Senior Manager - Institutional Sales - OEM - Tire Industry

Key Stakeholders : OEM Clients (Original Equipment Manufacturers),Fleet Operators, Internal teams - Planning, Finance, Customer Service.

Job Purpose Statement : To drive revenue growth by acquiring and managing institutional clients (OEMs, large fleets, entities), expanding business share in the institutional segment of the tire industry within the India region.

Organizational Relationship : Lead Institutional Sales

Duties & Responsibilities :

- Identify, develop, and manage institutional clients including OEMs, large fleet operators and PSUs

- Meet annual institutional sales targets product-wise (Farm, OTR, RFT, TBR, etc.)

- Coordinate with technical and product teams for trials, fitments, and feedback

- Participate in tenders, negotiations, and pricing discussions within approval limits

- Ensure timely collections and credit control as per terms

- Provide market intelligence, customer feedback, and competitor insights

- Maintain long-term relationships and customer satisfaction

- Follow SOP/policy for decision to be made. (Moderate to Complex decision making)

- Decide within approval limits) Complex/tactical/strategic decision making impacting the outcome.

Key Result Areas:

- Achievement of product-wise and segment-wise institutional sales targets

- On-time collection of >80% outstanding payments from institutional clients

- Acquisition and retention of key institutional accounts

- Contribution to new business through participation in tenders and RFPs

- Market mapping and tracking institutional customer behavior and needs

Skills & Knowledge:

- Strong B2B Sales and Negotiation Skills

- Understanding of Institutional Sales Processes, including tenders and contracts

- Good analytical and problem-solving skills

- Ethical and transparent dealing with high-value customers

- Stakeholder coordination across internal departments

Competencies

- Behavioral:

- Customer Centricity - Stakeholder Management - Strategic Thinking

- Functional:

- Institutional Sales Strategy - Product & Application Knowledge - Tender and Contract Management

Work Experience:

- 8 - 10 years of experience in Institutional/B2B Sales

- Must have experience in the tire industry

- Exposure to Farm/OTR Tires business is an added advantage

Educational Qualification

- Mandatory : Graduate or Postgraduate

- Preferred : MBA in Marketing