Sales Manager for Institutional Accounts

Job Description

GENERAL JOB DEFINITION: GH Max is seeking an experienced Institutional Sales Manager who can build and equip a sales team that can grow our sales to business customers. S/he will enable us to become the preferred supplier of office and school supplies for businesses, government and educational institutions. This is a management role requiring strong leadership, sound judgment on where to focus time and effort, and an analytical, data-driven approach to running the business. S/he will be a key leader in the company's exciting growth and expansion strategy, contributing directly to strategic decisions at the company level. Duties AND RESPONSIBILITIES/ACCOUNTABILITIES: Develop and Implement Sales Strategies: Devise and execute effective B2B sales strategies to drive sales and profitability, including forming an effective commission structure. Create an overall sales playbook. Identify and target potential clients in the corporate (offices and resellers), government, and educational sectors. Think entrepreneurially about how to expand the business — identifying new customer segments, adjacent product opportunities, and untapped channels beyond current practice. Customer Relationship Management: Identify and prioritize target business customers. Cultivate and maintain strong relationships with key decision-makers and influencers in target organizations. Discover and understand the underlying needs of end-user offices and reseller partners, recognizing that the two customer types buy differently and require distinct approaches. Provide excellent customer service to ensure customer satisfaction and repeat business. Sales Team Leadership: Build, lead and motivate a team of sales professionals to achieve individual and team sales targets. Lead effectively as a manager: set clear priorities for the team, delegate appropriately, and understand his/her own highest and best use of time rather than getting absorbed in tasks better handled by others. Can tap into a network of superb sales professionals who would want to join the organization. Provide training, guidance, and support to enhance the skills of the sales team. Data, Metrics, and Market Analysis: Be analytical and metrics-oriented: regularly monitor sales data, account retention, and team performance to diagnose issues before they become problems. Translate data into clear, actionable insight — not just reporting numbers, but understanding what they reveal and acting on it. Stay informed about industry trends, competitor activities, and market demands, in and outside of Davao City. Analyze sales data to identify opportunities for growth and improvement. Technology and Tools: High technology literacy required, with strong working proficiency in spreadsheets (Excel/Google Sheets) and comfort using or implementing a CRM system to track accounts, pipeline, and performance. Champion the adoption of better tools and systems within the sales team to improve visibility and efficiency. Strategic Involvement: Participate as a key contributor in company-level strategic discussions, bringing a B2B and market-facing perspective to decisions on growth, expansion, and operations. Please email hr@ghoffice.ph. Thank you!