The Market Development Officer (MDO) will be responsible for driving business growth through contractor engagement, demand generation, and sell-out activities. The role focuses on strengthening contractor relationships, increasing market penetration, developing field team capabilities, and supporting sales objectives through effective execution.
Key Responsibilities:
Business Development
- Drive business objectives through contractor engagement and market development initiatives.
- Increase share of business from existing contractors and onboard new contractors.
- Execute demand generation and sell-out activities through contractor networks.
- Ensure regular engagement, activation, and revival of contractors.
- Achieve value-per-contractor targets as per business norms.
- Promote new product launches and offerings to contractors.
- Coordinate with sales teams for qualifying and sharing qualified site leads.
Capability Development
- Train and develop Contractor Relationship Officers (CROs) on contractor management and demand generation activities.
- Execute training calendars and monitor training effectiveness.
- Support CROs in enhancing contractor engagement and conversion.
Process & Administration
- Plan and manage field visits through online journey planning tools.
- Monitor and ensure PJP compliance of CROs.
- Manage contractor reward and gift redemption programs.
- Provide business updates and reports to Area Sales Manager.
- Handle customer complaints, coordinate resolutions, and communicate status updates.
Market Intelligence
- Track competitor activities including pricing, promotions, product launches, contractor engagement programs, and market developments.
- Share actionable market insights with internal stakeholders.
- Identify emerging opportunities and challenges in the assigned territory.
Desired Candidate Profile:
- Experience in paints, construction chemicals, building materials, cement, tiles, adhesives, sanitaryware, or related industries.
- Strong contractor management and market development experience.
- Good communication, training, and stakeholder management skills.
- Ability to drive field execution and deliver business results.
- Proficiency in MS Office and field reporting tools.