Territory Manager - B2B

Samsonite International S.A.; Jaipur; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Samsonite International S.A. is seeking a seasoned B2B sales professional to drive institutional and corporate business across gifting, travel programs, and higher education segments. Build partnerships with procurement, HR, admin, and marketing to win high-value orders.

You'll own the sales pipeline, develop new accounts, and grow existing ones through cross-selling, upselling and channel partnerships. This role requires strategic vision and strong relationship management.

Qualifications

• 7+ years of B2B / institutional / corporate sales experience.
• Proven track record in new business acquisition and revenue growth.
• Experience in consumer durables or related lifestyle sectors is a plus.

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 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 sales targets.
• Develop relationships with 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.
• 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, where relevant.
• Coordinate with Marketing, Product, Supply Chain, Finance and other internal teams to ensure quotation, availability, order execution, invoicing, delivery and collections.
• Maintain an updated sales funnel with visibility on enquiries, proposals, closures, order values and timelines.
• Track competition and market trends and provide market intelligence to the reporting manager.

Job description

Samsonite is the worldwide leader in superior travel bags, luggage, and accessories combining notable style with the latest design technology and the utmost attention to quality and durability. For more than 100 years, Samsonite has leveraged its rich heritage to create unparalleled products that fulfill the travel lifestyle needs of conscious movers everywhere. With a portfolio of brands including Samsonite, Tumi, American Tourister, High Sierra, Gregory, Hartmann, and Lipault Paris, our products are sold in over 100 countries in North America, Asia, Europe and Latin America through our company-operated retail store, websites and a variety of retail partners.

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.

7+ years of relevant experience in B2B / Institutional / Corporate Sales, preferable 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 B