- Location
- Bengaluru, Karnataka, India
- Job type
- Full-time
Required skills
- B2B sales
- business objectives
- business reviews
- business strategy
- CRM
- key accounts
- P&L
About the role
Mountain Trail Foods Pvt. Ltd.
Website:
chaipoint.com
Job details:
Role Overview:
- Responsible for heading and accelerating market share within two critical verticals: Manufacturing (Industrial/B2B) and HORECA (Hotels, Restaurants, and Catering).
Key Responsibilities:
- Regional Business Strategy & Growth: Develop and execute the business strategy for the South region across HORECA and Manufacturing, with a focus on revenue growth, market expansion, customer acquisition, and profitability.
- Market Penetration & Expansion: Identify and penetrate new markets, cities, customer segments, industrial clusters, corporate accounts, and premium HORECA chains. Develop region-wise growth plans to unlock untapped business opportunities.
- Revenue & P&L Ownership: Own the regional revenue and profitability targets across HORECA and Manufacturing, ensuring achievement through effective sales planning, pipeline management, pricing, and account expansion.
- Strategic Account Management: Build and maintain strong relationships with C-suite, procurement, facility, administration, operations, and business leaders across large manufacturing organizations, industrial units, corporate accounts, hotel chains, restaurants, and other strategic HORECA customers.
- New Business Development: Drive acquisition of large and strategic accounts by identifying high-potential prospects, developing account-specific strategies, and leading negotiations and closures for high-value opportunities.
- Key Account Growth & Retention: Strengthen existing strategic accounts through relationship management, service excellence, cross-selling, upselling, and identification of additional business opportunities across locations and customer groups.
- Team Leadership & Capability Building: Lead and mentor the South regional sales team, set clear business objectives, review performance, build sales capabilities, and create a high-performance and accountability-driven culture.
- Solution & Consultative Selling: Drive a consultative sales approach by understanding customer requirements, operational challenges, workforce needs, and business objectives, and positioning relevant solutions that create measurable value for HORECA and Manufacturing customers.
- Regional Sales Planning & Forecasting: Develop territory-wise sales plans, establish clear targets, monitor pipeline health, and ensure accurate forecasting and timely course correction to deliver regional business objectives.
- Market & Competitor Intelligence: Track competitor movements, pricing, market trends, customer preferences, industry developments, and emerging opportunities across HORECA and Manufacturing. Provide actionable insights to the leadership, Marketing, and Product teams.
- Sales Governance & CRM Discipline: Ensure robust sales governance through accurate CRM management, pipeline tracking, lead conversion, account reviews, sales reporting, and performance dashboards.
- Strategic Partnerships & Networking: Build relationships with industry bodies, business networks, channel partners, and relevant ecosystem stakeholders to enhance market visibility and generate new business opportunities.
- Leadership Reporting: Present regular regional business reviews to senior leadership covering revenue performance, pipeline, key accounts, market opportunities, team performance, risks, and strategic action plans.
Requirements:
- 10+ years of B2B sales proven experience in B2B sales, specifically catering to Industrial/Manufacturing or HORECA clients
- Strong problem-solving mindset with a collaborative approach.
- MBA/PGDM preferred but not mandatory.
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