Sr. Executive /Assistant Manager - Institutional Sales

Position:  : Sr. Executive /Assistant Manager Institutional Sales

Reporting To : Branch Manager – ROM

Job Location: Kolkata

Kolkata – Reporting to BM; covering part of Kolkata, Bihar & Odisha
Qualification:  Graduate / Postgraduate

Position Summary
The Position holder will be responsible for driving B2B / Institutional Sales for Samsonite and American Tourister,
with a strong focus on new customer acquisition, existing account development and achievement of revenue and
profitability targets. The role will identify and develop opportunities across corporate gifting, employee rewards,
travel programs, schools and colleges, banks, PSUs, corporates, events and other institutional segments. The
Position holder will manage the complete sales cycle from lead generation and customer engagement to proposal,
negotiation, order closure, execution and collections, while building long-term relationships with key institutional
customers. The role will also work closely with B2B agencies, sub-distributors and internal teams to continuously
build the business pipeline and deliver sustainable growth.

General Responsibilities
MAJOR RESPONSIBILITIES / ACTIVITIES OF THIS JOB (list not more than 10 items)
• identify and develop new institutional and corporate business opportunities across corporate gifting,
employee rewards, travel programs, schools & colleges, banks, PSUs, corporates, events and other
institutional segments.
• Build a strong and consistent sales pipeline through prospecting, market mapping, references,
networking, cold calling and other business development initiatives.
• Acquire new institutional customers and convert leads / enquiries into high-value orders for Samsonite
and American Tourister, while achieving assigned sales and profitability targets.
• Develop strong relationships with key decision-makers across Procurement, HR, Administration,
Marketing, Travel and other relevant functions to build long-term business partnerships.
• Manage and grow existing institutional accounts through repeat business, cross-selling, upselling and
identification of new business opportunities.
• Understand customer requirements and work with internal teams to develop the right product, pricing
and commercial proposition to win business while protecting margins.
• Drive business through B2B agencies, sub-distributors and other channel partners, wherever relevant,
and ensure effective management of these relationships.
• Closely coordinate with Marketing, Product, Supply Chain, Finance and other internal teams to ensure
timely quotation, product availability, order execution, invoicing, delivery and collections.
• Maintain an updated sales funnel and opportunity pipeline, with clear visibility on enquiries, proposals,
expected closures, order values, timelines and potential business.
• Track competition, market trends, customer feedback and emerging institutional opportunities and
provide regular market intelligence to the reporting manager and relevant internal teams.

Experience Requirements
• 7+ years of relevant experience in B2B / Institutional / Corporate Sales, preferably in consumer durables,
lifestyle, travel, retail or related categories.
• Proven track record of new business acquisition, institutional account development and revenue growth,
rather than only servicing existing accounts.
• Strong experience in managing the complete B2B sales cycle – lead generation, customer meetings, proposal
development, commercial negotiation, order closure, execution and collections.
• Should have established relationships with corporates, institutions, procurement teams, HR / Admin teams,
B2B agencies or other institutional decision-makers.
• Experience in corporate gifting, employee rewards, travel programs or similar institutional businesses will be
an added advantage.
• Should demonstrate strong commercial understanding, negotiation skills and the ability to deliver revenue as well
as profitability targets.

Mobility/Travel
Extensive travel across the assigned region.

Computer Skills
Frequent user of Microsoft Office (Word, Excel, PowerPoint)

Language
Excellent spoken and written English, Hindi and Local Language

Critical Job Competencies
Requirements (max. 5)

Description of competency
Sales operation Strong understanding of B2B sales processes, lead generation, pipeline management,account acquisition and closure of high-value institutional orders.
Communication and negotiation skills
Excellent communication, presentation and negotiation skills with the ability to influence
procurement and business decision-makers and resolve commercial issues.
Market & Business Development Strong market knowledge with the ability to identify new institutional segments, map opportunities, track competition and develop new business.
Customer & Account Management
Strong relationship-building skills with institutional customers; understands customer requirements and develops solutions that create repeat and incremental business.
requirements and develops solutions that create repeat and incremental business..
Target Achievement & Commercial Acumen.
Consistently delivers revenue and margin targets, demonstrates commercial understanding,
follows disciplined pipeline management and uses value-based selling to close business.