Manager - Institutional Sales

KDD; Industrial Subhan; On-site; KWD 15,000 - 30,000; Full time

Job summary

A leading company in Kuwait is seeking a Manager - Institutional Sales to develop sales strategies and optimize product portfolios in various institutional channels. The ideal candidate will possess strong negotiation skills, fluency in Arabic and English, and proven sales experience. This role includes responsibilities such as conducting market research, training internal teams, and establishing relationships with institutional clients.

Qualifications

• Proven experience in sales, especially in institutional channels.
• Strong analytical and strategic thinking skills.
• Fluency in Arabic and English is a must.

Responsibilities

• Conduct market research to identify opportunities and competition.
• Develop and implement sales strategies for each segment.
• Negotiate and finalize contracts with institutional customers.
• Maintain excellent relations with institutional clients.
• Train internal teams to optimize customer satisfaction.

Skills

Sales expertise in institutional channels

Analytical thinking

Negotiation skills

Communication skills

Presentation skills

Education

Bachelor's degree in business or related field

MBA

Tools

MS Office Suite

Job description

Job Summary

The Manager - Institutional Sales is a key leadership role responsible for developing and executing sales strategies within various institutional channels, including HORECa, government tenders (includes TAMWEEN), airlines, airports, theme parks, cinemas, and other relevant segments. The incumbent will play a pivotal role in optimizing product portfolios, establishing strong customer relationships, and driving revenue growth.

Job Duties Include But Are Not Limited To

• Conduct market research to identify opportunities, trends, and competition within institutional channels.
• Develop and implement sales strategies to maximize penetration and revenue in each segment.
• Evaluate the existing product portfolio and recommend fitment for each channel.
• Identify missing pack sizes or products to enhance company penetration and revenues.
• Negotiate and finalize contracts with institutional customers.
• Ensure adherence to credit terms, minimize risks, and manage overdue payments.
• Maintain excellent relations with institutional clients.
• Train internal teams to optimize customer satisfaction.
• Collaborate with institutional clients for digital processes in order placement, invoicing, and payment.
• Explore opportunities for digital engagement to enhance operational efficiency.
• Ensure proper issuance of company assets against approved contracts.
• Prevent misuse of assets by customers for competitor products.
• Proactively identify and pursue new business opportunities.
• Develop clear work plans for the position and team members to achieve business goals.
• Stay updated with the latest information on available customers in each channel.
• Develop and maintain a comprehensive work plan to address gaps in product availability.
• Present an annual business plan with detailed strategies, targets, and key initiatives.
• Proficient in MS Office Suite for creating compelling presentations.
• Ability to entice customers and sell proposals effectively within the organization.
• Comply with Health, Safety and Environment regulations and working practices of KDD and the State of Kuwait when carrying out duties.

Required Qualification

• Education: Bachelor's degree in business, Marketing, or related field. MBA is a plus.

Required Professional Skills

• Proven experience in sales, with a focus on institutional channels.
• Strong analytical and strategic thinking skills.
• Excellent negotiation, communication, and presentation skills.
• Familiarity with MS Office Suite.
• Fluency in Arabic and English is a must.