GM/AGM (Institutional Sales)

About the Company

The employer is an Australian IT company offering both software and hardware products and services. Its headquarters are in Sydney, Australia, and it also has a software development centre in Noida, India. Founded in 2005, the organization has grown to a team of more than 200 professionals and delivers services across website design and development, e-commerce, web hosting, and digital marketing. The company focuses on building tailored solutions that align a brand with design and technology, supported by an in-house team with cross-industry experience.

Role Overview

This position is for an experienced institutional sales leader to own the full sales cycle for badminton and pickleball products across India. The role requires building and expanding institutional business with academies, schools, colleges, sports clubs, district and state associations, national competition organizers, sports bodies, coaching centres, and government-related sports institutions.

The role demands strong industry relationships, especially with badminton and pickleball associations, sports authorities, academies, coaches, tournament organizers, and education/sports bodies. It is a strategic and target-oriented leadership role that combines market insight, negotiation, relationship management, execution, and team handling.

Product Portfolio

• Badminton shuttlecocks
• Badminton rackets
• Badminton shoes
• Badminton accessories
• Pickleball rackets
• Pickleball balls
• Pickleball shoes
• Pickleball accessories

The products will compete against established Indian and global brands such as Yonex, Li-Ning, Hundred, Victor, Cosco, Nivia, Vinex, SG, and other well-known sports brands.

Key Responsibilities

Lead national-level institutional sales planning for badminton and pickleball product lines. Build sales approaches for academies, schools, colleges, universities, sports clubs, district bodies, state associations, national tournaments, and coaching networks. Identify promising geographies, institutions, coaches, tournaments, and sports distributors, while designing pricing structures, schemes, sampling plans, sponsorship models, and bulk-buying programmes for institutional customers.

Develop and maintain strong relationships with associations and sports organizations, including BAI, SAI, pickleball associations, district and state sports bodies, academy owners, coaches, tournament organizers, and institutional buyers. Create durable partnerships with academies and sports institutions to drive repeat business, and represent the brand at tournaments, sports events, exhibitions, association interactions, and academy tie-ups.

Accelerate revenue through institutional and distribution channels by building a strong pipeline across India and closing bulk orders for shuttlecocks, rackets, shoes, balls, and accessories. Lead product trials, samples, demos, and feedback collection from coaches and players.

Recruit, train, and lead a high-performing institutional sales team. Set region-wise targets, review performance regularly, support major closures and strategic negotiations, and track pipeline health and sales output through structured reporting.

Keep a close watch on the competition, including pricing, schemes, sponsorship approaches, and brand positioning. Track competitors such as Sunrise Sports India Pvt. Ltd., Cosco India Ltd., Nivia Sports / Freewill Sports Pvt. Ltd., Bhalla International / Vinex, Sareen Sports Industries Pvt. Ltd., and Sanspareils Greenlands Pvt. Ltd. Share insights on buyer behaviour, product gaps, pricing sensitivity, and emerging sports trends, and recommend product improvements based on market feedback.

Maintain accurate records in CRM systems, including pipeline data, leads, institutional accounts, and customer history. Submit regular updates on revenue, prospects, competitive activity, market intelligence, and team performance. Use data to improve territory planning, coverage, and conversion rates.

Required Qualifications

A bachelor’s degree in Business Administration, Marketing, Sports Management, or a similar field is required. An MBA is preferred. The role calls for 10 to 12 years of relevant experience in sports goods, institutional sales, distribution sales, or channel sales. Experience selling to academies, sports institutions, associations, schools, colleges, clubs, or government sports bodies is important. Prior exposure to badminton, pickleball, tennis, cricket, fitness, or broader sports goods categories will be an advantage.

Preferred Candidate Profile

The ideal candidate is a senior sports-goods sales professional with strong connections in the Indian badminton and pickleball ecosystem. They should understand how academies, coaches, associations, schools, colleges, and tournament organizers make buying decisions. The role suits a results-driven leader who can set sales strategy, grow the sales network, manage a team, open institutional accounts, and scale a new brand across India.

Additional Information

This is a senior sales leadership role based in Noida, India. The candidate must be prepared to travel extensively across India for meetings, events, tournaments, and business development activities. The portfolio includes both institutional and distribution sales. The candidate will be evaluated on institutional revenue, tie-ups, sports-body relationships, tournament partnerships, distributor-supported growth, new account acquisition, repeat bulk orders, team performance, and the quality of market feedback and competitor intelligence.