Territory Manager - B2B
Samsonite Group APAC & Middle East
Who we are:
Samsonite is the worldwide leader in superior travel bags, luggage, and accessories combining notable style with the latest design technology and the utmost attention to quality and durability. For more than 100 years, Samsonite has leveraged its rich heritage to create unparalleled products that fulfill the travel lifestyle needs of conscious movers everywhere. With a portfolio of brands including Samsonite, Tumi, American Tourister, High Sierra, Gregory, Hartmann, and Lipault Paris, our products are sold in over 100 countries in North America, Asia, Europe and Latin America through our company-operated retail store, websites and a variety of retail partners.
Job Description
- 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.
Experience Requirements
- 7+ years of relevant experience in B2B / Institutional / Corporate Sales, preferably in consumer durables, lifestyle, travel, retail or related categories.
- Proven track record of new business acquisition, institutional account development and revenue growth, rather than only servicing existing accounts.
- Strong experience in managing the complete B2B sales cycle – lead generation, customer meetings, proposal development, commercial negotiation, order closure, execution and collections.
- Should have established relationships with corporates, institutions, procurement teams, HR / Admin teams, B2B agencies or other institutional decision-makers.
- Experience in corporate gifting, employee rewards, travel programs or similar institutional businesses will be an added advantage.
- Should demonstrate strong commercial understanding, negotiation skills and the ability to deliver revenue as well as profitability targets.
Extensive travel across the assigned region.
Computer Skills
Frequent user of Microsoft Office (Word, Excel, Power Point)
Language
Excellent spoken and written English, Hindi and Local Language
Requirements
Critical Job Competencies Requirements (max. 5) Description of competency
Sales operation Strong understanding of B2B sales processes, lead generation, pipeline management, account acquisition and closure of high-value institutional orders.
Communication and negotiation skills Excellent communication, presentation and negotiation skills with the ability to influence procurement and business decision-makers and resolve commercial issues.
Market & Business Development Strong market knowledge with the ability to identify new institutional segments, map opportunities, track competition and develop new business.
Customer & Account Management Strong relationship-building skills with institutional customers; understands customer requirements and develops solutions that create repeat and incremental business. .
Target Achievement & Commercial Acumen Consistently delivers revenue and margin targets, demonstrates commercial understanding, follows disciplined pipeline management and uses value-based selling to close business.
About The Team
Why you'll love working here:
- Our employees matter. As a people-focused business, we work hard to provide meaningful rewards and development opportunities for our employees, recognizing performance, and creating a supportive working environment for them, wherever they are based.
- Vibrant culture. We are committed to a diverse and rich culture, welcoming people from all walks of life. Our long-standing commitment to culture and inclusion empowers us to bring our authentic selves and unique differences to work every day.
- Socially responsible. We want to minimize our products' impact on the environment and help create positive journeys worldwide. We do this by creating the best products using the most sustainable and innovative materials, methods, and models.
At Samsonite, we do more than create the bags that move with our consumer, we inspire and celebrate the moments that move them. We believe we have a responsibility to the world in how we operate, the products we sell, the communities where we live and work, and how we treat the people we employ. We're as diverse as travel itself, and like travel, your journey with Samsonite presents the opportunity to be a part of something bigger and explore your passions. This is why we offer various paths for professionals and celebrate the knowledge and skills they bring to our team. We are committed to a respectful workplace that allows our team members to bring their best selves to the workplace daily.
Samsonite is an equal opportunity employer and is committed to promoting and maintaining a work environment in which all applicants, associates, customers, and other individuals are treated with dignity and respect free from unlawful harassment, discrimination, or retaliation.