Business Development Manager - MarTech (Retail)

Comviva; Tauru; On-site; INR 6,000,000 - 9,000,000; Full time

Job summary

Comviva is seeking a high-impact Business Development professional to drive MarTech, loyalty, and customer engagement solutions for CPG brands, grocery chains, and food retailers in India. You will build pipelines across modern trade, supermarkets, hypermarkets, and D2C brand segments, while identifying key decision-makers in marketing, loyalty, CRM, and e-commerce.

Responsibilities include leading discovery, solution positioning, proposal development, and negotiations, with a focus on KPIs like

Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or related field.
• Experience: 8-10 years in Business Development, Sales, or Account Management.
• Proven experience selling MarTech, loyalty, shopper engagement, or digital commerce solutions.
• Direct exposure to CPG, grocery, or food retail clients.
• Experience in consultative, solution, or value-based selling.
• Ability to build and manage complex sales pipelines.
• Strong presentation, negotiation, and stakeholder management skills.
• Experience working with cross-functional teams including product, presales, and delivery.
• Excellent communication and relationship-building skills.
• High ownership mindset with strong commercial acumen.

Responsibilities

• Drive new business opportunities for MarTech, loyalty, and customer engagement solutions across CPG brands, grocery chains, and food retail ecosystems.
• Build and manage a qualified pipeline within key segments such as modern trade, supermarkets, hypermarkets, convenience stores, and D2C food brands.
• Identify decision-makers across marketing, digital, loyalty, CRM, e-commerce, and shopper marketing teams.
• Develop and execute go-to-market strategies tailored to CPG and grocery use cases.
• Lead end-to-end sales cycles including discovery, solution positioning, proposal development, and commercial negotiations.
• Position solutions around core industry KPIs such as repeat purchase, basket size, frequency, customer lifetime value, and trade promotion effectiveness.
• Work closely with product, presales, and delivery teams to craft targeted value propositions, demos, and business cases.
• Build strategic partnerships with CPG ecosystem players, retail tech vendors, data providers, and system integrators.
• Track trends in grocery, omnichannel retail, digital coupons, loyalty, and shopper engagement to refine sales strategy.
• Contribute to account planning, pipeline forecasting, and revenue targets.
• Provide market feedback to product teams based on client needs and competitive insights.

Skills

MarTech sales experience

Loyalty program sales

Shoppers engagement

Cross-functional collaboration

Consultative selling

Pipeline management

Stakeholder management

Negotiation

Presentation skills

Education

Bachelor’s degree in Business, Marketing, Engineering, or related field

Job description

• Drive new business opportunities for MarTech, loyalty, and customer engagement solutions across CPG brands, grocery chains, and food retail ecosystems.
• Build and manage a qualified pipeline within key segments such as modern trade, supermarkets, hypermarkets, convenience stores, and D2C food brands.
• Identify decision-makers across marketing, digital, loyalty, CRM, e-commerce, and shopper marketing teams.
• Develop and execute go-to-market strategies tailored to CPG and grocery use cases.
• Lead end-to-end sales cycles including discovery, solution positioning, proposal development, and commercial negotiations.
• Position solutions around core industry KPIs such as repeat purchase, basket size, frequency, customer lifetime value, and trade promotion effectiveness.
• Work closely with product, presales, and delivery teams to craft targeted value propositions, demos, and business cases.
• Build strategic partnerships with CPG ecosystem players, retail tech vendors, data providers, and system integrators.
• Track trends in grocery, omnichannel retail, digital coupons, loyalty, and shopper engagement to refine sales strategy.
• Contribute to account planning, pipeline forecasting, and revenue targets.
• Provide market feedback to product teams based on client needs and competitive insights.

Key Accountabilities

• Drive new business opportunities for MarTech, loyalty, and customer engagement solutions across CPG brands, grocery chains, and food retail ecosystems.
• Build and manage a qualified pipeline within key segments such as modern trade, supermarkets, hypermarkets, convenience stores, and D2C food brands.
• Identify decision-makers across marketing, digital, loyalty, CRM, e-commerce, and shopper marketing teams.
• Develop and execute go-to-market strategies tailored to CPG and grocery use cases.
• Lead end-to-end sales cycles including discovery, solution positioning, proposal development, and commercial negotiations.
• Position solutions around core industry KPIs such as repeat purchase, basket size, frequency, customer lifetime value, and trade promotion effectiveness.
• Work closely with product, presales, and delivery teams to craft targeted value propositions, demos, and business cases.
• Build strategic partnerships with CPG ecosystem players, retail tech vendors, data providers, and system integrators.
• Track trends in grocery, omnichannel retail, digital coupons, loyalty, and shopper engagement to refine sales strategy.
• Contribute to account planning, pipeline forecasting, and revenue targets.
• Provide market feedback to product teams based on client needs and competitive insights.

Mandatory Skills

• Bachelor’s degree in Business, Marketing, Engineering, or related field.
• Experience: 8-10 years in Business Development, Sales, or Account Management.
• Proven experience selling MarTech, loyalty, shopper engagement, or digital commerce solutions.
• Direct exposure to CPG, grocery, or food retail clients.
• Experience in consultative, solution, or value-based selling.
• Ability to build and manage complex sales pipelines.
• Strong presentation, negotiation, and stakeholder management skills.
• Experience working with cross-functional teams including product, presales, and delivery.
• Excellent communication and relationship-building skills.
• High ownership mindset with strong commercial acumen.

Desirable Skills

• Experience selling to large grocery chains, food retailers, or global CPG brands.
• Exposure to digital coupons, loyalty platforms, CDPs, campaign management, or personalization engines.
• Familiarity with trade promotion management or retail media ecosystems.
• Experience in SaaS or subscription-based MarTech solutions.
• Understanding of data, analytics, and AI-driven shopper marketing.
• Existing network within the grocery or CPG ecosystem.