Job Description
We are seeking a seasoned Institutional Sales Manager to drive business growth and manage the complete sales cycle with government departments, Public Sector Undertakings (PSUs), and institutional clients. The ideal candidate will be responsible for identifying opportunities, managing tenders, building strong relationships, and ensuring compliance with government procurement norms to achieve revenue targets and expand our market presence.
Key Responsibilities:
Sales & Business Development: Identify and develop business opportunities with Central/State Government departments, PSUs, and autonomous bodies. Build and maintain relationships with key decision-makers to achieve assigned sales targets.
Tender & Bid Management: Track, analyze, and respond to government tenders (RFQs, RFPs) and GeM opportunities. Coordinate with internal teams to ensure timely and compliant bid submission.
Account Management: Manage existing government and PSU accounts to secure repeat business. Handle contract negotiations, pricing, order finalization, and monitor execution through to payment collection.
Compliance & Coordination: Ensure adherence to all government procurement policies and statutory regulations. Liaise with internal departments (operations, finance, legal, logistics) and maintain proper contract documentation.
Market Intelligence & Reporting: Monitor policy changes, budget announcements, and competitor activity. Prepare regular sales forecasts, MIS reports, and pipeline updates.
Skill Requirement
Qualifications & Experience:
Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field. MBA (Sales/Marketing) preferred.
5–10 years of experience in institutional sales, government sales, or PSU account management.
Proven track record of handling government tenders and managing large institutional accounts.
Preferred Industry Background: Furniture industry experience is highly preferable. Experience in Infrastructure/Engineering, IT, Manufacturing, Healthcare, or Energy is also relevant.
Key Skills & Competencies:
Strong understanding of government procurement processes and tendering systems.
Knowledge of the GeM portal and PSU buying mechanisms is preferred.
Excellent negotiation, communication, and stakeholder management skills.
Ability to work independently and manage complex, lengthy sales cycles.
Strong analytical, documentation, and compliance skills.
Key Performance Indicators (KPIs):
Revenue and order book from Government & PSU clients.
Tender success ratio.
Account growth and repeat business.
Timely payment realization.
Compliance and documentation accuracy.