Business Development Manager (Dealer Sales)

Role Summary:

The Business Development Manager (BDM) Channel Sales will be responsible for driving sales through the dealer network, enhancing channel engagement, expanding the dealer base, activating inactive channels, and ensuring sell-out growth across the assigned territory. This role focuses specifically on Franke & Faber kitchen appliances and aims to grow market share by driving excellence in distribution, in-store execution, and market coverage.

Key Responsibilities:

1. Channel Sales Management

• Achieve monthly, quarterly, and annual sales targets through channel partners (dealers/distributors).
• Maintain strong relationships with existing partners and drive sales across product categories (chimneys, hobs, cooktops, etc.).
• Ensure proper stock availability and sell-through at the dealer level.

2. New Dealer Expansion

• Identify and appoint new dealers and sub-dealers in white spaces to improve market penetration.
• Conduct market mapping to evaluate potential channel partners.
• Ensure proper onboarding and product training for new dealers.

3. Inactive Dealer Activation

• Identify and re-engage inactive or low-performing dealers.
• Understand reasons for inactivity and create customized reactivation plans.
• Monitor progress and support with trade schemes or localized marketing initiatives.

4. Sell-Out & ISD Management

• Drive secondary sales through effective collaboration with In-Store Demonstrators (ISDs).
• Monitor ISD performance and ensure daily reporting and effective in-store product visibility.
• Plan and execute in-store promotions and campaigns in coordination with the marketing team.

5. Payment Collection

• Ensure timely collection of payments from channel partners.
• Monitor outstanding dues and coordinate closely with finance teams to manage credit limits.
• Resolve payment disputes and maintain transparent records.

6. Market Intelligence & Data Analysis

• Analyse secondary sales data, market trends, dealer feedback, and competitor activities.
• Use insights to create actionable plans for growth and market share improvement.
• Prepare weekly/monthly reports on channel performance and ROI on initiatives.

7. Distributor Relationship & Support

• Manage distributor inventory levels and minimize stock ageing.
• Support channel partners with timely promotional material, product catalogues, and after-sales coordination.
• Ensure compliance with company policies, pricing norms, and branding guidelines.

Key Requirements:

• Education: Graduate in any discipline (MBA in Marketing/Sales preferred).
• Experience: Minimum 2 years of experience in Channel Sales, preferably in kitchen appliances, consumer electronics, or home improvement sectors.
• Strong understanding of dealer management, channel expansion, and retail sell-out dynamics.
• Proficiency in data tools like MS Excel, Google Sheets, and basic CRM/reporting tools.
• Excellent communication, negotiation, and interpersonal skills.
• High degree of ownership, target orientation, and execution skills.
• Willingness to travel extensively within the assigned territory.

Preferred Skills:

• Prior experience in working with premium appliance brands
• Regional language fluency (if applicable).
• Familiarity with ISD networks and retail execution.