Head Institutional Sales

Role And Responsibilities

• Identify and cultivate strategic partnerships with key institutional clients, industry associations, and other relevant organizations and leverage partnerships to enhance the credibility & visibility of TLC within the institutional segment
• Establish team objectives for national & local regions to drive revenue from institutional sales for memberships & subscriptions business
• Oversee and provide inputs in negotiations with potential institutional clients, including Resident Welfare Associations (RWAs) and corporates, to secure sales agreements
• Ensure adequate collaboration of team with internal stakeholders to develop pricing strategies and contractual terms that maximize value for both the client and the organization
• Customize membership packages and program offerings to meet the unique needs and preferences of institutional clients
• Ensure project level profitability by providing necessary budget approvals for the various costs incurred to drive institutional sales
• Lead the coordination of rollout of membership programs and other offerings at both national and local levels, ensuring seamless execution and delivery
• Liaise with regional program teams and other relevant stakeholders to drive adoption and utilization of programs within target markets
• Continuously evaluate and prioritize potential partnership opportunities based on strategic fit and potential impact on sales objectives.
• Identify training and development needs within the team and coordinate relevant initiatives to enhance their skills and capabilities.

• Bachelor’s degree in business administration, Marketing, Hospitality Management, or a related field.
• MBA (Sales & Marketing) – Added Advantage
• 12+ years of proven track record in sales and business development in hospitality industry
• 6+ years of experience of institutional/bulk sales is a must
• In-depth understanding of institutional sales processes and strategies.

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