Business Development Manager

Role Objective:

• Establish and maintain good working relationships with key influencers, Architects, Interior Designers and key accounts
• Be constantly aligned with the key business levers – sales value, focussed products and healthy gross margin
• Ensure effective site mapping in the area and being instrumental in Product specification and the accountability of conversion targets
• Enhance market shares by driving the secondary business of the SIS, decorative retail and brand store in the assigned area
• Achievement of the assigned sales targets through a robust secondary sales plan

People Management:

• Review the productivity of LASMs as per norms of the BU
• Encourage them to scan the market and source relevant information to the best of their abilities
• Consistently review their training requirements and nominate them for various training programs for their development and KRA needs
• Maintain lower employee turnover rate within the team

Operational Efficiency Improvement:

• Maintain collection period as per the norms of the BU and organisation
• Submit all the reports and MISs on the pre-decided frequency and intervals
• Seamless coordination with the local support team – HR, Sales Administration, IT, Supply Chain, Service for smooth running of operations and meeting the market commitments
• Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager
• Providing regular feedback to HO on any new market development / competitor activities / improvement in the existing product range / service delivery / POSM for enhanced customer satisfaction

Business Plan Achievement:

• Constantly explore new sites in the assigned area and identify the influencers and decision makers
• Drive the demand for Decorative & Architectural Lighting and Premium Fans through residential and hospitality projects
• Managing overall performance of the brand stores in the area and ensure its gross margins and profitability is maintained
• Smoothen the sales achievement over the complete month (higher frequency of billing) – billing to a higher number of customers
• Identify opportunities for enhancing the value market share for every product category within the business unit
• Work closely on the leads provided by influencers, architects and IDs and ensure maximum conversions
• Keep a close track on the sales prospects (funnelling)
• Maintain cordial and working relations with key accounts, architects and interior designers.
• Organise engagement programs in brand store towns to enhance the confidence of key influencers, architects and IDs in the brand and tap business opportunities. Drive relationship programs effectively
• Focus on the key drivers of the business in each territory and thus create a long-term sustainable business.
• Ensure regular market scanning to capture updated information on sites, influencers and competition
• Enrol maximum architects on the TISVA architect app
• Deliver effective brand and product awareness presentations (including updates on new launches and schemes) to the key influencers
• Visit customer sites and provide innovative lighting solutions

Schemes & Marketing communication:

• Ensure any pricing or scheme related communication is understood first and then communicated to the concerned effectively
• Ensure excitement of schemes is created around the partners and have maximum number of participants and qualifiers
• Ensure deployment and utilisation of marketing collaterals at point of sale
• Review the performance delivery of the influencers and business partners during the scheme periods and ensure higher levels of engagement and qualifiers for the scheme