An Institutional Sales Representative is responsible for selling a company's products or services to organizations (such as hospitals, schools, colleges, government departments, corporate offices, or businesses) rather than individual customers.
Key Responsibilities
Identify and approach potential institutional clients.
Build and maintain long-term client relationships.
Conduct product presentations and meetings.
Negotiate pricing and contracts.
Achieve monthly and quarterly sales targets.
Coordinate with internal teams to ensure smooth order execution.
Prepare sales reports and maintain client records.
Follow up on leads and generate new business opportunities.
Required Skills
Solid communication and negotiation skills.
Relationship-building and networking ability.
Sales and business development knowledge.
Presentation skills.
CRM and Microsoft Excel proficiency.
Ability to travel for client meetings (if required).
Typical Qualifications
Bachelor's degree (BBA, B.Com, MBA, or equivalent).
1–3 years of sales experience (freshers may be considered for trainee roles).
Experience in B2B or institutional sales is an advantage.
Examples of industries that hire Institutional Sales Representatives include pharmaceuticals, education (EdTech), FMCG, banking, medical equipment, and software/IT companies.