Business Development Manager

Apis India Ltd; Delhi; Presencial; INR 1.500.000 - 2.300.000; Jornada completa

Descripción de la vacante

Apis India Ltd in Delhi seeks a results-oriented Assistant Manager/Deputy Manager - Business Development Manager/Executive (BDM/BDE) to build and optimize the distributor network, strengthen market coverage, and drive sustainable sales growth in FMCG.

You will lead distribution development, plan beats, oversee field sales productivity, and collaborate with cross-functional teams to ensure product availability and channel expansion from the Head Office.

Formación

• Graduate in any discipline; MBA in Sales/Marketing preferred.
• 8-14 years of relevant FMCG sales, distribution development, and operations.
• Strong experience in distributor/DBR management, beat optimization, and field sales.
• Experience in OTC channel development is essential.

Responsabilidades

• Develop and optimize distributor/DBR networks across territories.
• Plan beats and optimize territories to boost productivity.
• Improve sales force productivity through active supervision and coaching.
• Drive market expansion via new outlets and increased numeric distribution.
• Monitor performance with KPIs and prepare performance reports.
• Coordinate with cross-functional teams (Finance, HR, Supply Chain).

Conocimientos

FMCG distribution

Beat planning

Sales productivity

Channel development

MS Excel

Educación

MBA in Sales/Marketing

Graduate degree

Herramientas

Distribution management systems

CRM

Descripción del empleo

Company name Apis India Ltd. Apis India is now one of the largest growing FMCG Brand in India. Since 1924, Apis India Limited is the third generation of Entrepreneurs with extensive hands on knowledge of the trade. We hold an ISO 22000, a certification for the documented procedures that applies to Food Safety framed by International body. We have also got ORGANIC, TUV, USFDA, KOSHER, EIC, APEDA, FMCG certification. We have won numerous industry and Government of India awards for Honey Exports. We are ISO 22000 certified by Intertek, which is a documented procedure that applies to food Safety Management System framed by International body.

Job Description

Assistant Manager/Deputy Manager - Business Development Manager/Executive (BDM)/BDE

Department: Sales & Business Development

Industry: FMCG

Designation: Assistant Manager - Business Development Manager/Executive

Reporting To: National Sales Head

Job Location: Head Office

Job Summary

We are looking for a result-oriented Business Development Manager (BDM) with strong experience in FMCG sales, distribution infrastructure development, OTC channel exposure, Apni Dukan and sales force productivity. The candidate will be responsible for building and optimizing the distributor/DBR network, improving territory and beat efficiency, expanding market coverage, increasing numeric distribution, and driving sustainable sales growth through effective distribution management and resource utilization.

Key Responsibilities

1. Distribution Infrastructure Development
   • Build, strengthen, and optimize the distributor/DBR network across assigned territories. Identify distribution gaps and develop infrastructure to improve market reach and product availability.
   • Evaluate distributor performance, infrastructure capability, and market potential. Identify and convert market white spaces into new business opportunities. Ensure adequate distribution coverage across assigned geographies and sales channels.
2. Beat Planning & Territory Optimization
   • Drive beat efficiency, territory alignment, and route optimization to maximize sales productivity. Rationalize beats, manpower deployment, and territories based on market potential and business requirements.
   • Improve Sales per Beat through effective route planning and outlet prioritization. Ensure optimum utilization of sales resources to improve productivity and return on investment (ROI).
   • Regularly review beat plans and recommend corrective actions to address coverage gaps.
3. Sales Force Productivity & Outlet Coverage
   • Improve sales force productivity through increased productive calls, outlet coverage, and effective manpower utilization.
   • Drive improvements in Sales/FSO, productive calls, and Sales/Beat metrics. Monitor field sales team performance and ensure achievement of defined productivity benchmarks.
   • Strengthen the effectiveness of RSM, ASM, and FSO teams through structured reviews and field-level execution. Identify productivity gaps and implement action plans to improve sales performance.
4. Market Expansion & Distribution Growth
   • Drive new outlet additions, numeric distribution, and channel penetration across assigned territories.
   • Identify untapped markets, undeserved locations, and potential growth opportunities.
   • Develop and execute market expansion plans to improve brand presence and product availability.
   • Ensure the conversion of identified distribution gaps and market white spaces into productive outlets. Monitor outlet activation and productivity to ensure sustainable distribution growth.
5. Performance Monitoring & Business Analytics
   • Track and analyse key performance indicators related to distribution, productivity, secondary sales, and infrastructure development.
   • Prepare periodic performance reports and identify areas requiring corrective action.
   • Monitor distributor performance, sales trends, outlet coverage, and field force effectiveness.
   • Use data-driven insights to optimize distribution investments and improve sales efficiency. Ensure timely reviews of business performance against assigned targets and agreed KPIs.
6. Cross-Functional Coordination
   • Work closely with RSM, ASM, and FSO teams to drive effective market execution and distribution expansion.
   • Coordinate with Finance for distributor financial assessments, commercial viability, and ROI monitoring.
   • Collaborate with HR on manpower planning, deployment, and sales force productivity.
   • Work with Supply Chain to ensure product availability and alignment between distribution infrastructure and market demand.
   • Ensure smooth coordination across functions to support business growth and operational efficiency.

Educational Qualification & Experience

• Graduate in any discipline; MBA in Sales/Marketing preferred.
• Experience: 8-14 years of relevant experience in FMCG sales, distribution development, and sales operations.
• Strong experience in distributor/DBR management, beat optimization, territory planning, and field sales force productivity.
• Prior experience in distribution expansion, numeric distribution, outlet coverage improvement, and secondary sales management is essential and OTC channel development.

Required Skills & Competencies

• Strong understanding of FMCG distribution models and sales operations.
• Expertise in distributor/DBR network development and territory management.
• Analytical skills for sales performance tracking and productivity improvement.
• Strong leadership, stakeholder management, and cross-functional coordination skills.
• Proficiency in MS Excel, sales reporting tools, and distribution management systems.
• Ability to identify market opportunities and translate business plans into measurable results.
• Strong execution capabilities with a focus on productivity, cost optimization, and ROI.

Key KPIs

Beat Efficiency | Manpower Productivity | Sales/FSO | Sales/Beat | Productive Calls | Outlet Coverage | Distribution Expansion | Manpower ROI | OTC