1. Job Purpose

The Business Development Manager will be responsible for driving primary sales growth, expanding and strengthening the authorized dealer network, managing In-Store Demonstrators (ISDs), and enhancing brand visibility for FrankeFaber products across Thiruvananthapuram and Kollam.

The role requires a commercially driven sales professional with strong dealer relationships, sound market knowledge, and the ability to translate sales plans into measurable business results. The incumbent will be accountable for achieving sales targets, improving dealer productivity, strengthening market penetration, and ensuring effective execution of company sales and marketing initiatives.

2. Key Responsibilities

A. Dealer Network Development & Management

- Manage, develop, and strengthen the authorized dealer network across the assigned territory.
- Identify new business opportunities and appoint suitable dealers in untapped and underpenetrated markets.
- Build and maintain productive relationships with dealers, distributors, and key channel partners.
- Conduct regular dealer performance reviews covering sales, stock availability, outstanding payments, schemes, and market feedback.
- Improve dealer activation, engagement, retention, and overall business contribution.

B. Primary Sales & Revenue Growth

- Achieve monthly, quarterly, and annual primary sales targets in line with company business objectives.
- Prepare dealer-wise sales plans and ensure timely order generation, follow-up, and billing coordination.
- Monitor dealer inventory, stock ageing, product movement, and sell-through to maintain healthy stock levels.
- Coordinate with the Accounts and Finance teams to ensure timely collections and effective control of outstanding payments.
- Ensure adherence to approved pricing, credit terms, trade schemes, and company sales policies.
- Drive growth across product categories, ensuring the achievement of volume, value, and product-mix targets.

C. ISD Recruitment, Deployment & Performance Management

- Identify staffing requirements and coordinate the recruitment, deployment, and training of ISDs at designated dealer counters.
- Monitor ISD attendance, punctuality, grooming, discipline, product knowledge, and counter productivity.
- Track counter-wise leads, customer engagement, conversion rates, and sales closures.
- Conduct regular performance reviews and implement corrective measures to improve productivity.
- Ensure ISDs follow company guidelines and represent the brand professionally at all times.

D. Brand Visibility & Display Management

- Ensure effective implementation and maintenance of Franke–Faber display standards at dealer showrooms.
- Monitor the installation, condition, and upkeep of display units, mock kitchens, product demonstrations, and branding elements.
- Ensure the availability and proper use of catalogues,



price lists, point-of-sale materials, and promotional communication.
- Coordinate with dealers and internal teams for display upgrades, new product launches, and promotional activities.
- Identify display gaps and implement corrective actions to improve product visibility and customer engagement.

E. Sales Planning & Market Development

- Develop monthly, quarterly, and annual territory sales plans based on market potential and company objectives.
- Analyse dealer-wise and product-wise sales performance to identify growth opportunities and business gaps.
- Monitor competitor activities, pricing, product launches, dealer schemes, and changing market trends.
- Develop action plans for underperforming dealers and territories.
- Expand market reach through new dealer acquisition, improved counter productivity, and stronger channel engagement.

F. Product Training & Sales Enablement

- Conduct regular product training sessions for dealer sales teams and ISDs.
- Educate channel partners on product features, benefits, USPs, pricing, competitive positioning, and installation requirements.
- Support dealer teams during product demonstrations, customer negotiations, and high-value sales opportunities.
- Ensure that sales personnel are equipped with updated product knowledge and promotional information.
- Act as a brand ambassador for Franke–Faber in the assigned territory.

G. Market Intelligence & Reporting

- Collect and report market intelligence relating to competitor pricing, schemes, product launches, dealer activities, and customer preferences.
- Submit daily activity reports, weekly sales reviews, monthly MIS, and other reports as required by management.
- Maintain accurate records of dealer visits, sales commitments, order pipelines, collections, and market development activities.
- Provide timely updates to management on sales performance, market challenges, business risks, and growth opportunities.

H. Coordination & Compliance

- Coordinate with Sales Operations, Accounts, Logistics, Marketing, and other internal teams to ensure smooth business execution.
- Monitor order fulfilment, product availability, delivery coordination, and dealer service requirements.
- Ensure compliance with company policies, approved commercial terms, reporting procedures, and brand guidelines.
- Carry out additional sales and business development responsibilities assigned by the reporting manager.

3. Desired Candidate Profile

Education





- Graduate or postgraduate in any discipline.
- MBA in Marketing, Sales, or Business Administration will be an added advantage.

Professional Experience

- 6–12 years of relevant experience in channel sales, dealer management, primary sales, or business development.
- Experience in managing dealer networks and achieving sales targets in a defined territory.
- Prior experience in kitchen appliances, consumer durables, white goods, sanitaryware, building materials, or allied industries is preferred.
- Experience in ISD management, dealer-counter sales, display execution, and market development will be an advantage.

Skills & Competencies

- Strong dealer relationship management and negotiation skills.
- Proven ability to achieve primary sales and revenue targets.
- Good understanding of channel sales, inventory movement, and collections.
- Strong territory planning, analytical, and execution capabilities.
- Effective communication, presentation, and product-training skills.
- Proficiency in MS Excel, sales MIS, and reporting tools.
- Ability to work independently, manage priorities, and travel extensively within the assigned territory.

4. Key Performance Indicators (KPIs)

Performance will be evaluated against agreed targets and periodic business reviews, including:

1. Primary sales achievement against monthly and annual targets.
2. Sales growth and product-mix achievement.
3. New dealer appointments, activation, and retention.
4. Dealer-wise sales growth and counter productivity.
5. ISD productivity, attendance, and conversion performance.
6. Dealer outstanding collections and credit-policy compliance.
7. Display compliance and brand visibility.
8. Product training coverage and effectiveness.
9. Market development and competitor-response initiatives.
10. Timeliness and accuracy of sales reports and MIS.

5. Key Working Relationships

- Internal: State Business Head, Regional Sales Head, Sales Operations, Accounts, Marketing, Logistics, and HR.
- External: Authorized dealers, channel partners, dealer sales teams, ISDs, and relevant market stakeholders.

6. Working Conditions

- The position requires extensive field visits across Thiruvananthapuram and Kollam districts.
- The incumbent must be available for dealer meetings, market visits, product demonstrations, training sessions, and business reviews as required.
- The role is target-oriented and requires regular monitoring of sales performance and execution standards.

7. General Expectations

The Business Development Manager is expected to demonstrate ownership, integrity, accountability, professional conduct, and a robust customer-oriented approach. The incumbent must protect the company's commercial interests, maintain productive channel relationships, and consistently work towards sustainable business growth.

📌 Business Development Manager (Kollam)
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