Position - Manager B2B & Institutional Sales

Job Location - Kollam, Head Office

WICC is looking to recruit a managerial role in B2B & Institutional Sales with FMCG industry background for its head office at Kollam Location on an immediate basis.

About Company The Western India Cashew Company is a third-generation cashew-nut processing business. We are the legacy of the Dhanalaxmi Vilas Cashew Company founded in 1932.

We, as India's leading exporter of value-added nuts and nut products, cater to consumers around the world with tasty and healthy products including cashew nuts, almonds, and apricot kernels.

Western India Cashew Company Pvt Ltd is Indias top exporter of value-added cashew products, supplying major supermarkets and Food companies in America and Europe. Our PUREHEART Brand's range of nut products includes Nutreats (cashews, almonds, pistachios), Nut-mixes, Nut-spreads (sweet / chocolate) and Nut-paste (culinary).

We are professionally led and PUREHEART is a market-leader in Kerala.

JOB OVERVIEW:

The incumbent will be responsible for driving and expanding the companys B2B and Institutional Sales business, with a key focus on managing strategic accounts, developing new business opportunities, strengthening customer relationships, and achieving revenue and profitability objectives.

The role will involve managing key B2B and institutional customers, identifying potential business opportunities, developing sales strategies, negotiating commercial terms, and ensuring high levels of customer satisfaction. The incumbent will work closely with internal teams including Sales, Production, Quality, Supply Chain and Finance to ensure seamless execution of customer requirements.

Key Responsibilities:

B2B & Institutional Sales Strategy





- Develop and implement sales strategies to achieve B2B and institutional sales targets.
- Drive revenue growth, customer acquisition and business expansion across identified segments.
- Identify market trends, customer requirements and emerging business opportunities.
- Develop plans for expanding the companys presence among institutional and corporate customers.

2. Key Account Management

- Manage and develop relationships with key B2B and institutional customers.
- Act as the primary point of contact for strategic accounts and ensure high levels of customer satisfaction.
- Understand customer requirements and coordinate internally to ensure timely fulfilment.
- Develop long-term relationships with customers to drive repeat business and account growth.

3. Business Development

- Identify and develop new B2B and institutional customers across relevant markets.
- Generate new business leads through market mapping, networking, references and other channels.
- Develop new customer segments and applications for the companys products.
- Conduct market visits and customer meetings to understand market potential and competition.

4. Sales & Commercial Negotiations

- Prepare commercial proposals and negotiate pricing, payment terms and other commercial conditions with customers.
- Ensure pricing decisions are aligned with business objectives, margins and market conditions.
- Monitor customer-wise sales, margins and business potential.
- Drive effective order conversion and achievement of sales targets.





5. Customer & Market Intelligence

- Monitor competitor activities, pricing, market trends and customer preferences.
- Gather market intelligence and provide actionable inputs to management.
- Identify opportunities for new products, pack sizes, applications and customer segments based on market requirement

6. Sales Planning & Coordination

- Prepare sales forecasts and ensure effective planning of customer requirements.
- Coordinate with Production, Quality, Supply Chain, Logistics and Finance for timely execution of orders.
- Ensure smooth resolution of customer complaints, supply issues and other operational matters.
- Maintain effective coordination between customers and internal stakeholders.

7. CRM & Customer Retention

- Maintain an effective database of key customers, prospects and business opportunities.
- Ensure regular engagement with key accounts and institutional customers.
- Develop strategies for customer retention, repeat business and increasing share of business from existing accounts.

Skills and Qualifications:

- Graduate / MBA in Sales & Marketing or equivalent qualification.
- 8-15 years of relevant experience in B2B / Institutional Sales / Key Account Management.
- Solid preference for candidates from the FMCG, Food, Nuts, Spices, Food Ingredients or related industries.
- Experience in handling large B2B / institutional / corporate accounts is essential.
- Proven track record in business development, customer acquisition and revenue growth.
- Good understanding of pricing, margins and commercial negotiations.
- Candidates should demonstrate reasonable stability in previous organizations and a consistent career track record.

Preference is for Malayli candidates Age 35-40 Yrs

📌 Manager B and Institutional Sales (Kollam)
🏢 Western India Cashew
📍 Kollam