Senior territory sales manager - inst. & horeca

<p> Channel Development &amp; Business Growth </p> Build and expand the Institutional Channel, especially vending-based and direct supply accounts. Identify, target, and onboard new institutional clients including: Ho Re Ca Channel Clubs Airports Introduce Continental Coffee products in both vending and direct-use formats. Expand distribution in non-vending segments with value-added product introductions. <p> Team Management &amp; Training </p> Recruit and lead a team of sales executives to penetrate and service institutional clients. Conduct ongoing training and field coaching to ensure product knowledge and selling skills are aligned with business goals. <p> Sales &amp; Revenue Responsibilities </p> Drive primary and secondary sales in the territory. Maintain healthy sales pipelines and customer engagement to meet monthly/quarterly targets. Ensure timely collections and effective credit control mechanisms. Regularly review sales performance and market potential. <p> Relationship Management </p> Develop long-term relationships with administrators, purchase heads, facility managers, and decision-makers across targeted institutions. Conduct product trials, vending demos, and service-based interactions to improve client retention and satisfaction. <p> Operational Excellence </p> Manage distributor/partner networks to support institutional operations. Ensure proper stock levels, order fulfilment, and service quality at all client locations. Provide timely reports on sales activities, forecasts, and competitor movements.