Business Development Manager – Key Accounts
Role overview:
The business development manager is a key role within the sales organization. This role acts as a bridge between strategy and execution, and is in charge of leveraging head office contacts and relationships to enable and facilitate store execution, ensure sustained quality growth, and meet executional & strategic business objectives.
What defines success in this role:
- Effectively communicate strategic initiatives, activations & launches to external stakeholders and ensuring solid plans are built and aligned.
- Build solid relationships across the customer hierarchy and leverage those relationships to achieve category growth.
- Represent the channel/customer internally across the different internal functional forums and efficiently communicate, secure and define what success looks like.
- Team player: Able to rally internal stakeholders and cross functions around the channel objectives.
- Liaise with the field sales team and facilitate timely execution by proactively tracking and measuring sales and execution KPIs, as well as driving accountability across the different functions.
- Growth mindset: must have a passion for sustainable growth.
- Collaborate with the Customer Service and Supply department to provide an efficient supply chain and a high-level service for the customer.
- Effective cooperation with the Demand planning department to ensure effective long term sales forecasting.
- Effective budget management and tracking: Is responsible for short term budget spends end to end including tracking customer deductions as well as timely market collections.
- ROI mindset: ensure all trade spend results in positive net sales return, and has a positive impact on trade leverage index.
- Timely and effective business reviews preparation , both internally and externally.
- This role is expected to be the key communication point of the channel/customer and will represent the channel in business updates for the upper management: Effective communication & story telling – Comfortable building powerpoint presentations are a must.
- Strong negotiation skills: This role is expected to lead on both short term negotiations such as monthly rentals and long term negotiations such as BDAs and strategic projects.
- DCOM exposure is a big plus: this role is expected to be competent and knowledgeable in digital commerce and will help drive category growth and build a solid presence in the online sales of the customer.
Key Functional competencies & Technical skills:
- Financial and analytical acumen
- Drives Results
- Customer management
- Leveraging Insights into Action
- Negotiation
- Category & Shopper Acumen
- Managing Ambiguity
- Execute & Evaluate Results
- Build collaborative relationships
- Demand planning (Forecasting)
- Omni-channel acumen
- Action oriented
- Effective Communication
Education & Professional Qualifications:
- A Bachelor's degree in Business, Marketing, Sales, or a comparable discipline.
- 5+ years experience in sales function in TOP FMCG companies. Experience in Key Accounts is a plus.
