Territory Manager - B2B

Ask Athena; Bengaluru; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Ask Athena seeks a seasoned B2B sales leader to uncover and nurture institutional and corporate business across gifting, rewards, travel programs and education segments. You will build pipelines, win new customers, and manage key accounts with a focus on revenue and margin.

Travel is extensive; you will engage procurement, HR, admin and marketing to shape proposals, negotiate terms and protect profitability while driving long-term partnerships.

Qualifications

• 7+ years of experience in B2B / Institutional / Corporate Sales in consumer durables, lifestyle, travel, retail or related categories.
• Proven track record of new business acquisition and revenue growth.
• Experience in full B2B sales cycle: lead generation, meetings, proposals, negotiation, closure, and collections.
• Established relationships with corporates, institutions, procurement teams, HR/Admin teams, or other institutional decision-makers.
• Experience in corporate gifting, employee rewards, travel programs or similar institutional businesses is advantageous.
• Strong commercial understanding and negotiation skills to deliver revenue and margin targets.

Responsibilities

• Identify and develop institutional and corporate business opportunities across gifting, rewards, travel programs, schools & colleges, banks, PSUs, corporates, events and other segments.
• Build a strong sales pipeline through prospecting, market mapping, references, networking, cold calling and other BD initiatives.
• Acquire new institutional customers and convert leads into high-value orders while meeting sales targets.
• Develop relationships with decision-makers across Procurement, HR, Admin, Marketing to build long-term partnerships.
• Manage and grow existing institutional accounts through repeat business, cross-selling and upselling.
• Coordinate with Marketing, Product, Supply Chain and Finance to ensure quotation, product availability, order execution and collections.
• Maintain an updated funnel with enquiries, proposals, closures, order values and timelines.
• Track competition and market trends and share insights with the team.

Skills

B2B sales

Lead generation

Negotiation

Relationship building

Pipeline management

Education

Graduate / Postgraduate

Tools

Microsoft Office

Job description

identify and develop new institutional and corporate business opportunities across corporate gifting, employee rewards, travel programs, schools & colleges, banks, PSUs, corporates, events and other institutional segments.

Key responsibilities

• Build a strong and consistent sales pipeline through prospecting, market mapping, references, networking, cold calling and other business development initiatives.
• Acquire new institutional customers and convert leads / enquiries into high-value orders for Samsonite and American Tourister, while achieving assigned sales and profitability targets.
• Develop strong relationships with key decision-makers across Procurement, HR, Administration, Marketing, Travel and other relevant functions to build long-term business partnerships.
• Manage and grow existing institutional accounts through repeat business, cross-selling, upselling and identification of new business opportunities.
• Understand customer requirements and work with internal teams to develop the right product, pricing and commercial proposition to win business while protecting margins.
• Drive business through B2B agencies, sub-distributors and other channel partners, wherever relevant, and ensure effective management of these relationships.
• Closely coordinate with Marketing, Product, Supply Chain, Finance and other internal teams to ensure timely quotation, product availability, order execution, invoicing, delivery and collections.
• Maintain an updated sales funnel and opportunity pipeline, with clear visibility on enquiries, proposals, expected closures, order values, timelines and potential business.
• Track competition, market trends, customer feedback and emerging institutional opportunities and provide regular market intelligence to the reporting manager and relevant internal teams.

Graduate / Postgraduate

Experience Requirements

• 7+ years of relevant experience in B2B / Institutional / Corporate Sales, preferably in consumer durables, lifestyle, travel, retail or related categories.
• Proven track record of new business acquisition, institutional account development and revenue growth, rather than only servicing existing accounts.
• Strong experience in managing the complete B2B sales cycle – lead generation, customer meetings, proposal development, commercial negotiation, order closure, execution and collections.
• Should have established relationships with corporates, institutions, procurement teams, HR / Admin teams, B2B agencies or other institutional decision-makers.
• Experience in corporate gifting, employee rewards, travel programs or similar institutional businesses will be an added advantage.
• Should demonstrate strong commercial understanding, negotiation skills and the ability to deliver revenue as well as profitability targets.

Mobility/Travel

Extensive travel across the assigned region.

Computer Skills

Frequent user of Microsoft Office (Word, Excel, Power Point)

Language

Excellent spoken and written English, Hindi and Local Language

Critical Job Competencies

• Sales operation: Strong understanding of B2B sales processes, lead generation, pipeline management, account acquisition and closure of high-value institutional orders.
• Communication andnegotiation skills: Excellent communication, presentation and negotiation skills with the ability to influence procurement and business decision-makers and resolve commercial issues.
• Market & Business Development: Strong market knowledge with the ability to identify new institutional segments, map opportunities, track competition and develop new business.
• Customer & Account Management: Strong relationship-building skills with institutional customers; understands customer requirements and develops solutions that create repeat and incremental business.
• Target Achievement & Commercial Acumen: Consistently delivers revenue and margin targets, demonstrates commercial understanding, follows disciplined pipeline management and uses value-based selling to close business.