Senior territory sales manager - inst. & horeca

Channel Development & Business Growth
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.
Team Management & Training
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.
Sales & Revenue Responsibilities
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.
Relationship Management
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.
Operational Excellence
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.