Machine Procurement, Sales and Service

- Work closely with Machine Supplier, Supply Chain, Finance, and Marketing teams to deliver superior customer experience.
- Oversee machine placement, commissioning, and lifecycle performance in collaboration with technical and operations teams.
- Ensure optimal product-machine fit based on client volume, usage pattern, and commercial viability.

Drive Coffee business in OOH

- Sell and manage the complete Flurys coffee ecosystem, including beans, powders, recipes, and brewing/vending machines (Bean-to-Cup / Automated) .
- Drive B2B sales across HORECA, corporate offices, hospitals, institutions, and premium OOH environments .
- Track competitor activity, pricing models, and machine placements to inform strategy.

3. Account Management & Consumption Growth

- Drive throughput maximization (coffee consumption per machine) to ensure profitability and annuity revenue.
- Maintain strong relationships with procurement heads, F&B; directors, facility managers, and admin teams .
- Conduct regular business reviews with clients to identify upselling, cross-selling, and renewal opportunities.

4. Contracting & Commercial Governance

- Lead negotiations for machine placement models, leases, AMCs, rate contracts, and credit terms .
- Ensure compliance with company policies on pricing, margins, credit, and collections .
- Monitor account profitability and recommend corrective actions where required.

Key Result Areas (KRAs)

1. Revenue & Business Growth

- Achieve 100% or higher of assigned institutional sales targets for coffee and consumables.
- Deliver consistent month-on-month growth in B2B revenues and active accounts.

2. Machine Placement & Asset Productivity

- Deploy a minimum of 100 recent vending / bean-to-cup machines per quarter in Grade-A institutional locations.




- Ensure average minimum throughput of 30-40 kg coffee per machine per month , aligned with profitability benchmarks.

3. Account Acquisition & Expansion

- Onboard 4–6 new high-quality HORECA / institutional accounts per month .
- Drive repeat consumption and contract renewals across existing key accounts.

4. Service Levels & Customer Experience

- Maintain >99% machine uptime across the installed base.
- Ensure <24-hour turnaround time (TAT) for service-related complaints and escalations.

5. Financial Discipline

- Ensure 100% collection efficiency within agreed credit terms (typically 30 days).
- Monitor and control commercial exposures linked to machine placements and long-term contracts.

6. Market Intelligence & Reporting

- Track and report competitor penetration, pricing, and placement strategies in Delhi-NCR.
- Maintain accurate MIS on sales, machine performance, throughput, and collections.

Skills & Qualifications

Education

- Bachelor’s degree in Business/ Hospitality Management.
- MBA / Postgraduate qualification in Sales or Marketing is preferred.

Experience

- 8–12 years of experience in institutional / B2B sales , preferably in coffee, beverages, foodservice, vending, or equipment-led solutions.
- Proven experience with HORECA, corporate procurement/ vending contracts.
- Demonstrated success in managing long sales cycles, complex negotiations, and high-value contracts .

Core Competencies

- Strong understanding of coffee machines, vending economics, and consumption-led revenue models .
- Expertise in B2B sales strategy, account management, and commercial negotiations .
- Financial acumen in managing margins, credit risk, asset productivity, and receivables .
- Comfortable with technical discussions, product demonstrations, and menu/recipe customization .

📌 Regional Sales Manager Coffee Horeca OOH & Vending Solutions (India)
🏢 Apeejay Tea Limited ( unit Flurys Beverages)
📍 India