Horeca Sales Manager

As the Senior Manager / HOD HORECA & Institutional Sales at Prestige Ice Creams Pvt. Ltd., you will be responsible for leading and expanding the HORECA and Institutional business. Your role will involve driving topline growth through various channels such as Hotels, Restaurants, Cafes, Railways, CPC, CSD, and other institutional channels. Extensive travel across West Bengal will be required for this role. **Key Responsibilities:** - **Sales & Business Development Strategy:** - Develop and implement sales strategies for HoReCa and Institutional channels aligned with company objectives. - Drive volume, value, and new customer acquisition targets in assigned territories. - Identify and penetrate new institutional markets for business expansion. - **Key Account & Institutional Management:** - Handle key institutional customers including Hotels, Restaurants, Cafes, Railways, CPC, and CSD. - Act as the main contact for key accounts, managing orders, complaints, and building long-term partnerships. - Negotiate pricing, product listings, contracts, and terms with institutional customers. - **Dealer & Channel Development:** - Acquire, onboard, and engage dealers and institutional customers. - Ensure effective product availability, warehousing solutions, and distribution support. - Evaluate distributor performance and take corrective actions for improvement. - **Product & Market Expansion:** - Lead introduction and promotion of new products in institutional channels. - Coordinate with internal teams for new product launches and availability planning. - Collect market intelligence and customer feedback for continuous improvement. - **Customer Experience & Service Excellence:** - Ensure high customer satisfaction through pre-order and post-order support. - Analyze customer data and service gaps for improving overall customer experience. - Act as a customer advocate and resolve issues promptly. - **Team Leadership & Performance Management:** - Lead, mentor, and motivate the institutional sales team. - Set performance objectives and evaluate team and distributor performance regularly. - Build a high-performance culture focused on accountability and collaboration. - **KPI & Target Achievement:** - Achieve company KPIs related to sales volume, revenue, new acquisitions, and market expansion. - Monitor sales performance and take proactive actions for target achievement. **Qualifications Required:** - Technical Competencies: - Institutional & HoReCa Sales Management - Key Account Management - Dealer & Distributor Management - Contract Negotiation & Price Management - Sales Planning, Forecasting & KPI Tracking - Advanced Excel, Word & PowerPoint Skills - Market Penetration & Customer Data Analysis - Behavioural Competencies: - Leadership & Team Management - Strategic Thinking - Relationship Management - Decision-Making & Problem-Solving - Collaboration and Communication - Negotiation Skills - Customer-Centric Approach - Adaptability to Market Changes - Analytical Thinking In this role, you will play a crucial part in achieving sales targets, expanding market presence, and enhancing customer satisfaction. Your leadership and strategic decisions will drive the growth of the HORECA and Institutional business for Prestige Ice Creams Pvt. Ltd. As the Senior Manager / HOD HORECA & Institutional Sales at Prestige Ice Creams Pvt. Ltd., you will be responsible for leading and expanding the HORECA and Institutional business. Your role will involve driving topline growth through various channels such as Hotels, Restaurants, Cafes, Railways, CPC, CSD, and other institutional channels. Extensive travel across West Bengal will be required for this role. **Key Responsibilities:** - **Sales & Business Development Strategy:** - Develop and implement sales strategies for HoReCa and Institutional channels aligned with company objectives. - Drive volume, value, and new customer acquisition targets in assigned territories. - Identify and penetrate new institutional markets for business expansion. - **Key Account & Institutional Management:** - Handle key institutional customers including Hotels, Restaurants, Cafes, Railways, CPC, and CSD. - Act as the main contact for key accounts, managing orders, complaints, and building long-term partnerships. - Negotiate pricing, product listings, contracts, and terms with institutional customers. - **Dealer & Channel Development:** - Acquire, onboard, and engage dealers and institutional customers. - Ensure effective product availability, warehousing solutions, and distribution support. - Evaluate distributor performance and take corrective actions for improvement. - **Product & Market Expansion:** - Lead introduction and promotion of new products in institutional channels. - Coordinate with internal teams