Business Development Manager
Summary
The Business Development Manager (BDM) is responsible for the sales performance, across all channels for the Territories / Markets assigned to them. The BDM assists the National Sales Manager in delivering the overall Country’s Sales Objectives, whilst supervising and monitoring executions. He/she should take pro-active initiatives to cease every opportunity to increase sales in accordance with the company's policies and Long Term Growth Strategies.
Responsibilities
Business Objectives
1.Increasing Sales Revenue: The primary objective is to generate Volume and Value objectives of the assigned Territory within budget, time and policy framework.
2. Strategic Planning: Developing and implementing Long-Term Strategic plans.
3. Budgeting and Forecasting: Creating and managing budgets for business development activities including sales and marketing expenses, and forecasting revenue projections based on market research and sales pipeline analysis.
4.Re-define the Budiness Model; Develop and execute appropriate Route To Market strategies.
5. Managing Distributor’s Value Chain.
6. Market Expansion: Identifying and entering new markets or segments to expand the company's customer base and reach new demographics or regions.
7. Brand Awareness and Reputation: Increasing brand visibility and reputation in the market through effective marketing campaigns, networking and leadership activities in conjunction with the Shopper & Customer Marketing and National Sales Manager teams.
8. Building Partnerships: Developing strategic partnerships with other businesses, organisations or key stakeholders to leverage complementary resources and capabilities for mutual benefit.
Administrative Responsibilities
1. Reporting: Provide timely and accurate information in line with key KPI’s agreed. Submit monthly in store execution scorecards, measuring POS effectiveness.
2. Accounts Receivables: Distributor payments to the company and Distributor claims; Ensure both are settled within the stipulated timeframes.
3. Implement and track sales Fundamentals agreed. 100% utilisation of SFA tools provided.
4. Team Management: Recruit sales team with the desired skills and competencies. Identify training needs based on performance appraisal and on-job learnings.
5. Management of Internal stakeholders with regularly business updates.
6. Ensure company norms and regulations are followed. Any irregularities be brought to the notice of management immediately.
7. Customer Feedback : Gathering and providing market feedback from customers.
Critical Action Planning & Implementation
1. Along with the distributor, Track and deliver IMS deliverables by Channel, Category, Customer and Region in Volume and Value.
2. Proper Forecasting Accuracy.
3. Ensure stock levels are maintained in accordance with agreed DIH target.
4. Recommend and run incentive programs for the sales team.
5. Design an annual promotional calendar of activations in coordination with National Sales Manager and Shopper & Customer Marketing.
6. Review and maintain agreed pricing policies across all channels.
7. Conduct regular reviews with the distributor and the sales team.
8. Foster team Engagement.
Winning In Store
1. Develop winning Game Plans and ensure Best In Class In-market excellence on Execution.
2. POS Execution. Merchandising - Plannograms - Visibility.
3. Ensure timely roll-out of product launches, in-market activities and their regular measurement thereof.
4. Track, Monitor & Report competitor activities.
5. Conduct trade accompaniments. Complete field accompaniment forms for evaluation and progress monitoring.
6. Ensure that all distributor and or agency staff have copies of in store guidelines, planograms, promotional plans and are trained accordingly.
Education and Qualifications
BA in Business Administration, Marketing or similar from a recognised University.
Requirements
- A minimum of 5 years’ experience in FMCG functions.
- The role requires an FMCG specialist in Sales Management and Trade Marketing with a very high level of Commercial Business Acumen.
- Strong operational Knowledge and Experience working with a Distributor and Modern Retail.
Characteristics
- Language: Swahili/English knowledge.
- High proficiency in MS Office. Knowledge of SAP is advantageous.
- Sales Skills: Strong social & interpersonal skills; Negotiation and Analytical Skills.
- Entrepreneurial mindset.
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Beauty & Health: 1 Years
FMCG, Retail & Wholesale: 5 Years
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Business Development: 5 Years
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