SALES MANAGER - B2B & B2C

Company: Foxhill Tourism Global Pvt. Ltd.

Location: Pune

Department: Sales & Business Development

Position: Sales Manager - B2B & B2C

Employment Type: Full-Time

Experience: 3- 5 years in Sales / Business Development preferred

Salary: As per industry standards performance incentives

ABOUT THE ROLE

Foxhill Tourism Global Pvt. Ltd. is looking for an energetic, result-oriented and commercially driven Sales Manager to lead and grow our B2B Corporate and B2C Travel Sales business.

The Sales Manager will be responsible for revenue generation and the complete sales cyclefrom identifying and generating leads to client meetings, pitching, proposal development, negotiations, closing deals and building long-term client relationships.

The role will involve actively developing new business across corporates, institutions, groups and individual travellers, while also converting leads generated through Foxhill's digital and marketing activities.

The ideal candidate should be a strong individual contributor and business developer who is comfortable meeting clients, making sales pitches, negotiating commercials and closing high-value travel opportunities.

KEY RESPONSIBILITIES

1. Sales Strategy & Revenue Generation

- Develop and execute sales strategies for both B2B and B2C markets.
- Take ownership of monthly, quarterly and annual sales targets.
- Manage Sales Team and accountable for the monthly target to be achieved.
- Identify new markets, customer segments and business opportunities.
- Develop strategies to increase revenue, margins and customer acquisition.
- Create a solid and measurable sales pipeline.
- Track sales performance against targets and take corrective action where required.

2. B2B & Corporate Business Development

Identify, approach and develop relationships with:

- Corporates
- MNCs
- SMEs
- Start-ups
- Educational institutions
- NGOs
- Defence organisations
- Professional associations
- HR/Admin teams
- Procurement teams
- Corporate travel decision-makers
- Event and conference organisers

Pitch and sell

- Corporate Travel
- MICE
- Incentive Travel
- Corporate Retreats
- Conferences & Events
- Group Travel
- Domestic Travel
- International Travel
- Educational Tours

Responsibilities

- Build a database of prospective corporate clients.
- Identify key decision-makers.
- Initiate cold outreach and networking.
- Fix and conduct corporate meetings.
- Present Foxhill's services and solutions.
- Prepare customised proposals.
- Negotiate commercials and terms.
- Close corporate accounts.
- Develop repeat and long-term business.

3. B2C Sales & Customer Acquisition

Drive direct sales to individual and group customers for:

- Domestic holidays
- International holidays
- Family holidays
- Honeymoon packages
- Senior citizen travel
- Women travellers
- Solo travel
- Group tours
- Spiritual travel
- Adventure travel
- Weekend getaways
- Staycations
- Customised holidays The Sales Manager will:
- Ensure timely response to enquiries.
- Understand customer needs, preferences and budgets.
- Recommend suitable destinations and packages.
- Prepare and present quotations.
- Handle objections and negotiations.
- Convert enquiries into bookings.
- Drive upselling and cross-selling.




- Build repeat and referral business.

4. Lead Generation The Sales Manager will be responsible for building a continuous flow of qualified leads through:

- Cold calling
- LinkedIn
- Email outreach
- Networking
- Corporate visits
- References and referrals
- Existing customer database
- Social media leads
- Website enquiries
- WhatsApp enquiries
- Events and exhibitions
- Partnerships and associations
- Local market development The role requires active lead generation, not dependence only on leads provided by the company.

5. Client Meetings & Sales Pitching

- Meet prospective corporate and B2C customers.
- Conduct face-to-face and virtual meetings.
- Understand customer requirements.
- Present customised travel solutions.
- Develop strong relationships with decision-makers.
- Represent Foxhill professionally at networking events and meetings.
- Conduct sales presentations and pitches.

6. Proposal Development & Negotiation

- Prepare customised travel proposals and corporate pitches.
- Coordinate with internal teams, hotels, DMCs and suppliers for competitive pricing.
- Ensure proposals meet client requirements while maintaining company margins.
- Handle commercial negotiations.
- Address price and value objections.
- Structure alternative solutions when required.
- Obtain necessary internal approvals.
- Close negotiations successfully.

7. Deal Closure The Sales Manager will have direct responsibility for converting opportunities into revenue.

Sales cycle

Lead → Qualification → Meeting → Requirement → Proposal → Follow-up → Negotiation → Closure → Payment → Repeat Business The manager must ensure:

- Timely follow-ups
- Accurate pipeline tracking
- Strong conversion
- Healthy margins
- Timely payment collection
- Smooth handover to operations

8. Sales Pipeline & CRM Management

Maintain a structured and updated sales pipeline covering:

- New leads
- Lead source
- Prospect status
- Meetings
- Requirements
- Proposals submitted
- Follow-ups
- Negotiations
- Expected closure date
- Deal value
- Probability of closure
- Won/lost opportunities
- Repeat business

Provide regular sales reports and forecasts to management.

9. Customer Relationship Management

Develop long-term relationships with:

- Corporate clients
- Individual customers
- Families
- Group leaders
- Institutions
- Travel communities
- Existing accounts

Focus on

- Repeat business
- Referrals
- Upselling
- Cross-selling
- Customer retention
- Account development

10. Sales Team Coordination

Where applicable, the Sales Manager will:

- Guide and support sales executives.
- Allocate leads and opportunities.
- Monitor follow-ups.
- Review individual performance.
- Assist team members in negotiations and closures.
- Conduct regular sales reviews.
- Identify training and support requirements.
- Ensure sales processes are followed consistently.

11.



Coordination with Marketing

Work closely with the Digital Marketing & Content team to:

- Identify high-performing destinations and products.
- Share customer insights.
- Recommend campaigns based on market demand.
- Improve quality of digital leads.
- Provide feedback on lead quality.
- Suggest B2B and B2C campaigns.
- Develop offers and promotions.
- Ensure marketing activity supports sales objectives.

12. Market Intelligence

Continuously monitor

- Competitor pricing
- Destination trends
- Customer preferences
- Seasonal demand
- New destinations
- Corporate travel requirements
- Market opportunities
- Competitor offerings

Recommend new products, packages and sales strategies to management.

KEY PERFORMANCE INDICATORS The Sales Manager will be measured on:

Revenue

- Monthly sales achievement
- Quarterly sales achievement
- Annual revenue growth
- Gross margin

B2B

- New corporate leads
- Corporate meetings
- Proposals submitted
- New corporate accounts
- Corporate revenue
- Repeat corporate business

B2C

- Enquiries handled
- Conversion rate
- Number of bookings
- Revenue per booking
- Average booking value
- Repeat/referral business

Sales Effectiveness

- Lead-to-meeting conversion
- Meeting-to-proposal conversion
- Proposal-to-closure conversion
- Sales pipeline value
- Follow-up efficiency
- Average sales cycle
- Customer retention

REQUIRED SKILLS

Essential

- 2–5 years of experience in Sales / Business Development.
- Proven ability to generate and close business.
- Strong B2B and B2C sales skills.
- Excellent communication and presentation skills.
- Strong negotiation skills.
- Excellent client relationship management.
- Strong objection-handling and closing skills.
- Ability to independently develop new business.
- Target-oriented and commercially aware.
- Strong follow-up discipline.
- Good written communication and proposal-writing skills.
- Comfortable using CRM, Excel/Google Sheets and digital sales tools.

Preferred

Experience in

- Travel & Tourism
- Hospitality
- MICE
- Corporate Sales
- B2B Sales
- B2C/Retail Sales
- Events
- Education
- Lifestyle/Luxury Sales

Existing corporate relationships and a strong local business network will be an advantage.

THE IDEAL CANDIDATE

We are looking for a Sales Manager who is a hunter, relationship builder and closer.

The candidate should be able to:

Generate → Connect → Meet → Understand → Pitch → Negotiate → Close → Retain → Grow

We are looking for someone who does not wait for business to come in.

They should actively identify opportunities, approach prospects, create meetings, build relationships and convert those opportunities into revenue.

COMPENSATION

Salary: As per industry standards, based on experience and capability.

Performance Incentives: Additional incentives linked to achievement of agreed sales/revenue and profitability targets.

IMPORTANT EXPECTATION

This is a hands-on Sales Manager role.

The candidate will be expected to personally contribute to business development and closures while also taking ownership of the overall sales pipeline.

The primary objective of the role is simple: BUILD THE PIPELINE, WIN NEW CLIENTS, CLOSE BUSINESS AND GROW FOXHILL'S B2B & B2C REVENUE.

📌 Sales Manager (Pune)
🏢 Foxhill Tourism Global
📍 Pune