Senior Manager - Business Development - S&BD - Institutional Accounts - Retail

Sr. Manager - Business Development (S&BD)

Job Purpose :

- Summarise in one statement why your job exists; and how it contributes to the overall mission/objective of the organisation.

- Extending company's footprint in new territories by engaging corporate houses for institutional business

- Explore the avenues to expand relationships with large, multi-location customers

- Playing an integral role in new business pitches & holding responsibility for effective on-boarding of new clients

- Deliver Sales through recruitment, enrolment & development of members in allocated territory

- Working towards deepening the loyalty & expanding baskets of existing members by maintaining good relationship with them

- The members would be specially large National corporates including Manufacturing, Executive offices, NGOs with centralised decision process

- In doing all these, generate profitable sales from these members on a sustainable basis by selling a wide range of assortment. Also helping members (customer) save cost by offering them a wholesome solution approach in pricing, loyalty, payments and deliveries

- Identifying & participating in special initiatives such as Strategic Projects & other member centric activities

- Assisting other zones/locations with execution/co-ordination for ongoing business inquiries

Principal Accountabilities :

Develop growth strategy for Institutional Accounts development to assist Office & Institution Segment & to build a roadmap towards achievement of set targets :

- Market mapping

- New member enrolment

- Assessment of sub-segment wise opportunity areas

- Retention of key accounts

- Engagement with regular members to deepen loyalty

- Exploring opportunities to assort new items as per member's needs

- Help increase ATS by offering customized solutions

Understanding the universe available for each sub segment & developing strategy to leverage the existing relationships, contacts & references to develop multicity relationships :

- Assessing the existing key relationships across the stores

- Meeting the key stakeholders to understand the opportunity size across the territory

- Engaging officials at Regional/Head offices to leverage the existing relationship/contact to market/national level

- Customize solutions like Payments, logistics, ordering mechanism, if required, for key relationships

- Leveraging e-commerce as an important tool to increase member convenience & increasing loyalty

- Exploring opportunities to assort new items as per member's needs

Ensure member engagement to achieve sales target from the segment, by presenting a holistic and compelling business proposition for key sub segments :

- Guide and facilitate enrolment of memberships across different sub segments

- Studying assortment and pricing, identification of need gaps or special needs in member assortment, tabling them with buyers jointly work upon right assortment for sub segment.

- Engaging more members to visit store through effective targeted communication

- Initiate efforts to increase ticket size by adding new categories/SKU's in purchase assortment

Work towards increasing the Member basket through Special orders :

- Educate members about sourcing of special orders like Uniform, Stationary, Furniture etc. through Best Price stores

- Exploring companies with potential of yearlong Gifting requirements & engaging them

- Educate team on driving business through Special orders & gifting orders

Driving profitable sale through General Merchandise penetration :

- Ensuring General Merchandise penetration across most of the clients through special orders

- Driving profitable sale through GM categories

- Working closely with GM merchandising team to explore new sales avenues

Driving Private Label assortment :

- Ensuring Private Label assortment penetration across clientele through different categories

- Driving profitability through Private Label

- Partnering with PL team to explore new sales avenues

Driving E-commerce business solution :

- Leveraging E-commerce as a tool to ensure member loyalty by increasing dependence on Best Price

- Working closely with E-commerce team to develop white labelling solution to serve national account

- To plan and automate the new relationships with the help of API integration

- Training and educating the member on the use of our e-commerce portal

- Working with e-com logistics team to chalk out a plan for delivery at multiple locations in case of a national account

Coordination :

- Coordinating with merchandising team to get pricing and assortment right.

- Coordination with HO team for getting right solutions to help enrolment and improve engagement with HNW corporates

- Coordinating with marketing to get right inputs to drive member traffic

- Coordinating with membership team on getting right set of membership done for the store

Strategic Inputs :

- Understand and share market inputs with senior Management regarding opportunities for business growths

- Find and propose new ways and means for developing business and profits for segment

People :

- Training & Recruitment for segment team

- Share inputs on development and career path of segment teams