Area Manager - Business Development

Purpose of the Role
The incumbent will be responsible for driving business development initiatives within the assigned area, maximizing channel growth, and managing operational challenges to achieve business objectives.

Role Details

• Job Title: Area Manager – Business Development
• Level: M03 / M04
• Business Unit/ Location: West Bengal/ Kolkata
• Function: Organised Trade includes Modern Trade, e-commerce & Away from Home channels
• Location: Kolkata
• Reporting Manager: Cluster Business Development Manager
• Manager’s Manager: Central Business Development Manager
• Team Size: 7–8
• Direct Reportees: 2–3

Key Accountabilities

1. Business Development

• Collaborate with Business Development Executives to expand area-wise accounts.
• Drive sales volume growth and increase outlet coverage by aligning with key stakeholders.
• Ensure efficient management of primary and secondary supply.

Identify and create opportunities to expand channels and grow business volumes.

2. Account Management

• Build and maintain strong relationships with designated accounts.
• Ensure consistent engagement with account stakeholders to achieve desired service levels and fill rates.
• Manage client reconciliation and resolve operational issues at the city/unit level.
• Coordinate Modern Trade, OP, and PMX business with frontline sales teams.
• Track OT volume monthly versus year-ago benchmarks.

3. Account Development

• Identify new business opportunities and develop existing accounts.
• Lead negotiations in line with company policies and budgets.
• Monitor account performance and compliance; implement corrective actions when required.
• Design and execute programs aligned with budget to enhance account performance.
• Keep an eye on service levels, stock availability and order fulfilment standards.

4. In-Store Presence

• Ensure solid in-store or in-outlet execution aligned with brand and channel standards.
• Support visibility initiatives, merchandising programs, and activation deployment within approved budgets.
• Monitor availability, freshness, planogram adherence, pricing compliance, and promotional execution.

Improve execution through market visits, audits, and action-led reviews.

5. People Development

• Train and develop frontline sales teams and Business Development Executives to improve execution.
• Monitor team performance through weekly commitment and monthly planning meetings.

Key Interfaces

• External: Modern Trade outlets, Cash & Carry, Food Service Centers

Internal: Demand planning, Logistics, Accounts, Marketing team

Education & Experience

• Education: Full-time MBA from a reputed management institute
• Experience: 6–8 years in Business Development in similar role
• Preferred: Experience in FMCG/Beverage industry
• Strong analytical mindset with proficiency in MS Excel and PowerPoint
• Effective communication and stakeholder management skills

Skills Required

Functional Skills:

• Expertise in expanding Modern Trade and HORECA channels

Behavioral Skills:

• Strong interpersonal skills

Effective communication

Proficiency Levels

• General Awareness: Basic understanding of concepts
• Working Knowledge: Applies a broad range of concepts in daily work
• Functional Expert: Deep expertise with strong conceptual knowledge
• Mastery: Subject matter expert with complete command over concepts