Head Of Sales

Role Overview

We are looking for a high-caliber Sales Manager B2B with proven experience in pitching

and closing institutional luxury clients such as:

• Luxury Resorts & Boutique Hotels
• Destination Spas & Wellness Retreats
• Premium Real Estate Developers
• High-end Retail & Experience-led Commercial Spaces
• Corporate Clients for Premium Gifting Solutions
• Event planners and experience teams within luxury hotels and corporate organizations

• The ideal candidate understands consultative selling, long-cycle institutional deals, and
• how fragrance can enhance guest experience, events, brand storytelling, and gifting.
• This role will span both ambient scenting solutions and curated gifting programs for
• hospitality and corporate clients.

Key Responsibilities

1. Business Development

• ? Identify and build a pipeline of luxury hospitality, wellness, and corporate clients
• across India.
• ? Develop relationships with:
• o Hotel GMs & Operations Heads
• o Spa Directors
• o Procurement Heads
• o Brand & Experience Teams
• o Event planners and banqueting teams in luxury hotels
• o Corporate HR, admin, procurement, and marketing teams for gifting programs
• o Real estate developers (clubhouses, premium residences)
• ? Drive end-to-end sales cycle from pitch to closure, execution, and repeat business.
• ? Develop opportunities across both ambient scenting contracts and bulk / festive /
• event gifting mandates.

2. Consultative Pitching & Solution Selling

• ? Conduct site visits and assess scenting requirements for hospitality, wellness, and
• commercial spaces.
• ? Present EKAMs ambient scenting solutions, including diffusion systems, signature
• blends, and zoning strategies.
• ? Co-create customized scent concepts aligned with client brand identity and guest
• experience goals.
• ? Pitch curated gifting solutions for:
• o Weddings and celebratory events at luxury hotels
• o VIP guest hampers
• o Corporate festive gifting
• o Employee, client, and event gifting programs
• ? Work with internal fragrance and product teams to develop signature blends, private
• label concepts, and customized gift assortments.

3. Commercial & Contract Negotiation

• ? Structure contracts across:
• o Hardware + fragrance refill models for ambient scenting
• o Bulk gifting programs and seasonal hampers
• o Custom-branded or private label fragrance products
• ? Negotiate annual scenting retainers and institutional gifting agreements.
• ? Ensure healthy margins and recurring revenue streams.
• ? Drive upsell opportunities including:
• o Retail scent products
• o Private label candles and diffusers for resorts and hotels
• o Event gifting collections
• o Corporate festive and year-round gifting solutions

4. Project Execution & Client Success

• ? Coordinate installation of scent diffusion systems.
• ? Ensure service and refill schedules for ambient scenting clients.
• ? Coordinate with internal teams for gifting fulfillment, branding customization,
• packaging, and delivery timelines.
• ? Maintain high retention and long-term partnerships across hospitality and corporate
• accounts.

5. Market Intelligence

• ? Track competition across international scent marketing companies, diffuser suppliers,
• premium gifting brands, and hospitality vendors.
• ? Provide insights on pricing, diffusion technology, gifting trends, packaging
• expectations, and hospitality/event requirements.
• ? Identify opportunities in weddings, MICE, festive gifting, and corporate engagement
• programs.

Required Experience

• ? 510 years of B2B sales experience.
• ? Mandatory experience selling into one or more of the following:
• o Luxury hospitality
• o High-end wellness / spa industry
• o Premium commercial real estate
• o Corporate gifting / institutional gifting
• o Luxury lifestyle solutions (lighting, interiors, AV, HVAC, branding, scenting,
• gifting, etc.)
• ? Strong relationship network within the hospitality sector and/or corporate
• procurement ecosystem preferred.
• ? Experience with consultative / solution-based selling.
• ? Exposure to long sales cycles and institutional negotiations.

Preferred Background

• ? Experience in scent marketing, fragrance, hospitality procurement, premium gifting,
• or luxury brand partnerships is a strong plus.
• ? Prior experience in selling to Taj, Oberoi, Marriott, ITC, Six Senses, boutique luxury
• resorts, large corporates, or event management stakeholders is preferred.
• ? Understanding of HVAC-based scent diffusion systems is a plus.
• ? MBA preferred.

Key Skills

• ? High-end presentation and storytelling ability.
• ? Strong negotiation and account management skills.
• ? Ability to pitch experiential value, not just product specs.
• ? Strong commercial acumen.
• ? Structured pipeline management.
• ? Ability to manage multiple solution categories: ambient scenting, private label, and
• gifting.

KPIs

• ? New client acquisition (quarterly targets)
• ? Annual contract value (ACV)
• ? Recurring refill revenue
• ? Gifting revenue from hotel and corporate accounts
• ? Client retention rate
• ? Gross margin on deals
• ? Team building