GM – Institutional Sales (HoReCa) (FMCG) for Gurgaon Location

Job Description

Department : Sales

Role: Institutional Sales (HoReCa) (FMCG)

*Experience: 12-15 Years of experience 12-15 years in institutional, government, B2B, or HoReCa sales*

Qualification : MBA

Salary : 90.00 LPA

*Should have good Experience in (HoReCa) (FMCG) Industry*

*Responsibilities*

1. Institutional Sales Strategy & Business Development

2. Government Schemes, Tenders & Compliance

3. HoReCa & Key Account Development

4. Commercial Management & Negotiation

5. Demand Planing, Execution & Services Delivery

6. Market Intelligence & Performance Mangement

*Skills and Qualifications:*

*1. Experience:* 12-15 years in institutional, government, B2B, or HoReCa sales, preferably in food, FMCG, ingredients, beverages, or allied categories, with a strong record of revenue delivery and account growth.

*2. Government Business Expertise:* Demonstrated experience in government schemes, institutional procurement, e-tendering, rate contracts, bid documentation, compliance, and contract execution.

*3. HoReCa Expertise:* Strong understanding of hotels, restaurants, cafés, caterers, QSRs, institutional kitchens, distributors, and their procurement and consumption cycles.

*4.Educational Background:* MBA or postgraduate qualification in Sales, Marketing, Business Administration, or a related field; relevant graduate qualifications with substantial experience may also be considered.

*5.Commercial Acumen:* Strong capability in pricing, margin management, contract negotiation, credit control, forecasting, and account profitability.

*6.Stakeholder Management:* Ability to engage effectively with government officials, institutional buyers, procurement committees, channel partners, chefs, F&B leaders, and senior internal stakeholders.

*7.Execution Discipline:* Proven ability to manage multiple tenders and accounts simultaneously, meet strict deadlines, maintain accurate documentation, and coordinate cross-functional delivery.

*8.Communication & Mobility:* Excellent presentation, negotiation, and written communication skills, with willingness to travel extensively across assigned markets.

*9.Digital Proficiency:* Working knowledge of CRM and MIS tools, spreadsheets, presentations, government e-procurement portals, and online tender platforms.