Overview:
TARA is a B2B enterprise specializing in the manufacturing and distribution of eco-friendly machines, handmade paper products, and other sustainable goods. We are seeking an experienced professional to lead our Institutional Sales and Government Business division. The role is key to driving sales growth through large institutional clients and securing government contracts for our eco-friendly solutions.
Key Responsibilities:

• Sales Strategy and Business Development:

1. Develop and execute a comprehensive sales strategy targeting large institutional clients, including corporations, educational institutions, and government agencies (GEM)
2. Identify new business opportunities and strategic partnerships within the government sector, focusing on sustainability initiatives, tenders, and public procurement programs.
3. Analyze market trends, customer needs, and competitor offerings to position TARA’s products and services effectively in the institutional and government space.

• Relationship Management:

1. Build and nurture long-term relationships with key decision-makers within institutions and government bodies to drive recurring business.
2. Act as the primary point of contact for institutional clients, ensuring excellent customer service and fostering loyalty.
3. Engage with government officials, departments, and agencies to promote TARA’s sustainable solutions and products.

• Government Contracts and Compliance:

1. Lead the process of identifying, applying for, and securing government tenders and contracts related to machinery, handmade paper, and eco-friendly products.
2. Ensure compliance with all regulatory requirements, public procurement laws, and tendering procedures.
3. Collaborate with internal teams to develop proposals, bids, and presentations for government clients and projects.

• Sales Team Leadership and Training:

1. Lead, manage, and mentor a team of institutional sales professionals, providing guidance on government business strategies, client engagement, and sales performance.
2. Set sales targets, monitor progress, and ensure the team meets or exceeds business objectives.
3. Provide training to the sales team on government tendering processes, negotiation strategies, and customer relationship management.

• Marketing and Product Positioning:

1. Collaborate with the marketing and product teams to ensure that TARA’s products are effectively marketed to institutional clients and government bodies.
2. Create and execute promotional strategies for sustainable products, tailored to institutional and government buyers, including digital marketing, presentations, and sales materials.
3. Develop targeted campaigns for government sustainability programs, corporate social responsibility (CSR) initiatives, and eco-friendly procurement policies.

• Financial Planning and Sales Performance:

1. Manage the sales budget for institutional and government business segments, ensuring cost-effective operations while driving revenue growth.
2. Monitor key performance indicators (KPIs) and sales metrics, providing regular reports to senior management on the progress and profitability of the division.
3. Forecast sales pipelines and set realistic revenue targets for institutional and government business channels.

• Networking and Representation:

1. Represent TARA at industry conferences, sustainability forums, government events, and trade shows to build brand visibility and cultivate new business relationships.
2. Participate in policy discussions and sustainability initiatives to influence eco-friendly procurement policies at the institutional and government levels.
3. Stay informed on government sustainability programs and emerging trends to ensure TARA’s products remain aligned with market demands.

Qualifications and Experience:

1. Bachelor’s degree in any subject.
2. 3+ years of experience in institutional sales and/or government business development.
3. Proven track record in securing large institutional or government contracts, especially for industrial products, eco-friendly goods, or machinery.
4. Strong understanding of government procurement processes, tender management, and regulatory compliance.
5. Familiarity with sustainability and eco-friendly product markets is pre-requisite.

Skills and Attributes:

1. Excellent negotiation, communication, and presentation skills.
2. Strong relationship-building abilities, with a focus on long-term partnerships.
3. Ability to work independently and manage multiple priorities in a fast-paced environment.
4. Results-driven with a focus on achieving sales targets and growing market share.
5. Familiarity with CRM tools and sales performance management software.
6. Strategic thinker with a deep understanding of institutional and government sales cycles.

Working Conditions:

• Frequent travel to meet clients, attend government meetings, and participate in industry events.
• Office-based, with flexibility for remote working when necessary.