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: HoReCa 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.