Key Responsibilities

A. Business Development & Account Management

• Identify, acquire, and develop corporate and institutional customers across assigned market segments.
  

• Manage the complete sales cycle, including prospecting, product sampling, proposal development, negotiations, deal closure, and customer onboarding.
  

• Build and maintain long-term client relationships to drive repeat business, customer retention, and account growth.
  

• Develop and execute sales plans to achieve assigned revenue, sales volume, and profitability targets.
  

B. Distributor Development & Management

• Identify, appoint, and onboard new distributors and channel partners to expand market reach and strengthen sales coverage.
  

• Build and maintain strong distributor relationships while driving sales targets, territory coverage, and business development plans.
  

• Monitor distributor stock levels, inventory movement, product availability, and stock ageing to prevent stock-outs and excess inventory.
  

• Coordinate with distributors and internal teams to ensure timely replenishment, efficient order planning, and consistent product availability.
  

• Track distributor performance, including primary and secondary sales, wherever applicable, and overall business growth.
  

• Follow up on distributor payments and outstanding receivables while ensuring compliance with approved credit limits and payment terms.
  

• Conduct regular distributor performance reviews and implement corrective measures to improve sales productivity, collections, and market penetration.
  

C. Commercial Management

• Prepare quotations, sales proposals, pricing recommendations, and commercial offers in accordance with approved company guidelines.
  

• Negotiate pricing, margins, contracts, and payment terms within the scope of delegated authority.
  

• Monitor collections, follow up on overdue payments, and coordinate with the Finance team for credit approvals and reconciliation of outstanding balances.
  

• Ensure that all distributor and customer transactions comply with approved commercial terms, credit policies, and company procedures.
  

D. Cross-Functional Coordination

• Collaborate with Marketing, Finance, Operations, Supply Chain, and Quality teams to facilitate product approvals, documentation, order fulfilment, and customer requirements.
  

• Share sales forecasts, distributor stock updates, market intelligence, and customer feedback to support production planning, inventory management, and business decisions.
  

E. Reporting & Market Development

• Maintain accurate and up-to-date CRM records, distributor databases, sales pipelines, forecasts, stock reports, collection reports, and management information system (MIS) reports.
  

• Monitor competitor activities, market trends, pricing strategies, and emerging business opportunities.
  

• Represent the company and its brands at customer meetings, trade events, exhibitions, and relevant industry forums.
  

3. Key Performance Indicators (KPIs)

Performance will be evaluated against mutually agreed targets and key business metrics, including:

• Achievement of revenue, sales volume, and gross margin targets.
  

• New customer acquisition and new distributor appointments.
  

• Distributor productivity, territory coverage, and sales growth.
  

• Distributor stock availability, inventory movement, and stock ageing management.
  

• Collection efficiency, outstanding receivables, and compliance with approved credit terms.
  

• Repeat orders, customer retention, and existing account revenue growth.
  

• Sales forecast accuracy, CRM updates, and timely reporting.
  

Specific targets, measurement criteria, and weightages will be agreed upon with the reporting manager during onboarding.

4. Required Skills & Competencies

• Strong experience in B2B, corporate, institutional, or distributor sales, preferably within FMCG, food and beverages, packaged foods, or consumer brands.
  

• Proven ability to acquire new customers, appoint and manage distributors, develop key accounts, and achieve sales targets.
  

• Practical experience in distributor management, stock monitoring, inventory coordination, and payment collections.
  

• Sound understanding of pricing, profit margins, credit management, receivables, and commercial negotiations.
  

• Strong communication, negotiation, relationship management, planning, and problem-solving skills.
  

• Proficiency in CRM tools, sales reporting, and MIS preparation.
  

• Ability to work independently, identify new business opportunities, and manage sales activities effectively.
  

• Willingness to travel within the assigned territory as required.
  

5. Qualifications & Experience

• Bachelor’s degree in Business Administration, Marketing, Sales, or a related discipline. An MBA or equivalent postgraduate qualification will be preferred.
  

• 4–6 years of relevant experience in B2B, FMCG, distributor, corporate, or institutional sales.
  

• Demonstrated track record of business development, distributor network expansion, and revenue growth.
  

• Experience in corporate pantry supplies, HORECA (Hotels, Restaurants, and Catering), gifting, education, or healthcare segments will be an added advantage.
  

• Existing relationships with distributors, corporate buyers, procurement teams, or institutional partners will be preferred.