Business Development Manager (BDM) - Premium Drinks

Department: Sales & Business Development

Industry: Premium Beverages, Luxury Spirits, Wines & Champagne Experience: 5 - 10 years preferred

Location: As per business requirement

Reporting To: Managing Director /Executive Director

1.Job Purpose

We are seeking a highly driven and commercially astute Business Development Manager with proven experience in the premium drinks industry to drive revenue growth, expand market presence, develop strategic accounts, and strengthen brand positioning across key on-trade and off-trade channels.The ideal candidate will have a strong understanding of premium beverage portfolios, luxury brand positioning, distributor and channel management, HORECA business development, and high-value customer relationships. The role requires a balance of strategic planning, commercial negotiation, market intelligence, and hands-on execution to achieve sustainable business growth while protecting brand equity and profitability.

- Key Responsibilities

A. Strategic Business Development

- Develop and execute a comprehensive business development strategy to achieve revenue, volume, distribution, and profitability targets.
- Identify new market opportunities, high-potential territories, emerging consumption occasions, and untapped customer segments.
- Build a robust pipeline of strategic accounts, distributors, hospitality groups, premium retailers, and institutional customers.
- Develop market-entry and expansion plans for premium beverage brands and product portfolios.
- Monitor market trends, competitor activities, pricing strategies, consumer preferences, and premiumisation opportunities.
- Prepare annual business plans, quarterly growth strategies, sales forecasts, and account development plans.

B. Premium Brand Development & Market Positioning

- Drive premium brand visibility, desirability, and market penetration without compromising brand positioning.
- Develop tailored commercial strategies for premium and luxury beverage portfolios.
- Collaborate with marketing teams on brand activations, tasting events, trade engagement, product launches, and experiential marketing initiatives.
- Identify opportunities for premium placements, curated beverage menus, signature serves, and brand-led customer experiences.
- Ensure consistent brand presentation and adherence to approved brand guidelines across customer touchpoints.
- Work closely with brand managers to translate brand strategy into measurable commercial outcomes.

C. Channel Development On-Trade & Off-Trade

- Build and manage business across relevant channels, including:
- Luxury hotels, resorts, and premium restaurants.
- Fine-dining establishments, premium bars, lounges, and clubs.
- High-end retail outlets, specialist beverage stores, and modern trade.
- Corporate hospitality, event venues, and premium catering accounts.
- Distributors, wholesalers, and other authorised trade partners.
- Develop strategic partnerships with hotel chains, restaurant groups, hospitality operators, and influential trade stakeholders.
- Negotiate listings, menu placements, commercial terms, visibility opportunities, and promotional partnerships.
- Expand distribution and improve product availability in high-value outlets and priority markets.

D. Distributor & Trade Partner Management

- Appoint, onboard,



and develop suitable distribution partners in line with business objectives and applicable regulations.
- Establish distributor performance targets, sales plans, market coverage expectations, and review mechanisms.
- Monitor secondary sales, inventory levels, stock rotation, order fulfilment, and outlet coverage.
- Conduct regular distributor reviews to identify performance gaps and implement corrective action plans.
- Build strong relationships with key trade partners while ensuring commercial discipline and responsible market practices.

E. Key Account Management & Negotiation

- Manage strategic accounts through structured account plans, joint business planning, and regular performance reviews.
- Lead commercial negotiations covering pricing, margins, promotional investments, listing fees, payment terms, and volume commitments, within approved authority.
- Develop long-term partnerships with decision-makers, procurement heads, beverage managers, owners, and hospitality leadership.
- Resolve account-level commercial and operational issues while maintaining strong customer relationships.
- Identify cross-selling, upselling, and portfolio expansion opportunities across existing accounts.

F. Revenue, Profitability & Commercial Management

- Deliver monthly, quarterly, and annual revenue and sales targets.
- Improve gross margins, contribution profitability, product mix, and account-level returns.
- Analyse pricing structures, trade margins, promotional expenditure, and cost-to-serve.
- Monitor sales performance against budgets and implement corrective measures where required.
- Prepare management reports, sales dashboards, business reviews, and revenue forecasts.
- Ensure disciplined receivables management and adherence to approved credit policies.

G. Market Intelligence & Competitive Analysis

- Track competitor launches, pricing movements, distribution expansion, promotional activities, and market positioning.
- Analyse consumer and trade feedback to identify portfolio gaps and new growth opportunities.
- Evaluate outlet potential, channel profitability, regional demand, and market share opportunities.
- Present actionable market insights and recommendations to senior management.

H. Cross-Functional Leadership

- Collaborate with marketing, supply chain, finance, regulatory, and operations teams to ensure seamless business execution.
- Coordinate demand planning, inventory availability, product launches, and seasonal sales initiatives.
- Mentor sales executives and field teams, where applicable, to strengthen capability and performance.
- Establish a performance-oriented culture focused on accountability, customer relationships, and profitable growth.

3. Key Performance Indicators (KPIs) Performance will be evaluated against clearly defined business objectives, including:

- Revenue achievement against assigned targets.
- Sales volume and premium portfolio growth.
- Gross margin and contribution profitability.
- New account acquisition and strategic account conversion.
- Numeric distribution and productive outlet expansion.




- Premium menu placements, listings, and visibility.
- Distributor performance and territory coverage.
- Forecast accuracy and inventory health.
- Receivables collection and overdue reduction.
- Customer retention and account development.
- Return on trade marketing and activation investments.
- Compliance with applicable laws, company policies, and brand standards.

4. Required Experience & Qualifications

- Bachelor's degree in Business Administration, Sales, Marketing, Hospitality Management, or a related field; an MBA is an advantage.
- 510 years of relevant experience in business development, sales, or key account management, preferably within premium alcoholic beverages or luxury drinks.
- Demonstrated experience managing premium spirits, wines, champagne, imported beverages, craft beverages, or comparable premium beverage portfolios.
- Strong exposure to HORECA, luxury hospitality, premium retail, distributor networks, or other relevant beverage channels.
- A proven track record of achieving sales targets and developing high-value commercial relationships.
- Experience in pricing negotiations, distribution expansion, trade marketing, and account profitability.
- Strong understanding of market dynamics, premium customer expectations, and brand-led selling.

5. Core Competencies

- Strategic business planning and commercial acumen.
- Premium brand selling and value-based negotiation.
- High-level relationship management and stakeholder influence.
- Analytical thinking, forecasting, and financial awareness.
- Market development and competitive intelligence.
- Strong communication, presentation, and negotiation skills.
- Leadership, ownership, and cross-functional collaboration.
- Ability to operate effectively in a target-driven environment.

6. Preferred Industry ExposureCandidates with experience in premium or luxury beverage brands, international beverage portfolios, luxury hotel groups, high-end restaurants, premium bars, specialist beverage distributors, or established beverage importers will be preferred.Experience in launching new brands, opening new territories, developing strategic HORECA accounts, and building premium distribution networks will be a distinct advantage. 7. Compliance & Responsible Business Practices The successful candidate must demonstrate a strong commitment to ethical business conduct, responsible marketing, and compliance with applicable local laws and regulations. For alcoholic beverage portfolios, this includes relevant licensing requirements, permitted sales channels, advertising restrictions, responsible consumption standards, and company compliance policies.

8. Ideal Candidate ProfileThe ideal candidate is a commercially sharp, relationship-driven qualified who understands that premium drinks are sold through a combination of product quality, brand credibility, customer experience, strategic distribution, and profitable execution.They should be capable of converting market opportunities into sustainable revenue, building influential trade relationships, negotiating high-value accounts, and strengthening the long-term market position of premium beverage brands.Success in this role means delivering profitable growth, expanding quality distribution, securing strategic accounts, and building a strong premium brand presence in the market.

Regards

Somi Ghosh

HR Manager

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