Institutional Sales Manager

Position / Profile Title :

Key Accounts Manager – Institutional Sales

Experience : 5-10 years

Critical / Special Exposure :

Institutional Account Development – Proven experience in cracking and growing business with corporate / army / railway canteens, hospitals, caterers, and educational institutions.

Distributor Network Management – Ability to appoint, manage, and drive distributors who specialize in institutional supply.

Purpose of the Position :

We are looking for an experienced Institutional Sales Manager to strengthen our institutional business. The incumbent will be responsible for developing

key institutional accounts (corporate canteens, defense / army canteens, railway canteens, hospitals, educational institutions, and caterers)

while also identifying, onboarding, and managing distributors who can effectively service these accounts.

Roles and Responsibility

Develop and manage sales from institutional channels such as corporate, army, and railway canteens, hospitals, educational institutions, and catering services.

Build strong relationships with purchase managers, canteen officers, caterers, and other stakeholders to generate sustained business.

Identify and appoint distributors specialized in institutional supply, ensuring adequate infrastructure, stock, and service levels.

Monitor distributor performance and provide guidance to align with institutional account requirements.

Achieve monthly, quarterly, and annual institutional sales targets.

Ensure smooth coordination with supply chain, operations, and finance for order execution and collections.

Track competitor activities, pricing, and market trends to support strategic planning.

Manage compliance with institutional procurement processes, contracts, and documentation.