Business Development Executive (Diversity Only)

Primary Purpose of the Role

The Business Development Executive is responsible for driving sales growth through exceptional execution, market expansion, and superior service delivery. With significant potential for growth in the assigned territory, the focus lies on enhancing outlet coverage and expanding into new towns. The role also involves maintaining commercial and stock hygiene to ensure sustainable business operations. A key measure of success is the ability to build and sustain strong relationships with Distributors, Sales Teams, Promoters, and Line Managers to achieve consistent business performance.

Roles, Responsibilities & Key Deliverables

Sales Focus

• Achieve monthly, quarterly, and annual sales targets within defined business terms.
• Set and monitor sales targets for Distributors and Territory Sales Incharges (TSIs) at the beat level.
• Track actual sales performance, identify gaps, and implement corrective actions to minimize variances.
• Prepare accurate sales projections for the distribution business.
  

Area & Business Planning

• Identify high-potential areas and appoint distributors aligned with business strategy.
• Plan and allocate TSIs based on market potential and coverage requirements.
• Develop and execute secondary sales plans by area, distributor, brand, and SKU.
• Conduct monthly Joint Call Meets (JCMs) with TSIs to review area and sales performance.
  

Distribution Management

• Ensure quality market coverage through effective utilization of TSIs and the distribution network.
• Develop and implement distribution plans across all distributor territories.
• Maintain optimal product availability, visibility, and stock freshness through effective rotation.
• Oversee market servicing for breakages and stock destruction through TSIs.
• Plan and implement trade and consumer promotion programs.
• Support localized marketing and customer activation initiatives.
• Track competitor activities and share insights with the Area Sales Manager (ASM).
  

Distributor Management

• Train and educate distributors on Distribution Management System (DMS) tools and processes.
• Ensure optimal stocking levels and high billing efficiency across distributors.
• Monitor distributor compliance with service level agreements and credit terms.
• Review distributor financial health, including sales pipeline and outstanding dues.

Experience

• Minimum 3 years of relevant experience in sales or business development, preferably within the FMCG industry.
• Proven experience in managing distributors, retail networks, and market development initiatives.
  

Professional / Technical Competencies

• Strong business planning and development skills.
• Proficiency in setting sales targets, forecasting, and stock planning.
• Ability to identify and develop potential business partners, territories, and channels.
• Deep understanding of marketplace dynamics, trade behavior, and shopper insights.
• Expertise in distributor management, including financial health assessment, commercial policies, investments, and ROI management.