Manager - International Business Development

Role & responsibilities

1. Business Development & Account Management

• Engage proactively with existing and potential international customers to generate new business and upsell/upgrade existing accounts.
• Achieve assigned export distribution revenue targets and accelerate mix improvement toward premium products.
• Identify, onboard, and govern distributors; prepare and issue distributor agreements and obtain timely countersignatures.

2. CRM Ownership & Customer Service

• Lead the CRM strategy for international business: pipeline governance, opportunity hygiene, and reporting cadence.
• Ensure a consistently high level of service to all customers; track and resolve issues end-to-end in coordination with Sales, QA, Regulatory, and Logistics.

3. Order-to-Cash, Documentation & Compliance

• Prepare contracts and proforma invoices against customer orders; obtain customer signatures and convert PFI/PI to SAP orders within defined SLAs.
• Share the monthly invoice plan with the Regional Business/ Sales Managers (RBM/RSM) and ensure on-time dispatch per plan.
• Scrutinize customer ledgers; communicate outstanding to customers and RSMs on a quarterly basis and drive timely collections.
• Support Logistics with nominated-agent details for FOB shipments and coordinate to meet documentation and dispatch timelines.
• Ensure goods return entries are posted in SAP promptly upon receipt of store confirmations.

4. Regulatory & Quality Coordination

• Collect product registration certificates from customers/RSMs and submit to the Regulatory team.
• Obtain duly filled complaint forms from customers and log them into the quality management system (e.g., TrackWise) for QA processing; follow through to closure.

5. Performance Management & Reporting

• Control DSO days for export distribution, manage non-moving inventory in line with plan, and deliver e-commerce revenue growth.
• Provide weekly/monthly dashboards on revenue, mix, pipeline, orders, shipments, collections, complaints, and inventory health.

Functional Skills Required

• International BD and distributor/channel management
• Contracting, pricing, and commercial negotiations
• Export documentation, Incoterms (FOB/CIF), and shipment coordination
• SAP/ERP order management, OBD creation and release, returns processing
• CRM administration, pipeline analytics, forecasting, and dashboarding • Regulatory and quality collaboration (registrations, complaints, CAPA follow-ups)
• Financial acumen: ageing analysis, DSO control, collection planning