Business Development Manager - East

Role Objective

To drive business growth in identified Focus Markets by planning, executing, and monitoring sales development activities. The role involves strengthening market presence in uncovered or high-potential districts, ensuring distributor development, and implementing structured PJP (Permanent Journey Plan) for systematic market coverage.

Key Responsibilities

1. Focus Market Planning (Monthly)

• Identify and finalize Focus Markets every month in consultation with ZBM.
• Selection criteria:
• Locations where Territory Manager (TM) is not available and Business Executive (BE) directly reports to ZBM.
• High potential / emerging districts.
• Markets where distributor appointment is pending beyond 1 month.
• Prepare monthly action plan with clear volume and distribution targets.

2. Focus Product Management

• Drive sales of identified Focus Products to improve product mix and profitability.
• Ensure availability and visibility of Focus Products across key retail outlets.
• Monitor product-wise secondary sales performance.
• Conduct retailer push initiatives, scheme communication, and merchandising for Focus Products.
• Track competitor offerings in similar categories and suggest corrective actions.
• Ensure focus product contribution improvement month-on-month.

3.New Product Launch (NPL) Execution

• Plan and execute NPL roll outs in Focus Markets as per HO guidelines.
• Ensure:
• Pre-launch stock placement at distributor level.
• Proper communication of product features & pricing to retailers.
• Visibility materials deployment at key outlets.
• Conduct retailer awareness activities and product demonstrations (if applicable).
• Monitor primary & secondary movement of newly launched products.
• Submit post-launch performance report including:
• Distribution reach
• Initial sales traction
• Market feedback
• Ensure 100% numeric distribution target for NPL within defined timeline.

4. Market Development & Execution

• Drive secondary sales in focus districts.
• Appoint and stabilize distributors where gaps exist.
• Strengthen retail coverage and increase numeric distribution.
• Ensure visibility initiatives and branding activities are executed effectively.

5. Distributor Management

• Identify potential distributors and evaluate financial capability.
• Facilitate distributor appointment within defined timelines.
• Support distributors in initial market setup, beat planning, and sales targets.
• Monitor stock levels, billing cycle, and market servicing efficiency.

6. PJP (Permanent Journey Plan) Implementation

• Develop structured PJP for self and BE (where applicable).
• Ensure planned market visits and retail coverage adherence.
• Monitor beat effectiveness and route productivity.
• Review and optimize journey plans based on market response.

7. Team Support & Coordination

• Guide and support Business Executives in uncovered territories.
• Coordinate with ZBM and HO for scheme implementation and stock availability.
• Conduct joint market visits for performance monitoring and capability building.

8. Reporting & Review

• Submit monthly Focus Market Report covering:
• Sales achievement vs target
• Distributor status
• New outlet addition
• Competition activity
• Track primary and secondary sales growth.
• Share market intelligence and competitor analysis.