Business Development Manager (BDM)Dealer Management(Kottayam)

Role Overview

driving primary sales growth

Key Responsibilities

1. Dealer Management & Market Development

• Manage and grow the authorized dealer network across assigned districts.
• Build strong, long-term relationships with key dealers to ensure sustained business growth.
• Identify potential new dealers, assess market opportunities, and support dealer onboarding.
• Conduct regular dealer reviews covering sales, stock, schemes, and market feedback.

2. Primary Sales Handling

• Drive monthly, quarterly, and annual

  primary sales targets

  as per company objectives.
• Ensure timely order generation, order follow-ups, and billing coordination.
• Monitor dealer-wise stock, sell-through, and ageing to avoid overstocking.
• Coordinate with accounts for payment collections, outstanding control, and credit compliance.

3. ISD (In-Store Demonstrator) Management

• Recruit, deploy, train, and manage ISDs at dealer counters.
• Ensure ISD attendance, discipline, grooming standards, and productivity.
• Track counter-level lead generation, conversion ratios, and sales closures.
• Conduct periodic reviews and take corrective actions to improve counter performance.

4. Display & Brand Visibility Monitoring

• Ensure implementation and maintenance of FrankeFaber display standards at dealer showrooms.
• Monitor installation and upkeep of display units, mock kitchens, and branding elements.
• Ensure availability of updated POS materials, catalogues, and price lists.
• Coordinate with dealers for display upgrades and new launch visibility.

5. Sales Planning & Target Achievement

• Prepare monthly and quarterly sales plans for each district and dealer.
• Analyze sales performance, market trends, and competitor activities.
• Implement focused action plans to improve underperforming dealers or territories.
• Ensure achievement of volume, value, and product mix targets.

6. Product Training & Dealer Counter Enablement

• Conduct regular product training programs for dealer staff and ISDs.
• Train teams on product USPs, pricing, comparisons, and installation advantages.
• Support dealers during product demonstrations and high-value customer closures.
• Act as a product expert and brand ambassador in the assigned markets.

7. Market Intelligence & Reporting

• Collect and share market intelligence on competitors, pricing, schemes, and new launches.
• Submit daily activity reports, weekly reviews, and monthly sales MIS.
• Provide feedback to management on market challenges and growth opportunities.

Desired Candidate Profile

• Education:

  Graduate / Post Graduate (MBA – Marketing preferred)

• Experience:

• 6–12 years of experience in Dealer Management / B2B Sales
• Prior exposure to kitchen appliances, white goods, sanitary ware, building materials, paints, or allied categories preferred

• Skills & Competencies:

• Strong dealer handling and negotiation skills
• Proven primary sales track record
• Experience in ISD management and counter sales
• Strong planning, execution, and analytical abilities
• Excellent communication and training skills
• Willingness to travel extensively within Kottayam, Pathanamthitta & Idukki

Key Performance Indicators (KPIs)

• Primary sales achievement vs target
• Dealer activation and retention
• ISD productivity and conversion rates
• Display compliance and visibility scores
• Product training effectiveness
• Market share growth in assigned districts