Institutional Sales Manager – Hospitality & Corporate Gifting

Location: Mumbai

Experience: 5–8 Years

Work Mode: Work from Office

Working Days: 6 Days | Alternate Saturdays Off

Reporting To: VP – Operations & Offline Sales

About the Role

We are looking for a dynamic and results-driven Institutional Sales Manager to drive B2B business across the hospitality, wellness, spa, hotel, resort, and corporate gifting segments.

The ideal candidate will have strong experience in institutional/B2B sales, excellent client relationship management skills, and a proven ability to acquire and grow accounts. Experience working with hotels, spas, wellness resorts, HORECA, corporate procurement teams, FMCG, luxury products, or corporate gifting will be highly preferred.

Key Responsibilities

Business Development

- Identify, prospect, and onboard new B2B clients across hotels, spas, wellness resorts, and corporate accounts.
- Develop and execute sales strategies to achieve revenue targets.
- Build and maintain a robust sales pipeline through prospecting, meetings, follow-ups, and relationship management.
- Identify new market and revenue opportunities.

Hospitality & Wellness Sales

- Manage and grow relationships with luxury hotels, boutique properties, resorts, spas, and wellness chains.
- Coordinate with internal teams for product presentations, spa menu integration, product placement, and client onboarding.
- Participate in hospitality trade shows, networking events, and industry forums.
- Develop strong relationships with hotel procurement and decision-makers.

Corporate Gifting

- Drive B2B corporate gifting business during festive seasons, year-end, milestones, and special occasions.




- Create customized gifting proposals based on client requirements, branding, and budgets.
- Coordinate end-to-end execution of corporate gifting orders, including packaging, branding, and delivery.
- Develop repeat business from existing corporate accounts.

Client & Key Account Management

- Act as the primary point of contact for key accounts.
- Conduct client meetings, product presentations, reviews, and business development discussions.
- Build long-term relationships to improve client retention and revenue.
- Coordinate with marketing, operations, and product teams to ensure seamless client delivery.

Sales Reporting & Market Intelligence

- Maintain accurate CRM records of leads, opportunities, meetings, and client interactions.
- Track sales pipeline, revenue performance, and forecasts.
- Provide regular sales reports and market feedback to leadership.
- Monitor competitor activity and identify emerging business opportunities.

Required Qualifications & Experience
- Bachelor's degree in Business, Marketing, Hospitality Management, HORECA, or a related field.
- 5–8 years of B2B / Institutional Sales experience.
- Solid experience in hospitality, wellness, HORECA, hotels, spas, or resorts .
- Experience in corporate gifting, FMCG, luxury goods, or premium lifestyle products is highly desirable.
- Existing relationships with hotel, spa, resort, corporate procurement, or institutional clients will be an advantage.
- Proven experience in new business development and key account management.
- Experience managing sales targets, pipelines, and revenue.
- Proficiency in CRM tools and MS Office / Google Workspace.
- Willingness to travel for client meetings, trade shows, and business events.

📌 Institutional Sales Manager (Maharashtra)
🏢 Harp
📍 Maharashtra