Business Development Manager

Company name Apis India Ltd.
Apis India is now one of the largest growing FMCG Brand in India. Since 1924, Apis India
Limited is the third generation of Entrepreneurs with extensive hands on knowledge of
the trade. We hold an ISO 22000, a certification for the documented procedures that
applies to Food Safety framed by International body. We have also got ORGANIC, TUV,
USFDA, KOSHER, EIC, APEDA, FMCG certification. We have won numerous industry and
Government of India awards for Honey Exports. We are ISO 22000 certified by Intertek,
which is a documented procedure that applies to food Safety Management System
framed by International body.
Job Description BUSINESS DEVELOPMENT MANAGER (BDM)
Position Details
Designation: Business Development Manager (BDM)
Function: Sales & Business Development
Industry: FMCG
Key Focus Areas: SAMT | OTC | GTM
Reporting To: National Sales Head
Location: As per business requirement
Job Purpose
To drive business growth and market expansion across SAMT (Semi-Modern Trade), OTC (Over-the-
Counter) and GTM (Go-To-Market) channels by developing new business opportunities,
strengthening channel partnerships, expanding distribution and ensuring effective execution of
business strategies.
Key Responsibilities

1. Business Development & Growth

• Identify and develop new business opportunities across SAMT, OTC and GTM
  channels.
• Develop strategies to achieve revenue, volume and distribution targets.
• Identify potential markets, customers, distributors and channel partners for business
  expansion.
• Drive market expansion through new customer acquisition and channel development.
• Monitor business performance and implement corrective actions wherever required.

2. SAMT Channel Management

• Develop and expand the Semi-Modern Trade (SAMT) channel across assigned
  markets.
• Identify relevant retail chains, regional players and emerging trade formats.
• Negotiate commercial terms and develop mutually beneficial business relationships.
• Ensure product visibility, assortment, availability and secondary sales growth.
• Track competitor activities, pricing, promotions and market trends.

3. OTC Channel Development

• Develop the OTC channel through expansion of relevant outlets and channel
  partners.
• Identify opportunities for increasing product penetration and distribution.
• Build relationships with OTC retailers, distributors and key stakeholders.
• Drive product availability, visibility and sales through effective channel strategies.
• Monitor market potential and recommend opportunities for further expansion.

4. GTM (Go-To-Market) Strategy & Execution

• Develop and execute effective Go-To-Market (GTM) strategies for new and existing
  products.
• Identify target markets, customer segments and appropriate distribution models.
• Coordinate with Sales, Marketing, Supply Chain and Finance teams for seamless
  execution.
• Drive successful product launches and market expansion initiatives.
• Evaluate GTM effectiveness and recommend improvements based on market
  feedback.

5. Distribution & Market Expansion

• Identify distribution gaps and develop plans to improve market coverage.
• Expand distributor and retailer network in potential markets.
• Improve numeric distribution, weighted distribution and product penetration.
• Ensure effective primary and secondary sales planning.
• Conduct regular market visits to understand customer requirements and execution
  gaps.

6. Channel Partner Management

• Build and maintain strong relationships with distributors, retailers and strategic
  partners.
• Negotiate commercial agreements and ensure adherence to agreed business terms.
• Monitor channel partner performance and develop improvement plans.
• Ensure timely resolution of commercial and operational issues.

7. Market Intelligence & Competition Tracking

• Track competitor products, pricing, schemes, promotions and distribution strategies.

• Analyse market trends and identify emerging business opportunities.

• Provide regular market intelligence and actionable recommendations to management.

• Benchmark company performance against key competitors.

8. Business Reporting & MIS

• Prepare daily/weekly/monthly business performance reports.

• Track sales, distribution, channel productivity and market expansion metrics.

• Analyse achievement against targets and identify gaps.

• Present business updates and action plans to senior management.
  KEY SKILLS REQUIRED

• SAMT Channel Development & Management

• OTC Channel Development

• GTM Strategy & Execution

• Business Development & Market Expansion

• Distributor & Channel Partner Management

• Sales & Distribution Management

• Market Mapping & Territory Expansion

• Negotiation & Commercial Acumen

• Competitor & Market Analysis

• Product Launch & New Market Development

• Data Analysis & MIS Reporting

• Strong Communication & Presentation Skills

• Stakeholder Management

• Problem Solving & Decision Making
  Key Performance Indicators (KPIs)

• Revenue & Volume Growth

• New Customer / Channel Partner Acquisition

• SAMT Sales Growth

• OTC Channel Expansion

• GTM Execution Effectiveness

• Numeric & Weighted Distribution Growth

• New Market Penetration

• Distributor Productivity

• Primary & Secondary Sales Achievement

• Product Availability & Visibility

• New Product Launch Success

• Achievement of Business Development Targets
  Candidate Profile

• Experience: 58 years in FMCG Sales / Business Development / Channel Development

• Strong exposure to SAMT, OTC and GTM

• Experience in developing new markets and distribution channels.

• Strong understanding of FMCG sales and distribution dynamics.

• Excellent negotiation, analytical and stakeholder-management skills.

• Willingness to travel extensively across assigned markets.