Head of Sales – Institutional

4 hours ago

Mandaluyong City, National Capital Region, Philippines d-9508-49b9-929b-3e85428dbd99 Full time ₱2,500,000 - ₱5,000,000 per year
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
  • Identify 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.
Customer Relationship Management
  • 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.
Operational Excellence
  • 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.
Reporting & Analysis
  • 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.

Education & Qualifications
  • Bachelor's Degree in Business Administration, Marketing, Commerce, or related field.
  • MBA / PGDM in Sales & Marketing or equivalent preferred.

Experience Requirements
  • 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.

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