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10/06 Abhishek Kumar
Co - Founder & CEO at Heron Strategic Consulting Pvt. Ltd.

Views:26 Applications:22 Rec. Actions:Recruiter Actions:11

Manager - Business Development (5-7 yrs)

Coimbatore/Kerala Job Code: 162241

We have open position for Business Development Manager position with our client in Coimbatore / Kerala

Position Description - Business Development Manager

- 5 to 7 year sales & distribution experience in a company of repute

- Individual with personal achievement and willingness to work on challenging assignment

Objective (The main purpose of the position) : 

- BDM is responsible to drive business; achieve sales target; ensure all sales and fulfilment process are executed as per agreed time frame; implement sales plan and manage sales team.

Key Responsibilities (Primary duties and tasks of the position) : 

Sales Forecasting and Planning :

- Responsible for his/her territory's forecast and sales tracking

- Increase market share by developing new customers

- Prepare pipeline of sales accounts

- Set sales target for the sales team directly reporting based on respective vertical & market

- Take initiates like promotions, offers and discounts to achieve sales projections

- Ensure minimum return from stores

Service Orientation : 

- Meet sales target as defined

- Negotiating sales price and discounts in consultation with Regional Sales Manager

- Follow up with prospects for closure of sales

- Address customer complaints and fulfill requirements within time

- Provide after sales support to the customer

- Ensure on time collection from customers

- Monitor and validate costs and ensure they are within budget limits for the region

- Visit retail outlets regularly to monitor implementation of sales and promotional initiatives

- Maintain and build relationships with customers and prospects

- Engage in ethical behavior at all times

Team Management : 

- Ensure adequate staffing of the sales team (executive and promoters) for his territory

- Ensure sales processes are adhered to

- Deploy performance management system for his sales team

- Ensure training and development needs of his region's sales team are identified and met

- Take the necessary initiative to retain & motivate team members

MIS and Reporting : 

- Monitor sales and related data and draw inferences to propose future course of action

- Weekly sales report from sales executive reporting to be collated and submitted

- Maintain documentation such as contracts, agreements, TOTs, GRNs, NRGP with customers

- Provide timely feedback regarding performance of the dealers and distributors to the RSM

- Prepare and send collection reports to the regional sales manager on a periodic basis

Critical Focus Areas :
- Achieve Sales and Collection targets for the region

- Plan for enhancing volumes and revenues from the region

- Achieve margins

- Ensure minimum stock returns

- Meet customer satisfaction

- Distributor/Dealer Management - ROI

- Performance review of all direct reportees

- Monitor the development of the sales team reporting to him

Competence (Skills, knowledge, experience and attributes required)

Education Graduate / Post Graduate (Sales & Marketing)

Work Experience : Minimum 2-3 years in Sales

Knowledge : Relationship Building, Territory Management Skills, Channel Management, Supplier Relationship Management, Inventory Management

Skills Integrity, Communication (written and verbal), Coordination Skills, Analytical Skills, Problem Solving, Negotiation Skills

Position in the Organization framework

Key Performance Indicators : 

- Collection achieved vs. target

- Number of new customer added in the respective region

- % increase in market share

- % increase in lead generation and validation

- % increase in territory coverage for the region

- Number of customer complaints per quarter

- % stock returns in the concerned territory

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