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Job description of Institutional Sales-HORECA Manager
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Job title: Institutional Sales-HORECA Manager
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Department: Sales and Marketing
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Geography covered: Gujarat, Rajasthan and MP States, Corporate office.
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Reports to: Sales and Marketing Director
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Matrix: Management Consultant, HR.
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Summary:
The Institutional Sales Manager-HORECA Manager is a agile and results-oriented leader responsible for driving sales growth within the Hotel/Restaurant/Catering (HORECA) and institutional sectors. This role requires a strategic thinker with a proven track record in B2B sales, relationship building, and managing a team to achieve ambitious targets.
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Key Responsibilities:
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Develop and implement sales strategies to expand market share within the assigned territory.
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Build and maintain strong relationships with key decision-makers in HORECA and institutional accounts.
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Lead a team of sales representatives, providing coaching, mentorship, and performance management.
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Manage and forecast sales pipelines, ensuring timely deal closures and exceeding sales quotas.
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Identify new business opportunities and develop strategies for customer acquisition.
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Conduct product presentations and negotiations to secure profitable contracts.
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Oversee order fulfilment, ensuring timely product delivery and customer satisfaction.
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Analyse sales data and market trends to optimize sales strategies.
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Prepare comprehensive sales reports to track performance and identify areas for improvement.
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Collaborate with marketing and other departments to ensure a cohesive customer experience.
Job description – Gajanand Foods Private Limited – Internal Circulation only

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Key Results Areas (KRAs):
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Achieve annual sales targets for HORECA and institutional segments.
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Grow market share within the assigned territory by X%.
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Increase customer retention rate by Y%.
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Onboard and develop a high-performing sales team.
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Secure new business opportunities by acquiring Z new customers.
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Achieve an a

📌 Institutional Sales Manager (Ahmedabad)
🏢 TCP Corps
📍 Ahmedabad