About this role
Job Description:
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.