Job Description Machine Procurement, Sales and Service
n n Work closely with Machine Supplier, Supply Chain, Finance, and Marketing teams to deliver superior customer experience.
n Oversee machine placement, commissioning, and lifecycle performance in collaboration with technical and operations teams.
n Ensure optimal product-machine fit based on client volume, usage pattern, and commercial viability.
n n Drive Coffee business in OOH
n n Sell and manage the complete Flurys coffee ecosystem, including beans, powders, recipes, and brewing/vending machines (Bean-to-Cup / Automated).
n Drive B2B sales across HORECA, corporate offices, hospitals, institutions, and premium OOH environments.
n Track competitor activity, pricing models, and machine placements to inform strategy.
n n 3. Account Management & Consumption Growth
n n Drive throughput maximization (coffee consumption per machine) to ensure profitability and annuity revenue.
n Maintain strong relationships with procurement heads, F&B; directors, facility managers, and admin teams.
n Conduct regular business reviews with clients to identify upselling, cross-selling, and renewal opportunities.
n n 4. Contracting & Commercial Governance
n n Lead negotiations for machine placement models, leases, AMCs, rate contracts, and credit terms.
n Ensure compliance with company policies on pricing, margins, credit, and collections.
n Monitor account profitability and recommend corrective actions where required.
n n Key Result Areas (KRAs)
n 1. Revenue & Business Growth
n n Achieve 100% or higher of assigned institutional sales targets for coffee and consumables.
n Deliver consistent month-on-month growth in B2B revenues and active accounts.
n n 2. Machine Placement & Asset Productivity




n n Deploy a minimum of X new vending / bean-to-cup machines per quarter in Grade-A institutional locations.
n Ensure average minimum throughput of X kg of coffee per machine per month, aligned with profitability benchmarks.
n n 3. Account Acquisition & Expansion
n n Onboard 4–6 recent high-quality HORECA / institutional accounts per month.
n Drive repeat consumption and contract renewals across existing key accounts.
n n 4. Service Levels & Customer Experience
n n Maintain >99% machine uptime across the installed base.
n Ensuren n Ensure 100% collection efficiency within agreed credit terms (typically 30 days).
n Monitor and control commercial exposures linked to machine placements and long-term contracts.
n 6. Market Intelligence & Reportingn n Track and report competitor penetration, pricing, and placement strategies in Delhi-NCR.
n Maintain accurate MIS on sales, machine performance, throughput, and collections.
n Skills & Qualifications Educationn n Bachelor's degree in Business/ Hospitality Management.
n MBA / Postgraduate qualification in Sales or Marketing is preferred.
n Experiencen n 8–12 years of experience in institutional / B2B sales, preferably in coffee, beverages, foodservice, vending, or equipment-led solutions.
n Proven experience with HORECA, corporate procurement/ vending contracts.
n Demonstrated success in managing long sales cycles, complex negotiations, and high-value contracts.
n Core Competenciesn n Strong understanding of coffee machines, vending economics, and consumption-led revenue models.
n Expertise in B2B sales strategy, account management, and commercial negotiations.
n Financial acumen in managing margins, credit risk, asset productivity, and receivables.
n Comfortable with technical discussions, product demonstrations, and menu/recipe cust
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📌 Regional Sales Manager Coffee Horeca OOH & Vending Solutions (Bengaluru)
🏢 Apeejay Tea Limited ( unit Flurys Beverages)
📍 Bengaluru