- Build and expand the Institutional Channel, especially vending-based and direct supply accounts.
- Identify, target, and onboard current institutional clients including:
- HoReCa Channel
- Clubs
- Airports
- Introduce Continental Coffee products in both vending and direct-use formats.
- Expand distribution in non-vending segments with value-added product introductions.
Team Management & Training
- Recruit and lead a team of sales executives to penetrate and service institutional clients.
- Conduct ongoing training and field coaching to ensure product knowledge and selling skills are aligned with business goals.
Sales & Revenue Responsibilities
- Drive primary and secondary sales in the territory.
- Maintain healthy sales pipelines and customer engagement to meet monthly/quarterly targets.
- Ensure timely collections and effective credit control mechanisms.
- Regularly review sales performance and market potential.
Relationship Management
- Develop long-term relationships with administrators, purchase heads, facility managers, and decision-makers across targeted institutions.
- Conduct product trials, vending demos, and service-based interactions to improve client retention and satisfaction.
Operational Excellence
- Manage distributor/partner networks to support institutional operations.
- Ensure proper stock levels, order fulfilment, and service quality at all client locations.
- Provide timely reports on sales activities, forecasts, and competitor movements.