Business Development Manager

Role & responsibilities

Customer acquisitions

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Accountable for developing detailed plan for acquiring / developing customer base of Branded Workshops in

assigned territories. Create a pipeline of workshop leads for the channel that acts as a feeder pool for in-year as

well as future acquisitions.

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Responsible for prospecting leads and profiling them basis approved criteria using approved tools & techniques to

ascertain fitment against requirements.

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Concept selling of Castrols Branded Workshop offer to prospect and helping them understand the program and

channel offer in detail, including commercials. Explain contract TnCs, field queries, build relationship ultimately

leading to successful conversions.

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Post acquisition, onboard the customer to Castrol ways of working, brand heritage, product range and benefits etc.

thereby inducting workshop into the program using tools and techniques provided.

Offer deployment, activations and future initiatives

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Work with Branded Workshop Manager to execute quality deployment of channel offer including SOP training,

Audits, Branding, Activations etc. Lead implementation of future initiatives and pilots.

Overall Business Delivery Responsibility

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Achieve month-wise Secondary sales objectives for entire product range including focus products and synthetics

across customers

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Develop strong relationships with customers and ensure quality service through distributors/ SEs.

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Develop appropriate plans in consultation with on ground sales team to ensure customer retention and to counter

competitor activities to minimize their impact on Castrols business

Ways of working

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Ensure monthly visit to all customers assigned in territory.

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Create accountability from distributors on channel: Ensure regular contact with distributors, to share information

and motivate them driving their ownership of this business

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Support in Performance reviews and provide timely feedback as needed

Planning

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Collate information (customers, influencers, competition analysis & SWOT analysis) and use it to develop

appropriate territory strategy

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Market coverage: Study, approve on ground sales teams PJPs and ensure implementation of systematic and cost

effective coverage of outlets as per defined Ways of Working

Reporting / Performance Review / Policies adherence

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Ensure that new members of on-ground sales team are properly inducted on channel offer and expectations

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Perform on-the-job training of and develop ground sales team’s capabilities and review their performance.

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Submit periodic performance report on acquisition/ performance KPIs to relevant stakeholders

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Ownership of strict adherence of company policies, code of conduct & other statuary compliances

Preferred candidate profile

Sales/ business development experience of 8-10 years across reputed brands (FMCG/ Automotive/ Paints);

preference to experience in sales/ business development with multi brand automotive aftermarket players such as

Bosch Car Service, Mahindra First Choice, Carnation etc.

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Proven ability in developing and strengthening relationships to drive business success.

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Proven ability in articulating distinct aspects of channel offer and driving lead conversions

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Proven negotiation skills, influencing abilities and excellent communication capability. Fluency in speaking, reading

and writing local language

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Positive attitude, proactive approach, eager to learn and a belief in working and winning with teams.

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Customer centric approach and ability to handle uncertainty and ambiguity

▪ Willing to travel extensively, needs to own a two-wheeler

Perks and benefits