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Job Title : Head – Institutional Sales Company : Kals Group Department : Sales & Marketing Location : Chennai (Handling Chennai & Pondicherry)1. Role OverviewThe Head – Institutional Sales (HORECA) will be responsible for driving institutional business for the Kals Group Alcobrew portfolio across Chennai and Pondicherry, with a primary focus on the HORECA channel (Hotels, Restaurants, Cafés, Bars, Clubs, Lounges). The role will lead strategy, key account management, and a field team to deliver volume, value, and market share objectives in line with Kals Group’s growth plans in South India.2. Key ResponsibilitiesA. Strategy & Planning - Develop and implement the institutional/HORECA sales strategy for Chennai and Pondicherry in line with Kals Group’s business objectives. - Identify high-potential HORECA clusters, premium outlets, and new-format opportunities. - Prepare annual sales plans, volume/value targets, and brand-wise/channel-wise objectives for HORECA. - Monitor performance vs. targets and drive timely corrective actions.B. Business Development & Key Account Management (HORECA Focus) - Build and strengthen relationships with key HORECA accounts – 5-star and premium hotels, fine-dine and casual dining restaurants, pubs, bars, clubs, and lounges in Chennai & Pondy. - Lead negotiations for listings, pour contracts, rate agreements, visibility space, promotions, and activation plans. - Ensure execution of brand activation, menu listings, bartender engagement, events, and promotions at priority outlets. - Continuously scan the market to onboard new high-potential HORECA accounts and drive premiumization for Kals brands.C. Team Leadership & Development - Lead and manage the Institutional/HORECA Sales team (Key Account Managers / Executives) across Chennai and Pondy. - Define clear KPIs (volume, value, NSV, distribution, activation, visibility) and conduct regular performance reviews. - Conduct joint market visits to coach the team on selling skills, negotiation, and relationship management. - Identify training and development needs and coordinate with HR/Training for capability building.D. Commercial & Operations - Work with Finance and Commercial teams on pricing, margins, discount structures, and credit terms for HORECA accounts. - Ensure strict adherence to company policies on credit, collections, schemes, and claims. - Coordinate with Supply Chain/Logistics to ensure product availability, timely deliveries, and minimal stock-outs at key outlets. - Monitor secondary sales, stock rotation, and consumption trends at focus accounts.E. Compliance & Regulatory - Ensure that all HORECA and institutional business is conducted in compliance with Tamil Nadu and Puducherry excise regulations and Kals Group’s internal compliance framework. - Liaise with internal excise/compliance teams for documentation, permits, licenses, and renewals relevant to institutional/HORECA sales.F. Market Intelligence & Reporting - Track competitor activity in HORECA – price changes, new product introductions, promotions, tap contracts, and visibility drives. - Provide regular MIS and dashboards on HORECA performance, brand-wise and account-wise results, and profitability. - Share inputs on portfolio gaps, packaging needs, and HORECA-specific innovations to Marketing and Business Heads.3. Qualifications & Experience Education: - Graduate in any discipline; MBA in Sales/Marketing preferred. Experience: - 10–15+ years of experience in Sales, with strong exposure to institutional / HORECA / key account sales. - Prior experience in Alcobrew / liquor / beverages / FMCG with HORECA handling in South India is highly preferred. - Strong network and working relationships with key hotels, bars, and restaurants in Chennai and/or Pondicherry will be an added advantage.4. Key Skills & Competencies - Strong understanding of Alcobrew market, HORECA dynamics, and the excise environment in Tamil Nadu & Pondy. - Proven track record of achieving sales, distribution, and profitability targets in institutional/HORECA channels. - Excellent negotiation and relationship management skills with owners, F&B heads, purchase managers, and bar managers. - Strong people management and leadership abilities to manage a multi-location field team. - Analytical mindset with comfort in sales data, dashboards, and MIS. - High standards of integrity, compliance orientation, and professionalism. - Good communication and presentation skills.5. Personal Attributes- Result-oriented, energetic, and self-driven. - Ability to operate in a fast-paced, highly regulated Alcobrew environment. - Willingness to travel extensively within Chennai and Pondicherry for outlet visits and relationship management. - Collaborative and cross-functional, able to work closely with Marketing, Finance, Supply Chain, and Compliance teams.