Corporate Sales Manager (B2B – Corporate & Institutional)

Job Title: Corporate Sales Manager (B2B – Corporate & Institutional)

Location: Bangalore 

Role Overview

The Corporate Sales Manager will drive B2B and institutional sales for company's portfolio by building strategic relationships with corporate and institutional clients, and by developing a focused network of specialised channel partners (e.g., office pantry / vending partners, HORECA and institutional foodservice distributors, corporate gifting agencies, airline caterers, and institutional suppliers) that service these accounts. Priority segments include office pantry / snacking programs, HORECA & institutional foodservice, corporate gifting & employee rewards, airlines (in-flight catering / lounges), education institutions, and healthcare institutions. The role focuses on revenue growth, key account management, specialised partner development, and long-term procurement partnerships.

Key Responsibilities

• Own corporate and institutional sales targets for the assigned geography and key accounts.
• Build a strong pipeline across corporate procurement teams, admin / facilities, HR & rewards, and institutional buyers.
• Create segment-wise target lists and go-to-market playbooks for each priority vertical (gifting, pantry, HORECA, airlines, education, healthcare).
• Manage institutional onboarding requirements such as vendor registration, documentation, compliance, sample approvals, and contract/RFP processes where applicable.
• Acquire and manage B2B clients across office pantry / snacking programs, corporate gifting, HORECA & institutional foodservice, airlines (in-flight catering / lounges), and institutions such as schools/colleges and hospitals.
• Identify, onboard, and manage specialised channel partners that service corporate and institutional accounts (e.g., pantry/vending operators, HORECA & foodservice distributors, corporate gifting agencies, airline caterers, institutional suppliers); set partner targets and drive throughput.
• Drive sampling, product trials, listings, and repeat procurement through consistent account reviews and relationship management.
• Negotiate commercial terms (pricing, margins, contracts, and annual rate agreements) and ensure adherence to company credit policies.
• Work closely with marketing, supply chain, and finance to ensure smooth execution (forecasting, stock planning, on-time dispatch, and issue resolution).
• Track market trends, competitor activity, and customer feedback to identify growth opportunities and improve product-market fit.
• Prepare sales forecasts, MIS / CRM updates, and account performance reviews; maintain accurate funnel and conversion reporting.
• Ensure timely collections and healthy receivables (DSO) across accounts and channel partners.
• Represent the brand professionally in corporate meetings, trade events, and relevant industry forums.

Key Performance Indicators (KPIs)

• Corporate and institutional sales revenue, volume, and gross contribution growth.
• New key account acquisition (number and value) and conversion of qualified pipeline.
• Repeat order rate / active account base growth and wallet share expansion in key accounts.
• Channel partner activation: number of productive specialised partners and throughput per partner.
• Collection efficiency, adherence to credit terms, and reduction in overdue receivables (DSO).
• Forecast accuracy and execution hygiene (on-time ordering, dispatch coordination, and issue closure).
• Growth across priority segments (gifting, pantry, HORECA, airlines, education, healthcare) and expansion of active account base per segment.

Required Skills & Competencies

• Strong B2B / corporate sales experience in FMCG, foods, beverages, or health/consumer brands.
• Proven ability to sell to procurement and decision-makers; excellent negotiation and relationship-building skills.
• Experience building and managing specialised institutional channel partners / distributors (not general trade).
• Comfortable building pipelines and closing business across multiple institutional verticals including gifting, pantry, HORECA/foodservice, airlines, education, and healthcare.
• Strong commercial acumen with understanding of pricing, margins, and credit management.
• Data-driven approach with strong reporting, forecasting, and CRM discipline.
• High ownership, bias for action, and ability to work cross-functionally in a fast-moving environment.

Qualifications & Experience

• Bachelor’s degree in Business, Marketing, or a related field (MBA preferred).
• 4–6 years of relevant B2B / institutional sales experience.
• Proven track record of managing key accounts and achieving aggressive sales targets.
• Exposure to office pantry programs, HORECA/foodservice, corporate gifting, airlines/aviation catering, schools/education, or hospitals/healthcare procurement cycles is a strong advantage.