Business Development Executive

Key Responsibilities - HORECA BDE

• Drive Primary & Secondary Sales in the territory in line with the business objectives of

the company

o Primary Sales - Develop the channel partner network and implement the

distribution objectives to drive reach & penetration across the territory

o Secondary sales (Retail Distribution) - Increase number of retail outlets, maintain

high service level, drive visibility of all categories of products and ensure

commercial hygiene (usage of technology while placing retail orders) in the

territory

• Prepare market execution plan (day-wise MJP) & submit weekly reports

• Provide ground-level inputs for promotions, local activations & demand forecasting

exercise

• Demand forecasting – Regular analysis of primary & secondary sales data to identify

gaps in the business & providing insights to Area Sales Manager about the territory

• Claim management - Ensuring timely submission of stockiest claim along with

supporting documents adhering to the company’s guidelines

• Build capability of the indirect sales force by communicating and reviewing their

delivery against expectations, and enhancing their sales skills by conducting market

work with them & regular training

• Timely review/ communication with CFAs to maintain timely supplies. Real-time

follow-ups with CFAs for stock conversion, delivery

• Co-ordination with Finance team for pricing issues, accounts settlement, claims

management.

Desired

Candidiate Profile

• Proven and deep knowledge of sales and distribution system

• Knowledge of basic concepts of consumer goods distribution such as various channel

partners, distribution mix, ROI calculation, visibility creation, retail and wholesale

trade mechanics and evaluation of distribution health indicators

• Knowledge of competitor mapping and benchmarking

• People management skills to handle indirect sales force

Desired

Experience Level

& Qualification

• A graduate / post-graduate with 2 – 8 years of prior work experience in a consumer

goods sales environment in a frontline sales role