Britannia - Business Development Manager

Role : Business Development Manager

Organization Overview :

- Britannia is a leading food company. Britannia offers very good quality products and has made a place for itself in the competitive marketplace. It is also innovative and one of the leaders in the FMCG market. The company has also adopted a pleasant and transparent work culture.

Position Overview :

- This position is expected to transform Sales systems and process in critical geographies to establish Britannia as a differentiated Foods company. This position is expected to identify new opportunities in a geography and build capability of the Sales team, establish robust and best in class sales systems for the critical geographies.

- This position will work closely with Region Sales Leadership team and Support the SDM team in conceptualization & execution of AW & trade level programs that help drive business and revenue extraction.

- This position will work with the cross functional teams to design a strategy to deploy and then manage execution of all trade promotions and other market / distribution initiatives within the overall Sales strategy of the company

Detailed Responsibilities :

- Be the first person responsible for developing the Dairy business footprint in the region. Own the dairy distribution & AW footprint across categories. Keep an eye on competition activities and engage with EO on suitable interventions. Enable program execution on ground. Evaluate the forecasts & stock holdings at depot level and input the RSM for necessary actions

- Champion the innovation agenda for all new launches. Drive the GTM ambition delivery and nurture the launch for upto 4 months. Ensure right visibility standards and freshness of the products in the market

- Co-own the distribution agenda in the region, along with the RSM, both in quantity & quality. This includes (and is not limited to) outlet expansion, numeric distribution, AW quality & stability, ROIs, subsidy reduction, consolidation, distribution experiments like ZDI, Khimji etc, Rural distribution footprint & quality of RPDs, secondary sales capture automation and building an intelligent data driven nimble organization

- Own and drive all Trade marketing, GTM and brand specific initiatives and take accountability for the target KPIs. Be responsible for competitive intelligence and liasioning with the state heads, RSM, SDM & Brand resources for suitable & timely action. Own the merchandising & visibility agenda and standards In SShop

- Own the capability agenda in terms of conceptualization, content development, execution and measurement of efficacy. Ensure the coaching agenda on the job included is planned and executed to desirable results

- Own the sub channel programs in GT in terms of execution & driving output. Support the SDM team in conceptualization & execution of AW & trade level programs that help drive business and revenue extraction.

- Ownership of overall business / sub business revenues, cost lines and profitability Market Share at an overall level

- Ownership of MSP & TL planning and execution, He should highlight TL planning based on execution/effectiveness in market . Final decision lies with TM/RSM/SDM.

- AW performance evaluation & management

- Driving business in weak states or geographies, In Weak geographies he need to put distribution plan which will be one of the factors

Reports To :

Matrix Reporting ( Straight Line -RSM, Dotted Line- NSDM)

Education Qualification : MBA/ Graduation

Total Experience :

8- 10 years post MBA

10-15 years in case of Non-MBA candidates

Key knowledge/competency requirement :

- Functional Knowledge/Competency

- Should have an understanding of channel S&D operations

- Understanding of the Sales function in FMCG industry

Negotiation Skills :

- Clear market and consumer understanding

- Behavioural Knowledge/Competency

- Must have good Leadership skills, Communication skills, and Basic IT skills

- Analytical and Articulate

- Ability to lead, manage and develop a team towards functional goals

- To remain self driven at all times