LFR & Institutional Sales Manager

Position: LFR Institutional Sales Executive / Manager
Department: Sales
Location: Gurugram
Industry: Footwear / Retail
Reporting To: Sales Manager / Business Head

Job Summary
We are looking for a result-oriented LFR Institutional Sales professional responsible for
driving business growth through Large Format Retail (LFR) accounts and institutional
customers.The role involves managing key retail accounts, developing institutional business opportunities,achieving sales targets, maintaining strong customer relationships, and coordinating with internal teams to ensure smooth order execution and timely delivery.

Key Responsibilities

1) Large Format Retail (LFR)
Manage and develop relationships with key LFR/Modern Trade accounts.
Achieve monthly, quarterly, and annual sales targets for assigned accounts.
Regularly visit stores to monitor sales, stock availability, product assortment, and brand
visibility.
Ensure proper product placement, merchandising, and display standards across stores.
Monitor store-wise sales, stock movement, sell-through, and inventory levels.
Coordinate with LFR partners for orders, replenishment, new product launches,
promotions, and returns.
Identify opportunities to increase sales through existing and new LFR accounts.
Track competitor activities, pricing, product range, and market trends.
Maintain strong relationships with store managers, buyers, category managers, and
other key stakeholders.

2) Institutional Sales
Identify and develop new institutional sales opportunities across assigned markets.
Generate leads and build a strong pipeline of institutional customers.
Approach corporates, organizations, institutions, schools, colleges, government/private
organizations, and other bulk buyers as applicable.
Understand customer requirements and recommend suitable footwear/product solutions.
Prepare quotations, negotiate pricing, and close institutional orders.

Manage the complete sales cycle from lead generation to order closure and delivery.
Develop long-term relationships with institutional clients to generate repeat business.
Coordinate with internal teams for product availability, pricing, production, dispatch, and
delivery.
Follow up on payments, outstanding invoices, returns, and other commercial matters.
Maintain accurate records of leads, quotations, orders, customer interactions, and sales
performance.

3) Sales Business Development
Achieve assigned revenue and volume targets.
Develop new accounts and expand business with existing customers.
Identify new markets and business opportunities.
Conduct regular market visits and gather customer and competitor insights.
Prepare weekly/monthly sales reports and provide business updates to management.
Work closely with the Sales, Marketing, Finance, Warehouse, and Operations teams.
Ensure timely resolution of customer queries and service-related issues.

Key Performance Indicators (KPIs)
Achievement of monthly/annual sales targets.
Revenue and volume growth.
New LFR and institutional account acquisition.
Existing account growth and repeat business.
Order conversion and sales pipeline.
Store-wise sales and sell-through.
Customer retention and relationship management.
Timely order execution and collection follow-up.
Market coverage and new business development.

Candidate Profile
Experience: -6 years in LFR, Modern Trade, Institutional Sales, B2B Sales, or Retail
Sales.
Experience in footwear, will be preferred.
Strong knowledge of retail and institutional sales processes.
Proven track record of achieving sales targets.
Strong communication, negotiation, and relationship-management skills.
Good business development and lead-generation capabilities.
Comfortable with field sales and regular travel.
Good knowledge of MS Excel and sales reporting.
Strong follow-up and customer-handling skills.

Education

Graduate in any discipline.
MBA/PGDM in Sales Marketing will be an added advantage.
Key Skills
Large Format Retail / Modern Trade
Institutional Sales
B2B Sales
Key Account Management
Business Development
Lead Generation
Sales Negotiation
Customer Relationship Management
Retail Merchandising
Sales Planning Target Achievement
Market Competitor Analysis
MS Excel Sales Reporting