Channel Manager-Institutional

Location: Beirut, Lebanon
Industry: FMCG- Cleaning and Hygiene
Reporting to: Head of Sales & Market Development

About the Company

Our client is a leading manufacturer and distributor of high-quality cleaning products and detergents with a strong presence across households, institutions, and businesses in Lebanon. Their portfolio includes some of the most recognized and trusted brands in the market.

Role Summary

The Channel Manager Institutional is responsible for leading and growing the institutional sales channel across Lebanon. This includes building strong relationships with key institutional clients such as hospitals, schools, industrial facilities, airlines, and government organizations, and ensuring consistent revenue growth and market penetration.

Key Responsibilities

• Develop and execute a comprehensive channel strategy to drive institutional sales across Lebanon
• Identify and target new institutional clients (B2B): hospitals, hotels, universities, cleaning contractors, etc.
• Manage relationships with distributors and B2B partners servicing institutional accounts
• Design and implement tailored pricing, promotions, and service packages for institutional clients
• Collaborate with marketing to develop B2B-focused product positioning, presentations, and support materials
• Ensure effective forecasting, order management, and supply chain coordination for institutional clients
• Monitor market trends, customer feedback, and competitor activity to identify growth opportunities
• Prepare and present monthly sales reports, revenue forecasts, and performance KPIs
• Lead contract negotiations and tender submissions for institutional accounts
• Ensure compliance with product hygiene, safety, and service quality standards

Key Requirements

• Bachelors degree in Business Administration, Marketing, or related field
• 5+ years of sales experience in B2B or institutional channel management within FMCG, preferably cleaning or hygiene products
• Strong network within Lebanon's institutional procurement environment
• Demonstrated ability to close large contracts and manage long-term business relationships
• Excellent negotiation, presentation, and communication skills
• Proficient in MS Office; ERP/CRM experience is a plus
• Fluent in Arabic and English; French is a plus

Key Competencies

• Strategic sales planning
• Relationship and stakeholder management
• Negotiation and contract management
• Commercial acumen and pricing strategy
• Teamwork and cross-functional collaboration
• Results-oriented and proactive mindset