Territory Manager - B2B

· identify and develop new institutional and corporate business opportunities acrosscorporate gifting, employee rewards, travel programs, schools & colleges, banks, PSUs, corporates, events and other institutional segments.
· Build a strong and consistentsales pipelinethrough prospecting, market mapping, references, networking, cold calling and other business development initiatives.
· Acquire new institutional customers and convert leads / enquiries intohigh-value orders for Samsonite and American Tourister, while achieving assigned sales and profitability targets.
· Develop strong relationships with key decision-makers acrossProcurement, HR, Administration, Marketing, Travel and other relevant functionsto build long-term business partnerships.
· Manage and grow existing institutional accounts throughrepeat business, cross-selling, upselling and identification of new business opportunities.
· Understand customer requirements and work with internal teams to develop the rightproduct, pricing and commercial propositionto win business while protecting margins.
· Drive business throughB2B agencies, sub-distributors and other channel partners, wherever relevant, and ensure effective management of these relationships.
· Closely coordinate withMarketing, Product, Supply Chain, Finance and other internal teamsto ensure timely quotation, product availability, order execution, invoicing, delivery and collections.
· Maintain an updatedsales funnel and opportunity pipeline, with clear visibility on enquiries, proposals, expected closures, order values, timelines and potential business.
· Trackcompetition, market trends, customer feedback and emerging institutional opportunitiesand 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 ofnew business acquisition, institutional account development and revenue growth, rather than only servicing existing accounts.
· Strong experience in managing thecomplete B2B sales cycle– lead generation, customer meetings, proposal development, commercial negotiation, order closure, execution and collections.
· Should have established relationships withcorporates, institutions, procurement teams, HR / Admin teams, B2B agencies or other institutional decision-makers.
· Experience incorporate gifting, employee rewards, travel programs or similar institutional businesseswill be an added advantage.
· Should demonstrate strong commercial understanding, negotiation skills and the ability todeliver 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
Critical Job Competencies Requirements (max. 5) Description of competency
Sales operation Strong understanding of B2B sales processes, lead generation, pipeline management, account acquisition and closure of high-value institutional orders.
Communication and negotiation skills Excellent communication, presentation and negotiation skills with the ability to influence procurement and business decision-makers and resolve commercial issues.
Market & Business Development Strong market knowledge with the ability to identify new institutional segments, map opportunities, track competition and develop new business.
Customer & Account Management Strong relationship-building skills with institutional customers; understands customer requirements and develops solutions that create repeat and incremental business..
Target Achievement & Commercial Acumen Consistently delivers revenue and margin targets, demonstrates commercial understanding, follows disciplined pipeline management and uses value-based selling to close business.