Lead - B2B Institutional Sales

Role Summary

The Lead of B2B / Institutional Sales will be responsible for developing and scaling Cromas B2B and institutional sales channel. The role will involve building and nurturing relationships with corporates, government bodies, defence forces procurement channels and institutions to achieve revenue targets while ensuring excellent customer satisfaction.

Key Responsibilities

1. Develop and execute a comprehensive B2B sales strategy to penetrate corporate, institutional and defence forces CSD markets.

2. Identify and onboard corporate clients, government organizations, and educational institutions.

3. Knowledge of government procurement processes and tender management and establish partnerships for bulk purchases of electronics, IT solutions, and appliances.

4. Ability to develop service-level agreements (SLAs) for institutional clients and negotiate long-term contracts and agreements to drive consistent revenue growth.

5. Build a high-performing sales team and provide training on consultative sales approaches.

6. Collaborate with product and services sales (ZIPcare) teams to design tailored solutions for B2B clients.

7. Track sales performance and MIS reports to assess progress toward goals.

8. Stay updated on market trends, competitor activities, and government policies affecting institutional sales.

9. Experience in solution selling and customization of enterprise electronics packages

10. Knowledge of government procurement processes and tender management

Key Qualifications

1. Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.

2. 15+ years of experience in B2B sales, preferably in the electronics or technology industry.

3. Strong network within corporate and government sectors.

4. Proven ability to close large deals and negotiate contracts.

5. Excellent leadership, communication, and analytical skills.

Key Metrics

1. Revenue growth in B2B / Institutional sales channel.

2. Client acquisition and retention rate.

3. Performance against sales targets.