Institutional Sales Manager (Vending Machines)

Role overview

This position is for an experienced sales professional who can accelerate growth in the vending solutions business from Hyderabad. The role focuses on meeting revenue goals, widening and managing the dealer ecosystem, boosting machine placements, growing consumable sales, and keeping working capital under control.

About the employer

The hiring organization is a well-established engineering and manufacturing company with more than 100 years of history. It operates across a wide set of industries, including consumer products, industrial equipment, infrastructure, energy, aerospace, security, healthcare, and building technologies.

Business context

The employer is a major provider of tabletop hot beverage vending solutions. Its offering covers the full vending lifecycle, including vending equipment, premium beverage mixes, installation, servicing, cleaning, and replenishment.

Key responsibilities

• Sell vending machines, premix products, and spare parts to meet assigned business targets.
• Grow and reinforce the dealer network by identifying and developing strong channel partners.
• Improve sales of newly introduced products and deliver monthly machine installation goals.
• Maintain strong dealer relationships through frequent field visits and active engagement.
• Track dealer pipelines and help move prospects through to closure.
• Support local promotional efforts to create leads and deepen market reach.
• Manage inventory flow, dealer collections, and working capital efficiently.
• Keep a close watch on market movements, competitor activity, and customer needs to spot expansion opportunities.
• Follow company processes, risk controls, and policy requirements consistently.
• Guide and develop the sales team to improve performance and business outcomes.

Requirements

• A bachelor’s degree in any discipline is required.
• At least 8 years of experience in institutional sales through dealers or channel partners.
• Background in channel sales, dealer management, and business development is essential.
• Strong exposure to B2B institutional selling.
• Track record of meeting sales goals and driving revenue growth.
• Good communication, negotiation, and stakeholder relationship skills.
• Hands-on experience with working capital management and dealer collections.
• Comfortable working in a structured, process-driven environment with reporting responsibilities.
• Prior team management or people leadership experience is preferred.

What the role offers

• The chance to lead growth in a high-opportunity B2B sales setting.
• Ownership of dealer network expansion along with relationship building.
• Strong career development prospects in a fast-moving, performance-focused organization.

Additional details

Location: Hyderabad.