Associate Manager, Business Development

MAIN PURPOSE:

• Strengthen the relation between BIC and his local distributor
• Study the current route to market of our distributor to identify points to improve. Be proactive in setting up improvements.
• Work in close partnership with the distributor to set up yearly plans (Sales & Marketing)
• Set up of Distributor objectives in partnership with your manager
• Develop and support the distributor
• Motivate and Keep Focus Distributor’s team on our products & try and support local sales team

Main Responsibilities / Tasks

• Prospect for potential new clients and turn this into increased business.
• Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging our network.
• Identify potential clients, and the decision makers within the client organization.
• Research and build relationships with new clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches.
• Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
• Use a variety of styles to persuade or negotiate appropriately.
• Present an image that mirrors that of the client.
• Pricing: RSP vs. competition/ RSP Consistency between the BIC products (range)/ RSP of promo packs vs. standard packs
• Merchandising: Point of Sales product visibility/Respect of Merchandising guidelines, POSM/In store location (check out for lighters)/….
• BIC Assortment: Make sure the defined assortment per channel is applied/respected
• Competition: Perform a competitive watch (Prices/New products/Promotions)
• Sales Force tools: Make sure the agreed tools with the distributor are well in action and present a professional image of our brand (Leaflet, Point of Sales material, Vans,….)
• Stock & Warehouse: Closely monitor our products and POSM stock within Distributor premise vs. other brands in distributor portfolio
• Reporting: Trip reports following your market visits across the country/ Monitoring of sales (IMS) & Marketing actions / Regular update of the shipment plan (according to BIC calendar)/ Price structure / Follow up on Marketing plan (BDF, …)/Follow up on payment status/ Follow up on Counter fighting
• Champion the execution of BIC values in the country Client Retention
• Present new products and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.

Qualifications

• Minimum 5-7 years of experience in sales and marketing within FMCG
• Business Degree
• Fluent in English & Knowledge of local languages
• Travel within the country required