Area Manager - Institutional Sales

Area Manager - Institutional Business

About Nayara Energy: Nayara Energy is a new-age downstream energy and petrochemicals company with a formidable presence spanning across the entire hydrocarbon value chain, from Refining to Retail. Nayara Energy operates in India for India driven by a relentless commitment to fuel the nation's energy aspirations. At the heart of our operations lies the Vadinar refinery, India's second-largest single-site refinery with a capacity of 20MMTPA.With over 6,300 Retail Outlets, we cater to the need for reliable and safe mobility across the length and breadth of the country. We have adopted a phase wise asset development strategy to enter the petrochemicals sector which will be a significant step in our crude to chemicals journey. Through sustainable development projects in Health and Nutrition, Education and Skill Development, and Sustainable Livelihoods, Nayara Energy enhances the quality of life in the communities it operates in. Delivering value for all our stakeholders is at the very core of our beliefs and we are committed to providing the energy that fuels the dreams of our employees, customers, partners and communities

Job Purpose:

The Area Manager – Institutional Business is responsible for driving institutional sales across assigned geographies, ensuring timely evacuation of refinery products, and maximizing realization and margins. The role involves managing key accounts, developing new business opportunities, ensuring compliance, and maintaining strong customer relationships to achieve annual business targets.

1. Achievement of Annual Business/Sales Plans

• Monitor and achieve annual business and sales plans across all product lines.
• Develop and grow institutional sales through optimal sourcing and maximum realization (channels or geographies).
• Build B2B customer volumes for all products and ensure positive realization.

2. Strategy Implementation

• Execute short- and long-term strategies to increase sales and maximize margin realization.
• Market institutional products to diversified industries and institutions (private, public, and government).
• Implement tools to enhance sales effectiveness.
• Manage major and critical accounts while overseeing all other accounts.
• Own and exceed annual sales targets within assigned territories and accounts.
• Build and maintain strong, long-lasting customer relationships.
• Propose, evaluate, and induct channel partners.

3. Supply Chain Management

• Coordinate with supply locations to ensure smooth product delivery.
• Propose new supply locations based on business requirements.

4. Compliance

• Ensure strict implementation of customer onboarding and credit policies.
• Comply with all statutory requirements.

5. Network Management

• Represent the business at major industry events, conferences, trade shows, and expositions (domestic and international).
• Provide regular and qualitative inputs to government bodies to influence favourable policies.

6. Key Account Management

• Engage in customer/client interactions and networking.
• Conduct competitor pricing analysis and financial impact assessments on the supply chain.
• Ensure timely dispatch to customers to avoid stock-outs.

7. Pricing

• Roll out and implement pricing strategies for customers.

8. Market Intelligence

• Track new market developments, government tenders, and provide accurate updates to the head office team.

9. Complaint Redressal

• Address customer complaints in close coordination with the technical team.

 

 

Qualifications:

• BE / MBA

 

 

Experience Level

Mid Level