Job Purpose:

The B2B Sales Manager is responsible for developing and managing Institutions sales channels for plastic products, focusing on institutional clients, NGOs, government bodies, and large corporate customers. The role ensures sustainable products portfolio & revenue growth by building strong customer relationships, improving market penetration (recruitment & re-recruitment), and managing the end-to-end Business to Business sales cycle.

Key Responsibilities:

• Develop and implement a business-to-business sales strategy aligned with company goals and market dynamics.
• Identify and target new direct customers such as government institutions, schools, hospitals, NGOs, real estate developers, and industries.
• Manage and nurture existing direct client relationships to grow account value and customer lifetime value.
• Work closely with the production and logistics teams to ensure timely fulfilment of direct orders.
• Conduct product presentations, site visits, and customer education to support adoption of company products.
• Lead negotiations and close Institutions sales contracts for plastic items such as dustbins, tanks, containers, and packaging solutions.
• Ensure compliance with tender requirements, contract terms, and government procurement guidelines (where applicable).
• Track sales performance, customer satisfaction, and product performance in the Institutions.
• Provide accurate forecasts and monthly performance reports to management.
• Monitor competitor activity in the Institutions sales segment and propose response strategies.
• Support the credit control team by ensuring timely payments and managing credit risk among direct customers.

Key Performance Indicators (KPIs):

• Institutions revenue growth
• Number of new institutional/corporate clients acquired
• Order fulfilment accuracy and turnaround time
• Customer satisfaction and repeat business – favorable customer retention score.
• Contract win rate (for tenders or large direct deals)
• Payment collection efficiency

Qualifications and Experience:

• Bachelor’s degree in Sales, Marketing, Business, or related field
• Minimum of 5 years’ experience in B2B/Institutions sales; experience in the plastic manufacturing or industrial products sector is highly desirable
• Proven track record in managing direct clients, tenders, or institutional accounts
• Understanding of sales processes, especially in government or NGO procurement
• Proficiency in CRM tools and MS Office Suite
• Willingness to travel to client sites across regions

Core Competencies:

• Strong business development and client acquisition skills
• Excellent communication and presentation skills
• Strategic thinking and negotiation expertise
• Strong organizational and planning capabilities
• Customer service orientation and relationship management
• Ability to work independently and deliver results

• Develop and implement a business-to-business sales strategy aligned with company goals and market dynamics.
• Identify and target new direct customers such as government institutions, schools, hospitals, NGOs, real estate developers, and industries.
• Manage and nurture existing direct client relationships to grow account value and customer lifetime value.
• Work closely with the production and logistics teams to ensure timely fulfilment of direct orders.
• Conduct product presentations, site visits, and customer education to support adoption of company products.
• Lead negotiations and close Institutions sales contracts for plastic items such as dustbins, tanks, containers, and packaging solutions.
• Ensure compliance with tender requirements, contract terms, and government procurement guidelines (where applicable).
• Track sales performance, customer satisfaction, and product performance in the Institutions.
• Provide accurate forecasts and monthly performance reports to management.
• Monitor competitor activity in the Institutions sales segment and propose response strategies.
• Support the credit control team by ensuring timely payments and managing credit risk among direct customers.

• Strong business development and client acquisition skills
• Excellent communication and presentation skills
• Strategic thinking and negotiation expertise
• Strong organizational and planning capabilities
• Customer service orientation and relationship management
• Ability to work independently and deliver results
• Proficiency in CRM tools and MS Office Suite

• Bachelor’s degree in Sales, Marketing, Business, or related field
• Minimum of 5 years’ experience in B2B/Institutions sales; experience in the plastic manufacturing or industrial products sector is highly desirable
• Proven track record in managing direct clients, tenders, or institutional accounts
• Understanding of sales processes, especially in government or NGO procurement
• Willingness to travel to client sites across regions