Manager - B2B/Corporate & Institutional Sales - FMCG

Looking for Dynamic individuals in a role of Corporate Sales Manager for their prestigious clients in the snacking Industry.

Role Overview :

• The Corporate Sales Manager will drive B2B and institutional sales for The Healthy Binges healthy snacking portfolio by building strategic relationships with corporate and institutional clients, and by developing a focused network of specialised channel partners (e.g., office pantry / vending partners, HORECA and institutional foodservice distributors, corporate gifting agencies, airline caterers, and institutional suppliers) that service these accounts.

• Priority segments include office pantry / snacking programs, HORECA & institutional foodservice, corporate gifting & employee rewards, airlines (in-flight catering / lounges), education institutions, and healthcare institutions. The role focuses on revenue growth, key account management, specialised partner development, and long-term procurement partnerships.

Key Responsibilities :

• Own corporate and institutional sales targets for the assigned geography and key accounts.
• Build a strong pipeline across corporate procurement teams, admin / facilities, HR & rewards, and institutional buyers.
• Create segment-wise target lists and go-to-market playbooks for each priority vertical (gifting, pantry, HORECA, airlines, education, healthcare).
• Manage institutional onboarding requirements such as vendor registration, documentation, compliance, sample approvals, and contract/RFP processes where applicable.
• Acquire and manage B2B clients across office pantry / snacking programs, corporate gifting, HORECA & institutional foodservice, airlines (in-flight catering / lounges), and institutions such as schools/colleges and hospitals.
• Identify, onboard, and manage specialized channel partners that service corporate and institutional accounts (e.g., pantry/vending operators, HORECA & foodservice distributors, corporate gifting agencies, airline caterers, institutional suppliers); set partner targets and drive throughput.
• Drive sampling, product trials, listings, and repeat procurement through consistent account reviews and relationship management.
• Negotiate commercial terms (pricing, margins, contracts, and annual rate agreements) and ensure adherence to company credit policies.
• Work closely with marketing, supply chain, and finance to ensure smooth execution (forecasting, stock planning, on-time dispatch, and issue resolution).
• Track market trends, competitor activity, and customer feedback to identify growth opportunities and improve product-market fit.
• Prepare sales forecasts, MIS / CRM updates, and account performance reviews; maintain accurate funnel and conversion reporting.

Required Skills & Competencies:

• Strong B2B / corporate sales experience in FMCG, foods, beverages, or health/consumer brands.
• Proven ability to sell to procurement and decision-makers; excellent negotiation and relationship-building skills.
• Experience building and managing specialised institutional channel partners / distributors (not general trade).
• Comfortable building pipelines and closing business across multiple institutional verticals including gifting, pantry, HORECA/foodservice, airlines, education, and healthcare.
• Strong commercial acumen with understanding of pricing, margins, and credit management.
• Data-driven approach with strong reporting, forecasting, and CRM discipline.
• High ownership, bias for action, and ability to work cross-functionally in a fast-moving environment.