Role: Head of Institutional Sales - Foam and Spring | Department: Institutional Sales | City: Lahore | Place of Work: Lahore | Employment Type: Full Time
Key Responsibilities:
Job Summary:
The Head of Institutional Sales is responsible for developing and executing the company's institutional sales strategy to deliver sustainable revenue growth, profitability and market leadership across Hospitality, Healthcare, Education, Corporate, Government and other institutional segments.
The role owns the complete institutional business lifecycle—from market development and opportunity identification to customer acquisition, tender management, commercial negotiations, execution, collections and long-term account development. The incumbent is expected to build a high-performance sales organization while establishing Master MoltyFoam as the preferred institutional sleep solutions partner in Pakistan.
Job Description:
- Business Strategy & Market Development
Accountabilities
Develop and execute the institutional business strategy aligned with the company's annual operating plan and long-term growth objectives.
Responsibilities
- Develop annual and quarterly business plans.
- Identify new growth opportunities and emerging institutional segments.
- Expand institutional footprint across Pakistan.
- Build channel expansion strategy.
- Develop regional growth plans.
- Recommend new products and customized institutional solutions.
- Develop pricing and commercial strategy for institutional business.
- Success Measures
- Revenue Growth
- Market Share
- Gross Margin
- New Business Contribution
- Sales & Revenue Growth
Accountabilities
Deliver institutional sales revenue, profitability and growth targets.
Responsibilities
- Achieve annual revenue and margin targets.
- Develop account-wise business plans.
- Drive cross-selling and upselling.
- Increase average order values.
- Improve sales conversion rates.
- Optimize product mix.
- Success Measures
- Sales Achievement %
- Gross Profit
- Contribution Margin
- Average Deal Size
- Sales Growth %
- Key Account Management
Accountabilities
Develop strategic relationships with major institutional customers and become their preferred business partner.
Responsibilities
Manage relationships with:
- Hotels & Resorts
- Hospitals
- Universities
- Schools
- Corporate Offices
- Employee Housing
- Government Organizations
- Armed Forces
- Railways
- NGOs
- Clubs
- Real Estate Developers
- Furnished Apartments
- Develop annual account plans.
- Conduct executive business reviews.
- Build customer retention strategy.
- Resolve commercial escalations.
- Increase customer lifetime value.
Success Measures
- Customer Retention
- Wallet Share
- Customer Satisfaction
- Repeat Business
- Strategic Account Growth
- Government Business & Tender Management
Accountabilities
Develop a sustainable pipeline of government and institutional tender business.
Responsibilities
- Develop tender calendar.
- Ensure timely tender participation.
- Build relationships with procurement departments.
- Maintain compliance documentation.
- Improve tender success rates.
- Monitor competitor participation.
- Develop bid pricing strategy.
Success Measures
- Tender Win Ratio
- Tender Revenue
- Bid Success %
- Government Business Growth
- Business Development & Pipeline Management
Accountabilities
Build a healthy institutional opportunity pipeline.
Responsibilities
- Identify new projects.
- Develop customer acquisition plans.
- Build consultant relationships.
- Develop architect network.
- Influence project specifications.
- Generate qualified opportunities.
Success Measures
- Pipeline Value
- Qualified Opportunities
- Win Rate
- New Customers
- Commercial & Financial Management
Accountabilities
Protect profitability while ensuring healthy cash flow.
Responsibilities
- Pricing governance
- Commercial negotiations
- Credit approvals
- Receivable management
- Collection reviews
- Forecast accuracy
- Budget ownership
Success Measures
- Collections
- Forecast Accuracy
- Sales Operations Excellence
Responsibilities
Sales forecasting
- CRM compliance
- Opportunity reviews
- Sales analytics
- Territory optimization
- Customer segmentation
- Productivity improvement
Success Measures
- Forecast Accuracy
- CRM Compliance
- Pipeline Coverage
- Sales Productivity
- Leadership & Capability Building
Accountabilities
Build a high-performing institutional sales organization.
Responsibilities
- Recruit top talent.
- Coach sales managers.
- Build succession plans.
- Conduct monthly performance reviews.
- Develop capability-building programs.
- Establish KPI-driven culture.
- Drive employee engagement.
Success Measures
- Team Productivity
- Employee Retention
- Performance Ratings
- Training Hours
- Internal Promotions
- Cross Functional Leadership
Partner with:
- Marketing
- Product Development
- Manufacturing
- Planning
- Supply Chain
- Finance
- Customer Service
- Quality Assurance
to ensure superior customer experience and operational excellence.
- Market Intelligence & Innovation
Responsibilities
- Monitor competitor activities.
- Benchmark pricing.
- Identify emerging customer needs.
- Recommend new product development.
- Evaluate new business models.
- Analyze market trends.
Success Measures
- New Product Success
- Competitive Wins
- Innovation Pipeline
Financial Responsibility
Responsible for:
- Institutional Sales Revenue
- Institutional Budget
- Sales Expenses
- Collection Performance
- Business Development
Decision-Making Authority
Authorized to:
- Approve pricing within delegated authority.
- Recommend strategic pricing.
- Approve customer credit recommendations.
- Allocate territories.
- Approve annual sales plans.
- Recommend hiring and promotions.
- Approve travel and sales activities within budget.
Job Specification:
Education: BBA / MBA Marketing
Experience: 12 - 14 years of sales experience (Durable, FMCG)
Eligibility / Qualification Required:
Job Summary:
The Head of Institutional Sales is responsible for developing and executing the company's institutional sales strategy to deliver sustainable revenue growth, profitability and market leadership across Hospitality, Healthcare, Education, Corporate, Government and other institutional segments.
The role owns the complete institutional business lifecycle—from market development and opportunity identification to customer acquisition, tender management, commercial negotiations, execution, collections and long-term account development. The incumbent is expected to build a high-performance sales organization while establishing Master MoltyFoam as the preferred institutional sleep solutions partner in Pakistan.
Job Description:
- Business Strategy & Market Development
Accountabilities
Develop and execute the institutional business strategy aligned with the company's annual operating plan and long-term growth objectives.
Responsibilities
- Develop annual and quarterly business plans.
- Identify new growth opportunities and emerging institutional segments.
- Expand institutional footprint across Pakistan.
- Build channel expansion strategy.
- Develop regional growth plans.
- Recommend new products and customized institutional solutions.
- Develop pricing and commercial strategy for institutional business.
- Success Measures
- Revenue Growth
- Market Share
- Gross Margin
- New Business Contribution
- Sales & Revenue Growth
Accountabilities
Deliver institutional sales revenue, profitability and growth targets.
Responsibilities
- Achieve annual revenue and margin targets.
- Develop account-wise business plans.
- Drive cross-selling and upselling.
- Increase average order values.
- Improve sales conversion rates.
- Optimize product mix.
- Success Measures
- Sales Achievement %
- Gross Profit
- Contribution Margin
- Average Deal Size
- Sales Growth %
- Key Account Management
Accountabilities
Develop strategic relationships with major institutional customers and become their preferred business partner.
Responsibilities
Manage relationships with:
- Hotels & Resorts
- Hospitals
- Universities
- Schools
- Corporate Offices
- Employee Housing
- Government Organizations
- Armed Forces
- Railways
- NGOs
- Clubs
- Real Estate Developers
- Furnished Apartments
- Develop annual account plans.
- Conduct executive business reviews.
- Build customer retention strategy.
- Resolve commercial escalations.
- Increase customer lifetime value.
Success Measures
- Customer Retention
- Wallet Share
- Customer Satisfaction
- Repeat Business
- Strategic Account Growth
- Government Business & Tender Management
Accountabilities
Develop a sustainable pipeline of government and institutional tender business.
Responsibilities
- Develop tender calendar.
- Ensure timely tender participation.
- Build relationships with procurement departments.
- Maintain compliance documentation.
- Improve tender success rates.
- Monitor competitor participation.
- Develop bid pricing strategy.
Success Measures
- Tender Win Ratio
- Tender Revenue
- Bid Success %
- Government Business Growth
- Business Development & Pipeline Management
Accountabilities
Build a healthy institutional opportunity pipeline.
Responsibilities
- Identify new projects.
- Develop customer acquisition plans.
- Build consultant relationships.
- Develop architect network.
- Influence project specifications.
- Generate qualified opportunities.
Success Measures
- Pipeline Value
- Qualified Opportunities
- Win Rate
- New Customers
- Commercial & Financial Management
Accountabilities
Protect profitability while ensuring healthy cash flow.
Responsibilities
- Pricing governance
- Commercial negotiations
- Credit approvals
- Receivable management
- Collection reviews
- Forecast accuracy
- Budget ownership
Success Measures
- Collections
- Forecast Accuracy
- Sales Operations Excellence
Responsibilities
Sales forecasting
- CRM compliance
- Opportunity reviews
- Sales analytics
- Territory optimization
- Customer segmentation
- Productivity improvement
Success Measures
- Forecast Accuracy
- CRM Compliance
- Pipeline Coverage
- Sales Productivity
- Leadership & Capability Building
Accountabilities
Build a high-performing institutional sales organization.
Responsibilities
- Recruit top talent.
- Coach sales managers.
- Build succession plans.
- Conduct monthly performance reviews.
- Develop capability-building programs.
- Establish KPI-driven culture.
- Drive employee engagement.
Success Measures
- Team Productivity
- Employee Retention
- Performance Ratings
- Training Hours
- Internal Promotions
- Cross Functional Leadership
Partner with:
- Marketing
- Product Development
- Manufacturing
- Planning
- Supply Chain
- Finance
- Customer Service
- Quality Assurance
to ensure superior customer experience and operational excellence.
- Market Intelligence & Innovation
Responsibilities
- Monitor competitor activities.
- Benchmark pricing.
- Identify emerging customer needs.
- Recommend new product development.
- Evaluate new business models.
- Analyze market trends.
Success Measures
- New Product Success
- Competitive Wins
- Innovation Pipeline
Financial Responsibility
Responsible for:
- Institutional Sales Revenue
- Institutional Budget
- Sales Expenses
- Collection Performance
- Business Development
Decision-Making Authority
Authorized to:
- Approve pricing within delegated authority.
- Recommend strategic pricing.
- Approve customer credit recommendations.
- Allocate territories.
- Approve annual sales plans.
- Recommend hiring and promotions.
- Approve travel and sales activities within budget.
Job Specification:
Education: BBA / MBA Marketing
Experience: 12 - 14 years of sales experience (Durable, FMCG)
How to Apply:
Apply through the official Master Group job detail page.
Apply Now