Head of Sales – Institutional
Quanta Paper CorporationMandaluyong, Metro Manila, Philippines1 day ago
Job descriptionIdentify and secure institutional partnerships (HORECA, B2B, government, bulk buyers, educational and healthcare institutions). Negotiate and finalize high-value contracts and supply agreements. Drive revenue and volume growth across institutional channels. Monitor sales performance by channel, region, and key account. Develop and implement account-specific business plans. Build and maintain strong relationships with key decision-makers in institutions. Ensure high standards of customer satisfaction and service delivery . Address customer issues, resolve disputes, and ensure smooth order execution. Conduct periodic business reviews with major accounts. Ensure timely collection of payments and adherence to credit policies. Oversee sales operations, including forecasting, inventory planning, and logistics coordination. Optimize sales processes to improve efficiency and reduce costs. Ensure compliance with company policies, ethical standards, and legal regulations. Provide regular sales reports and insights to management. Monitor KPIs such as sales targets, profit margins, customer acquisition, retention, and growth. Use data-driven insights to refine strategies and identify underperforming areas. Bachelor’s Degree in Business Administration, Marketing, Commerce, or related field . MBA / PGDM in Sales & Marketing or equivalent preferred. Minimum 10–15 years of total experience in Sales / Business Development . At least 7 years in a leadership role managing institutional or B2B FMCG sales. Proven track record in achieving sales targets , developing institutional clients , and leading teams . Strong network within institutional segments such as HORECA, corporates, government, or large organizations . Experience with FMCG product categories , such as cleaning products or personal care preferred.
Key Duties and Responsibilities
Strategic & Leadership Responsibilities
- Develop and implement the institutional sales strategy aligned with overall FMCG business goals.
- Lead, motivate, and manage a team of regional / key account managers and sales executives.
- Analyze market trends, customer insights, and competitor activities to identify new opportunities.
- Collaborate with marketing, supply chain, and finance teams to ensure alignment in pricing, promotions, and product availability.
- Participate in annual business planning, budgeting, and forecasting.
Sales & Business Development
Customer Relationship Management
Operational Excellence
Reporting & Analysis
Education & Qualifications
Experience Requirements
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Head Sales • Mandaluyong, Metro Manila, Philippines
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