Territory Manager - B2B

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

Job summary

Ask Athena is seeking a seasoned B2B institutional sales professional in India to lead new business opportunities across corporate gifting, travel programs, and related institutional segments. You will build a robust pipeline, convert leads, and drive revenue with a focus on profitability.

The role involves managing key accounts, developing relationships with procurement and HR teams, and coordinating with internal teams to deliver compelling proposals.

Qualifications

• 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.
• Strong experience in managing the complete B2B sales cycle – lead generation, customer meetings, proposal development, negotiation and closures.

Responsibilities

• Identify and develop new institutional and corporate business opportunities across gifting, rewards, travel programs and related segments.
• Build a strong sales pipeline through prospecting, market mapping, references and networking.
• Acquire new institutional customers and convert leads into high-value orders while hitting sales targets.
• Develop relationships with procurement, HR, admin and other decision-makers to form long-term partnerships.
• Manage and grow existing accounts through repeat business and cross-selling; protect margins.

Skills

B2B sales

Lead generation

Negotiation

Account management

Market development

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, 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.