Territory Manager - B2B

· 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.

Graduate / Postgraduate 

Experience Requirements

· 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