Sales Manager

Job Description

We are looking for a high-caliber Sales Manager B2B with proven experience in pitching and closing institutional luxury clients such as:

• Luxury Resorts & Boutique Hotels
• Destination Spas & Wellness Retreats
• Premium Real Estate Developers
• High-end Retail & Experience-led Commercial Spaces
• Corporate Clients for Premium Gifting Solutions
• Event planners and experience teams within luxury hotels and corporate organizations

The ideal candidate understands consultative selling, long-cycle institutional deals, and how fragrance can enhance guest experience, events, brand storytelling, and gifting. This role will span both ambient scenting solutions and curated gifting programs for hospitality and corporate clients.

Key Responsibilities

1. Business Development

• Identify and build a pipeline of luxury hospitality, wellness, and corporate clients across India.
• Develop relationships with:
• Hotel GMs & Operations Heads
• Spa Directors
• Procurement Heads
• Brand & Experience Teams
• Event planners and banqueting teams in luxury hotels
• Corporate HR, admin, procurement, and marketing teams for gifting programs
• Real estate developers (clubhouses, premium residences)
• Drive end-to-end sales cycle from pitch to closure, execution, and repeat business.
• Develop opportunities across both ambient scenting contracts and bulk / festive / event gifting mandates.

2. Consultative Pitching & Solution Selling

• Conduct site visits and assess scenting requirements for hospitality, wellness, and commercial spaces.
• Present EKAM’s ambient scenting solutions, including diffusion systems, signature blends, and zoning strategies.
• Co-create customized scent concepts aligned with client brand identity and guest experience goals.
• Pitch curated gifting solutions for:
• Weddings and celebratory events at luxury hotels
• VIP guest hampers
• Corporate festive gifting
• Employee, client, and event gifting programs
• Work with internal fragrance and product teams to develop signature blends, private label concepts, and customized gift assortments.

3. Commercial & Contract Negotiation

• Structure contracts across:
• Hardware + fragrance refill models for ambient scenting
• Bulk gifting programs and seasonal hampers
• Custom-branded or private label fragrance products
• Negotiate annual scenting retainers and institutional gifting agreements.
• Ensure healthy margins and recurring revenue streams.
• Drive upsell opportunities including:
• Retail scent products
• Private label candles and diffusers for resorts and hotels
• Event gifting collections
• Corporate festive and year-round gifting solutions

4. Project Execution & Client Success

• Coordinate installation of scent diffusion systems.
• Ensure service and refill schedules for ambient scenting clients.
• Coordinate with internal teams for gifting fulfillment, branding customization, packaging, and delivery timelines.
• Maintain high retention and long-term partnerships across hospitality and corporate accounts.

5. Market Intelligence

• Track competition across international scent marketing companies, diffuser suppliers, premium gifting brands, and hospitality vendors.
• Provide insights on pricing, diffusion technology, gifting trends, packaging expectations, and hospitality/event requirements.
• Identify opportunities in weddings, MICE, festive gifting, and corporate engagement programs.

Required Experience

• 5–10 years of B2B sales experience.
• Mandatory experience selling into one or more of the following:
• Luxury hospitality
• High-end wellness / spa industry
• Premium commercial real estate
• Corporate gifting / institutional gifting
• Luxury lifestyle solutions (lighting, interiors, AV, HVAC, branding, scenting, gifting, etc.)
• Strong relationship network within the Indian hospitality sector and/or corporate procurement ecosystem preferred.
• Experience with consultative / solution-based selling.
• Exposure to long sales cycles and institutional negotiations.

Preferred Background

• Experience in scent marketing, fragrance, hospitality procurement, premium gifting, or luxury brand partnerships is a strong plus.
• Prior experience in selling to Taj, Oberoi, Marriott, ITC, Six Senses, boutique luxury resorts, large corporates, or event management stakeholders is preferred.
• Understanding of HVAC-based scent diffusion systems is a plus.
• MBA preferred.

Key Skills

• High-end presentation and storytelling ability.
• Strong negotiation and account management skills.
• Ability to pitch experiential value, not just product specs.
• Strong commercial acumen.
• Structured pipeline management.
• Ability to manage multiple solution categories: ambient scenting, private label, and gifting.

KPIs

• New client acquisition (quarterly targets)
• Annual contract value (ACV)
• Recurring refill revenue
• Gifting revenue from hotel and corporate accounts
• Client retention rate
• Gross margin on deals
• Team building

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