Territory Manager - B2B

· identify and develop new institutional and corporate business opportunities across corporate gifting, employee rewards, travel programs, schools & colleges, banks, PSUs, corporates, events and other institutional segments.

· Build a strong and consistent sales pipeline through prospecting, market mapping, references, networking, cold calling and other business development initiatives.

· Acquire new institutional customers and convert leads / enquiries into high-value orders for Samsonite and American Tourister, while achieving assigned sales and profitability targets.

· Develop strong relationships with key decision-makers across Procurement, HR, Administration, Marketing, Travel and other relevant functions to build long-term business partnerships.

· Manage and grow existing institutional accounts through repeat business, cross-selling, upselling and identification of new business opportunities.

· Understand customer requirements and work with internal teams to develop the right product, pricing and commercial proposition to win business while protecting margins.

· Drive business through B2B agencies, sub-distributors and other channel partners, wherever relevant, and ensure effective management of these relationships.

· Closely coordinate with Marketing, Product, Supply Chain, Finance and other internal teams to ensure timely quotation, product availability, order execution, invoicing, delivery and collections.

· Maintain an updated sales funnel and opportunity pipeline, with clear visibility on enquiries, proposals, expected closures, order values, timelines and potential business.

· Track competition, market trends, customer feedback and emerging institutional opportunities and provide regular market intelligence to the reporting manager and relevant internal teams.