Manager - Institutional/Corporate & HORECA Sales

Our client is looking for an experienced Sales Manager Institutional, Corporate & HoReCa to drive revenue growth and expand our presence across institutional customers, corporate accounts, hotels, restaurants, cafs, caterers and other food-service channels. The role will be responsible for business development, key account management, distributor/channel management and achievement of revenue and profitability targets across the assigned channels. Key Responsibilities: - Develop and execute the sales strategy for Institutional, Corporate and HoReCa channels across the assigned territory. - Identify and acquire new customers across corporates, hotels, restaurants, cafs, caterers, institutions, hospitals, schools and other large-format accounts. - Build and manage relationships with key institutional and HoReCa customers and drive repeat business. - Achieve monthly, quarterly and annual sales, revenue, volume and profitability targets. - Develop a strong pipeline of prospective accounts and convert opportunities into long-term business relationships. - Manage pricing, negotiations, commercial terms, contracts and customer-specific requirements within company guidelines. - Work closely with distributors, dealers and channel partners to ensure availability, servicing and market coverage. - Identify new channel opportunities, emerging customer segments and avenues for business expansion. - Track competitor activity, pricing, product launches and market trends and provide actionable insights to the management. - Coordinate with supply chain, finance, marketing and operations to ensure smooth order fulfilment, collections and customer servicing. - Monitor receivables and ensure timely collections from institutional and HoReCa customers. - Maintain accurate sales forecasts, MIS, pipeline reports and account-level business plans. - Drive product listings, trials, sampling and customer activations wherever relevant. - Participate in tenders, rate contracts and institutional procurement processes where applicable. - Build a strong understanding of customer needs and provide feedback to product and marketing teams for new product development and channel-specific offerings. Key Skills & Competencies: - Strong B2B / Institutional / HoReCa sales experience. - Proven track record of acquiring and managing large accounts. - Strong business development and negotiation skills. - Good understanding of distributor/channel networks and food-service markets. - Ability to manage sales targets, margins, collections and commercial negotiations. - Strong relationship-building and stakeholder-management skills.