Business Development Manager

Business Development Manager will be responsible for building the market from zero—including developing the route-to-market, securing distributor partnerships, establishing Modern Trade (MT) and General Trade (GT) presence, and driving the launch strategy. This role requires strong market-building capability, commercial acumen, and hands-on execution.

Key Responsibilities

1. Market Entry & Strategy Development

• Conduct market mapping to identify opportunities in GT, MT, e-commerce, and HORECA channels.
• Develop India market entry strategy including pricing, assortment prioritization etc
• Analyze competitive landscape, consumer behavior, and category trends.

2. Distributor Search & Onboarding

• Identify and evaluate potential distributors across regions.
• Lead negotiations, due diligence, and contracting.
• Ensure distributors meet company standards on reach, capability, and performance KPIs.
• Develop RTM (Route-to-Market) blueprint and coverage expansion plan.

3. Commercial Execution

• Drive listing and product placement in key MT accounts and top retailers.
• Set sales targets and manage sell-in, sell-out, and inventory health.
• Manage trade marketing programs, promotions, and visibility initiatives.
• Build relationships with key accounts, retailers, and partners.

4. Brand Launch & Activation Support

• Work closely with Marketing on launch campaigns and sampling activities.
• Provide market feedback to optimize product, pricing, and communication.
• Ensure consistent brand presence aligned with Company identity and values.

5. Compliance & Operations Coordination

• Liaise with logistics partners for importation, warehousing, and distribution.
• Ensure compliance with FSSAI and relevant Indian food regulations.

6. Market Reporting & Insights

• Prepare weekly performance dashboards and insights for leadership.
• Track competitor activities, pricing, promotions, and innovations.
• Recommend commercial actions to accelerate growth.

Qualifications

• > 8 years of Business Development / Sales experience in FMCG (beverage, dairy, snacks, or premium categories preferred).
• Proven track record in building or scaling markets, especially new country or new category launches.
• Strong network with distributors, MT accounts, and retail partners in India.
• Deep understanding of India RTM models, distributor management, and trade dynamics.
• Strong negotiation, commercial planning, and analytical skills.
• Entrepreneurial mindset: hands-on, problem-solver, able to operate with limited structure.