurement and Finance to build a credible business case and convert interest into sustained usage.

Responsibilities include territory planning, discovery, pilot conversion, commercial negotiation, closure, and ongoing account growth.

Qualifications

• Minimum 5 years of proven B2B field sales experience.
• Experience selling to offices, factories, institutions or multi-site organisations.
• Excellent spoken and written communication.
• Fluency in English is required; Tamil will be an advantage.

Responsibilities

• Own the complete B2B sales cycle from planning to closure and handover.
• Identify decision-makers and develop multi-threaded relationships across departments.
• Conduct structured discovery and present customer-specific value propositions.
• Plan tastings, pilots and proposals with clear success criteria and timelines.
• Negotiate and close deals, ensuring accurate documentation and commitments.
• Manage pipeline in CRM and publish weekly/monthly forecasts.
• Coordinate implementation readiness and post-sale activation with teams.
• Drive account growth, retention and higher consumption across locations.

Skills

Fluent English

Tamil language

Prospecting

Sales discipline

Education

Bachelor's degree in Business/Marketing/Commerce

MBA or equivalent preferred

Tools

CRM systems

Microsoft Office

Google Workspace

Job description

Position Overview:

The Sales Manager will own the complete B2B sales cycle for CPU [Chaicup Processing Unit], from territory planning and prospecting to commercial closure, installation handover and account expansion. This is a field-led role for an accomplished sales professional who can independently engage business owners and senior stakeholders across Administration, Facilities, Human Resources, Procurement and Finance. The role requires disciplined prospecting, consultative discovery, persuasive presentations, commercial judgement and consistent follow-through. Success will be measured by qualified pipeline, new customer closures, activated consumption, revenue quality, collections discipline and account growth. CPU is designed for offices, factories, educational institutions, hospitals, banks and other organisations seeking a reliable workplace chai and coffee solution. The Sales Representative must understand each customers workforce, consumption patterns, operating shifts, service expectations, and decision-making process, and then build a credible commercial case that converts interest into sustained usage.

Key Responsibilities:

1. Territory Planning & Prospecting

• Build and execute a territory plan covering priority sectors, customer clusters, high-potential accounts and weekly field routes.
• Identify organisations with a relevant workforce and consumption opportunity through market mapping, referrals, databases, field intelligence and targeted research.
• Generate qualified opportunities through cold outreach, physical visits, professional networks, channel relationships and customer referrals.
• Reach the right decision-makers and develop multi-threaded relationships across user, influencer, commercial and approval stakeholders.
• Maintain a consistent prospecting cadence and sufficient pipeline coverage to support monthly and quarterly closure objectives.

2. Discovery & Consultative Selling

• Conduct structured discovery to understand employee strength, shift timings, current beverage arrangements, daily consumption, price sensitivity, service gaps and approval processes.
• Diagnose the customers operating problem before presenting the solution, with clear attention to convenience, hygiene, consistency, employee experience and total cost.
• Translate CPU capabilities into a customer-specific value proposition supported by relevant usage assumptions and a practical return-on-investment narrative.
• Qualify each opportunity for business need, stakeholder access, commercial fit, implementation readiness, decision criteria and expected closure date.
• Disqualify weak or speculative opportunities early so that field time remains focused on accounts with genuine potential.

3. Solution Presentation, Demonstration & Pilot Conversion

• Deliver confident presentations and product demonstrations to decision-makers, users and internal evaluation committees.
• Plan tastings, trials, and pilots with clearly agreed-upon success criteria, timelines, responsibilities, and next-step commitments.
• Prepare accurate proposals covering product scope, estimated consumption, pricing, service model, operating requirements and implementation plan.
• Anticipate objections regarding price, taste, hygiene, service continuity, existing vendors, and internal approvals, and respond with evidence and commercial maturity.
• Convert successful pilots into signed long-term engagements without allowing trials to drift into unqualified or open-ended activity.

4. Commercial Negotiation & Closure

• Own the closure plan for every qualified opportunity, including stakeholder alignment, internal approvals, proposal revisions, commercial negotiation and documentation.
• Protect pricing integrity and unit economics while creating commercially sensible solutions within approved company policies.
• Maintain momentum through clear next actions, named owners and committed dates after every customer interaction.
• Coordinate agreements, purchase orders, vendor onboarding, compliance documents and other closure requirements with internal teams.
• Secure complete and accurate customer commitments before handover, including expected volume, service location, installation date, billing terms and payment cycle.

5. Pipeline Management & Forecasting

• Maintain accurate records of every lead, meeting, stakeholder, proposal, next action, and stage movement in the approved CRM or reporting system.
• Build a credible pipeline across prospecting, discovery, demonstration, pilot, proposal, negotiation and closure stages.
• Publish accurate weekly and monthly forecasts based on customer evidence rather than optimism or verbal assurances.
• Review conversion rates, ageing, stage velocity, reasons for loss and stalled opportunities, then take corrective action.
• Escalate commercial, product or operational blockers early with a clear recommendation and supporting facts.

6. Deployment, Activation & Handover

• Coordinate site readiness, access, space, power, delivery windows, installation timelines and customer points of contact before deployment.
• Provide Operations and onboarding teams with a complete written handover covering all commitments made during the sales process.
• Support day-one activation, user orientation, sampling and stakeholder communication to encourage immediate adoption.
• Track early consumption and service quality closely during the stabilisation period, resolving launch friction with urgency.
• Ensure that the actual deployment matches the approved commercial scope and that no unrecorded commitments are transferred to execution teams.

7. Account Growth, Retention & Receivables

• Remain commercially accountable for the health of newly acquired accounts through the agreed transition period.
• Monitor consumption against the original business case and work with the customer and internal teams to address under-utilisation.
• Identify opportunities for higher consumption, additional locations, new shifts and portfolio-wide expansion.
• Build durable relationships with stakeholders in Administration, Facilities, Procurement, Human Resources, and Finance.
• Support timely invoicing and collections by ensuring correct commercial documentation, payment terms and customer coordination.
• Surface churn risks early and contribute to a practical retention plan before service or relationship issues become irreversible.

8. Market Intelligence & Cross-functional Contribution

• Capture competitor offerings, pricing, service models, tender patterns, customer objections and emerging market requirements.
• Share structured customer feedback that can improve product quality, menu mix, pricing, sales collateral and service design.
• Collaborate with Operations, Finance, Product, Customer Experience and leadership without creating ambiguity about ownership.
• Represent THC with accuracy and integrity. Never overpromise, conceal constraints or make commitments outside delegated authority.

Performance Measures:

• Qualified customer meetings and decision-maker access.
• Pipeline value, pipeline coverage, stage movement and forecast accuracy.
• New customer closures, activated locations and revenue contribution.
• Daily consumption achieved against the approved customer business case.
• Pilot-to-paid conversion, sales cycle discipline and proposal conversion.
• Pricing quality, documentation accuracy and receivables discipline.
• Early account retention, consumption growth and multi-site expansion.
• CRM hygiene, reporting accuracy and adherence to company SOPs.

First 90 Days:

• Develop a working command of CPU products, pricing, operations, customer economics and the complete sales playbook.
• Build a mapped territory and named-account pipeline with decision-makers, qualification status and next actions.
• Demonstrate independent capability in discovery, presentation, proposal creation, objection handling and CRM reporting.
• Move qualified opportunities through the funnel and establish a credible cadence for closing against assigned OKRs.
• Build effective working relationships with internal teams and demonstrate clean handovers without avoidable execution gaps.
• An average of 5,000 cups/day should be the minimum achievable target/outcome for tracking revenue performance.

Education:

• Bachelors degree in Business, Marketing, Commerce or another relevant discipline.
• An MBA or equivalent postgraduate qualification is preferred, but demonstrable sales performance will carry greater weight than credentials alone.

Experience:

• Minimum 5 years of proven B2B field sales experience with direct responsibility for prospecting, negotiation and closure.
• A consistent record of meeting or exceeding individual revenue, customer acquisition or volume targets.
• Experience selling to offices, factories, institutions or multi-site organisations, with exposure to senior decision-makers and procurement processes.
• Experience in workplace services, food and beverages, facility solutions, vending, hospitality, SaaS, telecom or another recurring-revenue B2B category is preferred.
• Evidence of a personally closed business is essential. Experience limited to lead generation, coordination or account support will not be sufficient for this role.

Skills:

• Excellent spoken and written communication, with the ability to engage customers confidently, listen carefully and articulate value without exaggeration.
• Strong prospecting discipline and the resilience to create opportunities in a field environment rather than depend only on inbound leads.
• Consultative discovery, presentation, negotiation, objection handling and closing capability.
• Commercial acumen, numerical confidence and the ability to build credible consumption, pricing and return-on-investment narratives.
• Strong planning, prioritisation and follow-through across multiple accounts and stakeholders.
• Working proficiency in CRM systems, Microsoft Office and Google Workspace, including spreadsheet-based pipeline analysis and reporting.
• Sound judgement under pressure, professional discretion and the ability to operate within clear commercial authority.
• Fluency in English is required. Proficiency in Tamil and other relevant business languages will be an advantage.
• A well-groomed and professional presence, with disciplined conduct and the corporate etiquette required to represent THC before senior business stakeholders.