Business development manager

Role Objective:
Establish and maintain good working relationships with key influencers, Architects, Interior Designers and key accounts
Be constantly aligned with the key business levers – sales value, focussed products and healthy gross margin
Ensure effective site mapping in the area and being instrumental in Product specification and the accountability of conversion targets
Enhance market shares by driving the secondary business of the SIS, decorative retail and brand store in the assigned area
Achievement of the assigned sales targets through a robust secondary sales plan
People Management:
Review the productivity of LASMs as per norms of the BU
Encourage them to scan the market and source relevant information to the best of their abilities
Consistently review their training requirements and nominate them for various training programs for their development and KRA needs
Maintain lower employee turnover rate within the team
Operational Efficiency Improvement:
Maintain collection period as per the norms of the BU and organisation
Submit all the reports and MISs on the pre-decided frequency and intervals
Seamless coordination with the local support team – HR, Sales Administration, IT, Supply Chain, Service for smooth running of operations and meeting the market commitments
Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager
Providing regular feedback to HO on any new market development / competitor activities / improvement in the existing product range / service delivery / POSM for enhanced customer satisfaction
Business Plan Achievement:
Constantly explore new sites in the assigned area and identify the influencers and decision makers
Drive the demand for Decorative & Architectural Lighting and Premium Fans through residential and hospitality projects
Managing overall performance of the brand stores in the area and ensure its gross margins and profitability is maintained
Smoothen the sales achievement over the complete month (higher frequency of billing) – billing to a higher number of customers
Identify opportunities for enhancing the value market share for every product category within the business unit
Work closely on the leads provided by influencers, architects and IDs and ensure maximum conversions
Keep a close track on the sales prospects (funnelling)
Maintain cordial and working relations with key accounts, architects and interior designers.
Organise engagement programs in brand store towns to enhance the confidence of key influencers, architects and IDs in the brand and tap business opportunities. Drive relationship programs effectively
Focus on the key drivers of the business in each territory and thus create a long-term sustainable business.
Ensure regular market scanning to capture updated information on sites, influencers and competition
Enrol maximum architects on the TISVA architect app
Deliver effective brand and product awareness presentations (including updates on new launches and schemes) to the key influencers
Visit customer sites and provide innovative lighting solutions
Schemes & Marketing communication:
Ensure any pricing or scheme related communication is understood first and then communicated to the concerned effectively
Ensure excitement of schemes is created around the partners and have maximum number of participants and qualifiers
Ensure deployment and utilisation of marketing collaterals at point of sale
Review the performance delivery of the influencers and business partners during the scheme periods and ensure higher levels of engagement and qualifiers for the scheme