Area Sales Manager – Institutional Sales Job | Bata India Limited

📍 Location: Bangalore, Chennai, Hyderabad
🏢 Company: Bata India Limited
💼 Role: Area Sales Manager – Institutional Sales
🏬 Business Unit: Corporate – Institutional & Distribution Business

Job Overview

Bata India is hiring an Area Sales Manager – Institutional Sales to drive revenue growth, channel expansion, and key account management across institutional segments. The role focuses on bulk and B2B sales, distributor management, customer mapping, and ensuring end-to-end order execution with strong commercial discipline.

Key Responsibilities

Sales & Revenue Achievement

• Achieve monthly revenue and pairs targets for the assigned territory
• Close business as per commercial policy guidelines
• Ensure timely payments and C-Form collection
• Drive consistent growth across all institutional segments

Business Development – Institutional Segments

• Develop business across:
  • Manufacturing
  • PSU & Government
  • Schools & Education
  • Corporate & Pharma
  • Hospitality & Healthcare
  • Modern Key Accounts & bulk buyers
• Identify new opportunities and initiate new business projects every month

Customer Mapping & Relationship Management

• Build and maintain a complete database of institutional customers
• Map decision-makers, buying patterns, and approval processes
• Conduct regular touchpoints with key and major customers
• Track order win–loss data for business improvement

Sales Planning & Execution

• Prepare monthly plans and weekly call plans with defined objectives
• Plan customer visits, travel schedules, and distributor visits
• Follow up on prospects and close existing opportunities
• Monitor performance and execution against plan

Distributor & Channel Management

• Manage existing distributors and channels
• Resolve commercial issues including claims, payments, delivery, and lead times
• Expand channel footprint by appointing new distributors / agents
• Ensure monthly performance commitments from each channel partner

Key Accounts & Order Servicing

• Manage complete order-to-GRN cycle
• Ensure:
  • Timely invoicing & collections
  • C-Form follow-ups
  • Credit / Debit note settlements
  • Quality and shortage issue resolution
• Coordinate merchandising, promotions, and secondary sales tracking

MIS, Database & Lead Generation

• Maintain territory-wise customer database with:
  • Segment classification
  • Buying potential
  • Updated contact details
• Generate MIS and business analysis reports as prescribed by HO
• Drive lead generation through referrals, mailers, and external data sources

Customer Satisfaction

• Ensure quick resolution of customer complaints
• Maintain high standards of service quality and responsiveness
• Focus on long-term relationship building and customer retention

Key Result Areas (KRAs)

• Monthly achievement of revenue & pairs targets
• Timely payments and C-Form compliance
• Coverage of all identified institutional segments
• Appointment and performance of new distributors / agents
• Accurate MIS, database management, and business analysis
• High levels of customer satisfaction

Key Skills & Competencies

• Strong B2B / Institutional Sales experience
• Channel & distributor management
• Key account handling
• Negotiation and commercial understanding
• Planning, execution, and MIS reporting
• Relationship building and customer focus

About Bata India

Bata India Limited is India’s largest footwear retailer, operating 1,375+ stores and a strong institutional and wholesale network across the country. Part of the global Bata Shoe Organization, the company serves millions of customers through retail, franchise, and institutional channels.

How to Apply

https://bata.sensehq.com/careers/jobs/403

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