Territory Manager - B2B

Ask Athena; Jaipur; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Ask Athena is seeking a seasoned B2B sales leader in Jaipur to identify and develop institutional business opportunities across gifting, rewards, travel programs and corporate segments. The role focuses on building a strong sales pipeline and securing high-value orders with corporates, banks, PSUs and education sectors.

You will manage end-to-end sales cycles, nurture relationships with procurement, HR and admin teams, and collaborate with marketing and product teams to deliver compelling

Qualifications

• 7+ years of relevant experience in B2B / Institutional / Corporate Sales
• Proven track record of new business acquisition and revenue growth
• Strong experience in managing the complete B2B sales cycle
• Should have established relationships with corporates, institutions, procurement teams, HR/Admin teams
• Experience in corporate gifting, employee rewards, travel programs or similar institutional businesses
• Strong commercial understanding and ability to deliver revenue and profitability targets

Responsibilities

• 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
• 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 into high-value orders while achieving sales and profitability targets
• Develop relationships with key decision-makers across procurement, HR, administration, marketing, travel and other functions to build long-term partnerships
• Manage and grow existing institutional accounts through repeat business, cross-selling, upselling and identifying new opportunities
• Understand customer requirements and work with internal teams to develop right product, pricing and commercial propositions
• Drive business through B2B agencies, sub-distributors and other channel partners
• Coordinate with Marketing, Product, Supply Chain, Finance to ensure quotation, product availability, order execution, invoicing, delivery and collections
• Maintain updated sales funnel and pipeline visibility
• Track competition, market trends, customer feedback and market opportunities and provide intelligence to management

Skills

Sales

Negotiation

Communication

Market development

Account management

Lead generation

Education

Graduate / Postgraduate degree

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.
• 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

7+ years of relevant experience in B2B / Institutional / Corporate Sales, preferably in consumer durables, lifestyle, travel, retail or related categories.

• 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 Requirements (max. 5)

• 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.