Samsonite

Global luggage brand selling lightweight bags

Territory Manager - B2B

Field SalesConfirmed live in the last 24 hours

Full-timeIndore, Madhya Pradesh, IndiaNo salary listed

About the Job

Requirements

Graduate or postgraduate education.
At least 7 years of relevant experience in B2B, institutional, or corporate sales, preferably in consumer durables, lifestyle, travel, retail, or related categories.
A proven track record in new-business acquisition, institutional account development, and revenue growth rather than only servicing existing accounts.
Strong experience managing the complete B2B sales cycle, including lead generation, customer meetings, proposal development, commercial negotiation, order closure, execution, and collections.
Established relationships with corporates, institutions, procurement teams, HR or administration teams, B2B agencies, or other institutional decision-makers.
Strong commercial understanding, negotiation skills, and ability to deliver revenue and profitability targets.
Frequent user of Microsoft Office, including Word, Excel, and PowerPoint.
Excellent spoken and written English and Hindi.
Willingness to travel extensively across the assigned region.
Strong understanding of B2B sales processes, lead generation, pipeline management, account acquisition, and closure of high-value institutional orders.
Excellent communication, presentation, and negotiation skills to influence procurement and business decision-makers and resolve commercial issues.
Strong market knowledge and ability to identify new institutional segments, map opportunities, track competition, and develop new business.
Ability to build relationships with institutional customers, understand customer requirements, and develop solutions that generate repeat and incremental business.
Ability to deliver revenue and margin targets, apply commercial understanding, maintain disciplined pipeline management, and use value-based selling to close business.

Responsibilities

Identify and develop new institutional and corporate business opportunities across corporate gifting, employee rewards, travel programs, schools and colleges, banks, public sector undertakings, corporates, events, and other institutional segments.
Build a consistent sales pipeline through prospecting, market mapping, references, networking, cold calling, and other business development initiatives.
Acquire new institutional customers and convert leads or enquiries into high-value orders for Samsonite and American Tourister while achieving assigned sales and profitability targets.
Develop relationships with key decision-makers in procurement, human resources, 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 appropriate product, pricing, and commercial propositions while protecting margins.
Drive business through B2B agencies, sub-distributors, and other channel partners, where relevant, and manage those relationships effectively.
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 visibility into 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.

Desired Qualifications

Experience in corporate gifting, employee rewards, travel programs, or similar institutional businesses is an added advantage.

· identify and develop new institutional and corporate business opportunities acrosscorporate gifting, employee rewards, travel programs, schools & colleges, banks, PSUs, corporates, events and other institutional segments.

· Build a strong and consistentsales pipelinethrough prospecting, market mapping, references, networking, cold calling and other business development initiatives.

· Acquire new institutional customers and convert leads / enquiries intohigh-value orders for Samsonite and American Tourister, while achieving assigned sales and profitability targets.

· Develop strong relationships with key decision-makers acrossProcurement, HR, Administration, Marketing, Travel and other relevant functionsto build long-term business partnerships.

· Manage and grow existing institutional accounts throughrepeat business, cross-selling, upselling and identification of new business opportunities.

· Understand customer requirements and work with internal teams to develop the rightproduct, pricing and commercial propositionto win business while protecting margins.

· Drive business throughB2B agencies, sub-distributors and other channel partners, wherever relevant, and ensure effective management of these relationships.

· Closely coordinate withMarketing, Product, Supply Chain, Finance and other internal teamsto ensure timely quotation, product availability, order execution, invoicing, delivery and collections.

· Maintain an updatedsales funnel and opportunity pipeline, with clear visibility on enquiries, proposals, expected closures, order values, timelines and potential business.

· Trackcompetition, market trends, customer feedback and emerging institutional opportunitiesand provide regular market intelligence to the reporting manager and relevant internal teams.

Graduate / Postgraduate

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 ofnew business acquisition, institutional account development and revenue growth, rather than only servicing existing accounts.

· Strong experience in managing thecomplete B2B sales cycle– lead generation, customer meetings, proposal development, commercial negotiation, order closure, execution and collections.

· Should have established relationships withcorporates, institutions, procurement teams, HR / Admin teams, B2B agencies or other institutional decision-makers.

· Experience incorporate gifting, employee rewards, travel programs or similar institutional businesseswill be an added advantage.

· Should demonstrate strong commercial understanding, negotiation skills and the ability todeliver revenue as well as profitability targets.

Mobility/Travel

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

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.

Compensation Currency: Indian Rupee

About the Company

Samsonite

Global luggage brand selling lightweight bags

Samsonite is a global luggage brand that designs and sells a wide range of travel and personal accessories. Its products include suitcases, business bags, kids’ backpacks, casual bags, and related gear, all built to be lightweight, durable, and functional for travelers. The company emphasizes materials, construction, and design features such as strong shells, smooth wheels, secure zippers, and organized compartments to protect belongings and ease travel. Samsonite differentiates itself through extensive research and development, a history of industry firsts, and a strong global distribution network that includes direct sales, retail partners, and online channels. Its goal is to provide reliable, high-quality travel solutions that meet the needs of frequent travelers, business professionals, and families, maintaining leadership in the travel luggage market by continuing to innovate and improve user experience.

Company size: Not listed
Company stage: IPO
Headquarters: Luxembourg
Founded: 1910

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