Business Development Manager

Crompton Greaves Consumer Electricals; India; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Crompton Greaves Consumer Electricals is seeking a Strategic Channel Development & Management leader to design and execute territory Go-to-Market plans, identify and appoint high-potential channel partners, and expand the dealer/distributor network across town categories.

The role involves driving product commercialization for new lines, coordinating with Product and Marketing on launches and activations, owning top retailer relationships, and leading a sales team to meet budgets while ensuring

Responsibilities

• Design and execute a territory-wise Go-to-Market strategy, identifying and appointing new high-potential channel partners (Dealers & Distributors).
• Drive network expansion to enhance market penetration and product reach across town categories, optimizing the existing network as needed.
• Monitor and improve Channel Partner Health with engagement strategies, training, and performance reviews for profitable relationships.
• Champion channel finance programs to support partners.
• Own and manage relationships with the top 50 key retailers in the region for growth.

Job description

Strategic Channel Development & Management:

• Design and execute a territory-wise Go-to-Market (GTM) strategy with a primary focus on identifying, evaluating, and appointing new high-potential channel partners (Dealers & Distributors).
• Drive network expansion to enhance market penetration and product reach (ND/WD) across all town categories, correcting and optimizing the existing network as needed.
• Continuously monitor and improve Channel Partner Health by implementing engagement strategies, training programs, and performance reviews to ensure long-term, profitable relationships.
• Champion and drive the adoption of channel finance programs to support and empower partners.
• Personally own and manage the business relationships with the top 50 key retailers within the assigned region to ensure direct engagement and business growth.

2. New & Emerging Product Commercialization:

• Serve as the regional champion for new and focused product lines, developing and executing targeted sales strategies to achieve ambitious launch objectives and sales targets.
• Collaborate with Product and Marketing teams to develop and implement impactful sales activation plans and BTL activities, including channel partner meets and branding initiatives to establish a strong market position for new products.
• Drive the growth of the premium product portfolio to enhance the overall sales mix and profitability.
• Gather and analyze market intelligence and competitor activities related to emerging products to provide actionable feedback for forecasting and future product development.

3. Sales Performance & Financial Objectives:

• Own and deliver the annual sales budget and collection targets for the branch, ensuring adherence to the planned Return on Dealer (ROD) investment.
• Achieve category-wise monthly and quarterly sales goals, with a structured focus on sales phasing to ensure consistent performance (e.g., 10% by 7th, 25% by 14th, etc.).
• Ensure a minimum of 90% billing efficiency against monthly targets for all team members.

4. Team Leadership & Development:

• Lead, mentor, and review a team of sales professionals, fostering a culture of high performance, accountability, and continuous improvement.
• Actively recruit, onboard, and coach team members to build a pipeline of talent and ensure peak performance.
• Identify and manage non-performance through targeted development plans or, if necessary, replacement.
• Promote and implement employee engagement and Recognition & Rewards (R&R) initiatives to build a motivated and cohesive team.

5. Operational & Process Excellence:

• Ensure effective implementation and team adoption of sales automation tools and processes, including Easy DMS, Field Assist, and the Dealer Portal, to enhance operational efficiency.
• Oversee C&F and warehousing operations to ensure optimal inventory management, including timely stock liquidation and maintaining minimum stock levels based on sales forecasts.
• Foster strong cross-functional collaboration with Service, Finance, Logistics, and other departments to ensure smooth branch operations.