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Role OverviewWe are looking for a high-caliber Sales Manager – B2B with proven experience in pitchingand closing institutional luxury clients such as:Luxury Resorts & Boutique HotelsDestination Spas & Wellness RetreatsPremium Real Estate DevelopersHigh-end Retail & Experience-led Commercial SpacesCorporate Clients for Premium Gifting SolutionsEvent planners and experience teams within luxury hotels and corporate organizationsThe ideal candidate understands consultative selling, long-cycle institutional deals, andhow fragrance can enhance guest experience, events, brand storytelling, and gifting.This role will span both ambient scenting solutions and curated gifting programs forhospitality and corporate clients.Key Responsibilities1. Business Development Identify and build a pipeline of luxury hospitality, wellness, and corporate clientsacross India. Develop relationships with:o Hotel GMs & Operations Headso Spa Directorso Procurement Headso Brand & Experience Teamso Event planners and banqueting teams in luxury hotelso Corporate HR, admin, procurement, and marketing teams for gifting programso Real estate developers (clubhouses, premium residences) Drive end-to-end sales cycle from pitch to closure, execution, and repeat business. Develop opportunities across both ambient scenting contracts and bulk / festive /event gifting mandates.2. Consultative Pitching & Solution Selling Conduct site visits and assess scenting requirements for hospitality, wellness, andcommercial spaces. Present EKAM’s ambient scenting solutions, including diffusion systems, signatureblends, and zoning strategies. Co-create customized scent concepts aligned with client brand identity and guestexperience goals. Pitch curated gifting solutions for:o Weddings and celebratory events at luxury hotelso VIP guest hamperso Corporate festive giftingo Employee, client, and event gifting programs Work with internal fragrance and product teams to develop signature blends, privatelabel concepts, and customized gift assortments.3. Commercial & Contract Negotiation Structure contracts across:o Hardware + fragrance refill models for ambient scentingo Bulk gifting programs and seasonal hamperso Custom-branded or private label fragrance products Negotiate annual scenting retainers and institutional gifting agreements. Ensure healthy margins and recurring revenue streams. Drive upsell opportunities including:o Retail scent productso Private label candles and diffusers for resorts and hotelso Event gifting collectionso Corporate festive and year-round gifting solutions4. Project Execution & Client Success Coordinate installation of scent diffusion systems. Ensure service and refill schedules for ambient scenting clients. Coordinate with internal teams for gifting fulfillment, branding customization,packaging, and delivery timelines. Maintain high retention and long-term partnerships across hospitality and corporateaccounts.5. Market Intelligence Track competition across international scent marketing companies, diffuser suppliers,premium gifting brands, and hospitality vendors. Provide insights on pricing, diffusion technology, gifting trends, packagingexpectations, and hospitality/event requirements. Identify opportunities in weddings, MICE, festive gifting, and corporate engagementprograms.Required Experience 5–10 years of B2B sales experience. Mandatory experience selling into one or more of the following:o Luxury hospitalityo High-end wellness / spa industryo Premium commercial real estateo Corporate gifting / institutional giftingo Luxury lifestyle solutions (lighting, interiors, AV, HVAC, branding, scenting,gifting, etc.) Strong relationship network within the hospitality sector and/or corporateprocurement ecosystem preferred. Experience with consultative / solution-based selling. Exposure to long sales cycles and institutional negotiations.Preferred Background Experience in scent marketing, fragrance, hospitality procurement, premium gifting,or luxury brand partnerships is a strong plus. Prior experience in selling to Taj, Oberoi, Marriott, ITC, Six Senses, boutique luxuryresorts, large corporates, or event management stakeholders is preferred. Understanding of HVAC-based scent diffusion systems is a plus. MBA preferred.Key Skills High-end presentation and storytelling ability. Strong negotiation and account management skills. Ability to pitch experiential value, not just product specs. Strong commercial acumen. Structured pipeline management. Ability to manage multiple solution categories: ambient scenting, private label, andgifting.KPIs New client acquisition (quarterly targets) Annual contract value (ACV) Recurring refill revenue Gifting revenue from hotel and corporate accounts Client retention rate Gross margin on deals Team building