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B2B Sales Manager

Bankai AgrifoodAhmedabad, Gujarat, India

15 days ago

Job description

Title : B2B Sales Manager – Dairy Division

Department : Sales & Marketing

Location : Ahmedabad

Reports To : Chief Sales & Marketing officer

Experience Required : 5–10 years in B2B / Institutional / Industrial sales, preferably in Dairy or FMCG

Educational Qualification : Graduate / MBA in Sales, Marketing, or Supply Chain

Job Purpose :

To drive institutional and B2B sales by identifying high-volume buyers like food manufacturers, replacers, industrial kitchens, hospitals, hostels, and corporate canteens, ensuring a consistent supply of bulk dairy products (milk, ghee, butter, paneer, curd, etc.), and maintaining profitable relationships.

Key Responsibilities :

I. B2B Sales & Business Development

Identify and develop large-volume customers such as sweet makers, bakeries, food processors, pharmaceutical companies (for ghee / lactose), etc.
Develop customized pricing, bulk pack formats, and long-term contracts for institutional buyers.
Explore tie-ups with bulk consumers (e.g., large caterers, government institutions, defence canteens).

II. Account Management

Maintain strong relationships with key institutional clients through regular engagement, business reviews, and feedback management.

Handle all end-to-end commercial aspects including quotations, negotiations, agreements, and credit terms.

III. Product & Supply Alignment

Coordinate with production, quality, and logistics teams to ensure timely delivery, quality compliance, and stock availability.

Customize product offerings (e.g., bulk paneer blocks, ghee tins, curd buckets) as per buyer requirements.

IV. Market Intelligence & Pricing

Track market trends, buyer demand, and competitor activities to offer competitive pricing.

Provide input to the procurement and pricing teams for cost optimization and margin protection.

V. Sales Reporting & Forecasting

Create monthly sales forecasts, track order pipelines, and report on key metrics like volume, value, margins, and credit exposure.

Ensure documentation and regulatory compliance for institutional clients (FSSAI, GST, etc.).

Key Performance Indicators (KPIs) :

B2B sales growth – volume & value

Number of new institutional clients onboarded

Client retention rate and average ticket size

Fulfilment rate and quality compliance

Gross margin from B2B business

DSO (Days Sales Outstanding) / Credit recovery efficiency

Skills & Competencies :

Strong B2B & institutional selling experience

Excellent negotiation and commercial acumen

Knowledge of dairy industry applications in food manufacturing

Ability to understand technical requirements / specifications

Supply chain coordination and project management skills

Fluency in Excel, ERP systems, and CRM platforms

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Manager B2b Sales • Ahmedabad, Gujarat, India