DM Institutional Sales Division Qarshi Industries Private Limited

Qarshi Industries (Pvt.) Ltd. is hiring an experienced sales professional for the position of Manager/Deputy Manager (DM) – Institutional Sales Division, SCMC. The opportunity is aimed at professionals with significant experience in institutional sales, B2B sales, key account management, or business development, particularly within the FMCG industry.

Candidates should have a Graduation or Master’s degree in a related field along with 6–8 years of relevant professional experience. Applications should be submitted before August 22, 2026 at [email protected], with the position title mentioned in the email subject line.

Qarshi Industries Manager/DM Institutional Sales Job Overview

About Qarshi Industries

Qarshi Industries (Pvt.) Ltd. is a Pakistani FMCG company operating across herbal and natural medicine, food, and beverage products.

The organization highlights quality, innovation, and excellence as important parts of its business approach.

According to the vacancy announcement, Qarshi is progressing through Part II (2030) of its Vision 2040 roadmap, with the broader goal of achieving global leadership in its field. The company is seeking experienced professionals who can contribute to growth, market leadership, and sustainable business development.

About the Manager/DM Institutional Sales Role

The Manager/Deputy Manager Institutional Sales position is a mid-to-senior-level commercial role focused on growing Qarshi’s institutional business.

Instead of focusing primarily on individual retail customers, institutional sales involves developing larger commercial relationships with organizations that may purchase products in bulk or through long-term arrangements.

The advertisement specifically highlights channels including:

• B2B customers
• Bulk buyers
• HORECA
• Government organizations
• Other institutional clients

The selected professional will be expected to take ownership of this channel, strengthen existing accounts, develop new business opportunities, negotiate commercial arrangements, and coordinate internally to ensure successful order fulfillment.

What Is Institutional Sales?

Institutional sales refers to selling products or services directly to organizations rather than primarily to individual consumers.

Potential institutional customers can include:

• Hotels
• Restaurants
• Cafés
• Corporate organizations
• Government departments
• Educational institutions
• Hospitals and healthcare organizations
• Distributors or bulk buyers
• Other large commercial customers

In this role, the selected candidate will be responsible for developing these types of business relationships and converting them into sustainable revenue opportunities.

Key Responsibilities

Own and Grow the Institutional Sales Channel

The Manager/DM will take responsibility for developing Qarshi’s institutional sales channel.

The advertisement specifically identifies areas such as:

B2B, Bulk, HORECA and Government business.

The selected candidate will need to understand the requirements of different institutional customers and develop appropriate sales opportunities.

Growth may involve increasing business with existing customers as well as acquiring new institutional accounts.

Build and Manage Client Relationships

An important responsibility will be establishing and maintaining strong relationships with institutional clients.

This can involve:

• Understanding client requirements
• Maintaining regular communication
• Managing commercial relationships
• Negotiating contracts
• Addressing account-related concerns
• Identifying opportunities for account growth
• Supporting long-term customer retention

Strong relationship-management and negotiation skills will therefore be important.

Manage Institutional Contracts

Institutional sales frequently involves larger and more structured commercial agreements than regular retail sales.

The selected candidate will help manage institutional client relationships and contracts, requiring an understanding of commercial terms, pricing, service expectations, and account commitments.

Candidates with previous contract negotiation or key-account experience should highlight this prominently in their CV.

Coordinate Pricing and Credit Terms

The Manager/DM will coordinate internally regarding pricing and credit terms.

This requires balancing customer requirements with company policies and commercial objectives.

Experience handling institutional pricing, credit arrangements, commercial negotiations, and customer profitability can be highly relevant for this position.

Coordinate Order Fulfillment With Supply Chain

Winning an institutional customer is only one part of the sales process. Products must also be delivered according to the agreed requirements.

The selected candidate will therefore coordinate with the supply chain function regarding order fulfillment.

This may involve communication around:

• Product availability
• Order quantities
• Delivery requirements
• Customer timelines
• Inventory availability
• Order execution

Strong cross-functional coordination skills can help ensure that commitments made to institutional customers are fulfilled effectively.

Identify New Business Opportunities

Business development is another major component of the position.

The Manager/DM will be expected to identify and develop new institutional business opportunities.

This may involve prospecting for potential clients, evaluating new sectors, developing leads, conducting meetings, preparing commercial proposals, and converting opportunities into business.

Candidates who can demonstrate measurable new-business wins in previous positions may have a particularly strong profile.

Institutional Sales Performance Reporting

The selected candidate will also report institutional sales performance into the SCMC review cadence.

This means the role requires both field/commercial capabilities and the ability to analyze and communicate performance to management.

Relevant metrics may include sales growth, account performance, pipeline development, customer acquisition, and other institutional sales KPIs, depending on Qarshi’s internal reporting requirements.

Qualification Requirements

Candidates should possess either a:

• Graduation degree, or
• Master’s degree in a related field

Candidates with educational backgrounds related to business administration, marketing, sales, management, or commerce may be particularly relevant, although the advertisement does not restrict eligibility to specific degree titles.

Experience Required

Applicants should have approximately 6–8 years of relevant experience in areas such as:

• Institutional Sales
• B2B Sales
• Key Account Management
• Business Development

The employer specifically seeks relevant experience within the FMCG industry.

Because the vacancy is advertised at the Manager/Deputy Manager level, candidates should demonstrate experience beyond routine sales execution, including account ownership, business development, negotiation, and commercial decision-making.

Skills That Can Strengthen Your Application

Relevant professional skills for this position include:

• Institutional Sales
• B2B Sales
• Key Account Management
• Business Development
• HORECA Sales
• FMCG Sales
• Government/Corporate Sales
• Contract Negotiation
• Client Relationship Management
• Pricing Negotiation
• Credit Management
• Sales Forecasting
• Supply Chain Coordination
• Sales Reporting
• New Business Acquisition
• Account Development
• Commercial Negotiation
• Communication and Presentation

Candidates should emphasize measurable sales achievements rather than simply listing these skills.

What Does HORECA Mean?

The advertisement specifically mentions HORECA, which generally refers to the:

HO – Hotel
RE – Restaurant
CA – Café/Catering

It represents an important institutional sales segment for many food and beverage companies.

Experience selling FMCG products to hotels, restaurants, cafés, catering companies, or similar businesses can therefore be particularly relevant to this position.

Who Should Apply?

This opportunity may be suitable for professionals currently working as:

• Institutional Sales Manager
• Deputy Manager Sales
• Key Account Manager
• B2B Sales Manager
• Business Development Manager
• HORECA Sales Manager
• Corporate Sales Manager
• Assistant Manager Institutional Sales
• Senior Key Account Executive

Candidates with 6–8 years of FMCG experience who have already managed important accounts, negotiated commercial agreements, and generated institutional business are likely to be the strongest match.

How to Apply for the Qarshi Industries Job

Interested candidates should send their updated CV to:

Email: [email protected]

Qarshi has specifically instructed applicants to mention the position title in the subject line.

A suitable subject would be:

Manager/DM Institutional Sales Division – SCMC

Candidates should ensure that their CV clearly demonstrates relevant FMCG and institutional sales experience.

Application Deadline

The vacancy states that candidates should apply:

Before August 22, 2026

Eligible professionals should consider submitting their applications early to avoid missing the deadline.

Tips to Improve Your Application

For a managerial sales position like this, your CV should focus heavily on measurable commercial achievements.

For example, instead of simply writing:

“Managed institutional clients.”

A stronger description would be:

“Managed institutional accounts across HORECA and corporate channels and increased portfolio revenue by X%.”

Where accurate, candidates can highlight:

• Institutional revenue generated
• Percentage sales growth achieved
• Number or value of key accounts managed
• New accounts acquired
• Contracts successfully negotiated
• Geographic territories handled
• Sales targets achieved
• HORECA or government clients managed
• Team size supervised
• Improvements in account retention

Quantified achievements can make it easier for recruiters to understand the scale and impact of your previous responsibilities.

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