Territory Sales Manager – HoReCa (FMCG)
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Job Description
Job Description – Territory Sales Manager - HoReCa (FMCG)
Function: Institutional Sales / HoReCa / Key Accounts
Location: Bangalore – Corporate Office
Role Type: Pan India Leadership Role
Budget: 40 to 45 L CTC (Max) + 4 L VP + ESPOS.
Requirment:
- Strong career stability with clear progression (currently working in their 1st company or at most 2nd company)
- Relevant Institutional/Horeca experience in reputed FMCG companies (Excluding Alco beverages, Milk & Ice Cream industries).
- High energy and execution-oriented candidates
- Strong communication and analytical skills
- Total experience range: 4 to 8 years (maximum) with good educational background.
Position Overview
We are seeking a dynamic, young, and growth-driven Associate Vice President – Sales to lead our Institutional, HoReCa, and Key Accounts business across India. The ideal candidate will bring strong strategic thinking, proven sales leadership, and the ability to manage a large, diverse team. This role requires a stable professional track record and a solid educational foundation.
The AVP Sales will directly lead a 30-member team, including 2 RSMs, 5 ASM’s and will be responsible for driving revenue, expanding national institutional partnerships, improving market penetration, and delivering long-term business growth.
Key Responsibilities
Strategic Leadership
- Develop and execute national sales strategies for Institutional, HoReCa, and Key Accounts to achieve annual business targets.
- Build strong GTM strategies for product penetration, pricing, and customer acquisition.
- Drive strategic partnerships with national chains, institutions, Railway’s, QSRs, HORECA networks, and large distributors.
Business Development & Key Account Management
- Identify and onboard new institutional clients across categories, ensuring consistent business growth.
- Strengthen relationships with existing key accounts and drive contract renewals, joint business plans, and strategic initiatives.
- Negotiate commercial terms, pricing, and long-term business agreements.
Team Leadership & People Development
- Lead and develop a 30-member national team, including 2 RSMs & 5 ASM’s.
- Drive capability-building, performance management, and talent development practices.
- Foster a performance-driven and collaborative culture.
Operations & Execution Excellence
- Monitor sales performance, MIS reporting, forecasting, and productivity metrics for all regions.
- Coordinate with cross-functional teams—Marketing, SCM, Finance, and Manufacturing—for seamless execution.
- Lead national activations, product rollouts, and HoReCa-specific initiatives.
Customer Experience & Service Delivery
- Ensure superior service levels, timely order fulfilment, and complaint resolution for all institutional partners.
- Implement consistent SOPs across regions to improve efficiency and customer satisfaction.
Market Intelligence
- Track market developments, competition, and emerging HoReCa trends.
- Provide inputs for product customisation, innovation, and category expansion opportunities.
Candidate Profile
Education
- MBA / PGDM from a reputed institute preferred.
- Strong academic track record.
Experience & Skills
- 6–10 years of experience in Institutional Sales / HoReCa / Key Accounts (FMCG / Beverage’s background preferred).
- Proven success in leading large teams and delivering revenue growth.
- Strong negotiation, analytical, and relationship-building skills.
- High ownership, strategic thinking, and execution excellence.
- Comfortable with travel across India.
Attributes
- Young, energetic, and stable professional mindset.
- Strong leadership presence with the ability to influence stakeholders.
- Excellent communication and interpersonal skills.
What We Offer
- Opportunity to lead a high-impact national business portfolio.
- Fast-paced, collaborative work environment.
- Attractive compensation and growth opportunities
Designation
Territory Sales Manager – HoReCa (FMCG)
Key Skills
Industry
FMCG
Functional Area
Sales & Marketing
Employment Type
Full Time
Education
Masters/Post-Graduation
Job Type
Work From Office
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