On-Trade / Institutional Sales Head

On-Trade / Institutional Sales Head Alcoholic Beverage (Hotels, Restaurants, Clubs)

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Industry: Alcoholic Beverages

Sector: On-Trade / Institutional (Hotels, Restaurants, Members Clubs)

Years of Experience: Minimum 15 years

Location: Mumbai (India-wide responsibility)

Working: 6 days

Key Responsibilities:

Acquire new accounts Identify, pursue, and onboard premium and luxury hotels, restaurants, and members clubs across key Indian markets to expand institutional distribution.

Close premium institutional business Own and drive high-value closures with luxury hospitality groups, five-star hotels, fine-dining chains, and elite nightlife venues.

Take repeat orders Ensure smooth, consistent, and scalable stock replenishment through strong institutional relationships and demand planning.

Maintain relationships Build and nurture long-term relationships with owners, GMs, F&B Heads, beverage managers, sommeliers, and senior bartenders .

Launch new products Lead introductions of new and premium products into top-tier on-trade and institutional venues with a focus on sustainable listings.

Plan promotions & activations Drive curated tastings, menu placements, selective brand activations, and collaborations aligned with luxury positioning.

Account Management Ensure superior execution, visibility, premium placements, and structured staff training across partner institutions.

Market Monitoring Track competitor activity, pricing benchmarks, consumer trends, and identify premium growth opportunities across regions.

Team Management Recruit, manage, train, and performance-manage the institutional / on-trade sales team with clear revenue accountability.

Requirements:

Experience: Extensive experience in alcoholic beverage sales within the on-trade / institutional segment , with proven exposure to luxury and premium accounts.

Industry Knowledge: Basic but sound understanding of spirits categories and premium positioning .

Presentation & Communication: Highly presentable with strong English communication skills; comfortable engaging with senior hospitality leadership.

Networking & Relationship Building: Deep, active network within luxury hotels and premium HORECA circles .

Sales & Negotiation Skills: Strong ability to negotiate, close high-value institutional deals, and maximize long-term business opportunities.