LFR & Institutional Sales

Job Description – LFR & Institutional Sales

Position: LFR & Institutional Sales Executive / Manager

Department: Sales

Location: Gurugram

Industry: Footwear / Retail

Reporting To: Sales Manager / Business Head

Job Summary

We are looking for a result-oriented LFR & Institutional Sales professional responsible for

driving business growth through Large Format Retail (LFR) accounts and institutional

customers.

The role involves managing key retail accounts, developing institutional business opportunities,

achieving sales targets, maintaining strong customer relationships, and coordinating with

internal teams to ensure smooth order execution and timely delivery.

Key Responsibilities

Large Format Retail (LFR)

● Manage and develop relationships with key LFR/Modern Trade accounts.

● Achieve monthly, quarterly, and annual sales targets for assigned accounts.

● Regularly visit stores to monitor sales, stock availability, product assortment, and brand

visibility.

● Ensure proper product placement, merchandising, and display standards across stores.

● Monitor store-wise sales, stock movement, sell-through, and inventory levels.

● Coordinate with LFR partners for orders, replenishment, new product launches,

promotions, and returns.

● Identify opportunities to increase sales through existing and new LFR accounts.

● Track competitor activities, pricing, product range, and market trends.

● Maintain strong relationships with store managers, buyers, category managers, and

other key stakeholders.

Institutional Sales

● Identify and develop new institutional sales opportunities across assigned markets.

● Generate leads and build a strong pipeline of institutional customers.

● Approach corporates, organizations, institutions, schools, colleges, government/private

organizations, and other bulk buyers as applicable.

● Understand customer requirements and recommend suitable footwear/product solutions.

● Prepare quotations, negotiate pricing, and close institutional orders.

● Manage the complete sales cycle from lead generation to order closure and delivery.

● Develop long-term relationships with institutional clients to generate repeat business.

● Coordinate with internal teams for product availability, pricing, production, dispatch, and

delivery.

● Follow up on payments, outstanding invoices, returns, and other commercial matters.

● Maintain accurate records of leads, quotations, orders, customer interactions, and sales

performance.

Sales & Business Development

● Achieve assigned revenue and volume targets.

● Develop new accounts and expand business with existing customers.

● Identify new markets and business opportunities.

● Conduct regular market visits and gather customer and competitor insights.

● Prepare weekly/monthly sales reports and provide business updates to management.

● Work closely with the Sales, Marketing, Finance, Warehouse, and Operations teams.

● Ensure timely resolution of customer queries and service-related issues.

Key Performance Indicators (KPIs)

● Achievement of monthly/annual sales targets.

● Revenue and volume growth.

● New LFR and institutional account acquisition.

● Existing account growth and repeat business.

● Order conversion and sales pipeline.

● Store-wise sales and sell-through.

● Customer retention and relationship management.

● Timely order execution and collection follow-up.

● Market coverage and new business development.

Candidate Profile

● Experience: –6 years in LFR, Modern Trade, Institutional Sales, B2B Sales, or Retail

Sales.

● Experience in **footwear, ** will be preferred.

● Strong knowledge of retail and institutional sales processes.

● Proven track record of achieving sales targets.

● Strong communication, negotiation, and relationship-management skills.

● Good business development and lead-generation capabilities.

● Comfortable with field sales and regular travel.

● Good knowledge of MS Excel and sales reporting.

● Strong follow-up and customer-handling skills.

Education

● Graduate in any discipline.

● MBA/PGDM in Sales & Marketing will be an added advantage.

Key Skills

● Large Format Retail / Modern Trade

● Institutional Sales

● B2B Sales

● Key Account Management

● Business Development

● Lead Generation

● Sales Negotiation

● Customer Relationship Management

● Retail Merchandising

● Sales Planning & Target Achievement

● Market & Competitor Analysis

● MS Excel & Sales Reporting

Pay: Up to ₹1,500,000.00 per year

Work Location: In person