BUSINESS DEVELOPMENT MANAGER

Role & Responsibilities 1. Individual Sales & Business Development Personally generate, qualify, and convert B2B leads. Handle high-value and strategic prospects. Conduct outbound cold calling and proactive prospecting. Handle and convert qualified leads generated through Meta and digital marketing campaigns. Develop relationships with distributors, wholesalers, retailers, and institutional buyers. Conduct product presentations and commercial discussions. Negotiate and close B2B orders. Follow up consistently with prospects throughout the sales cycle. Develop repeat business from personally acquired customers. Maintain an active personal sales pipeline in Zoho CRM. Achieve the individual monthly sales target assigned by management. 2. Sales Team Management Manage and supervise the overall B2B sales team. Directly manage Sales Managers / Team Leaders and monitor their performance. Set clear expectations, sales objectives, and performance standards. Review manager-wise and executive-wise performance. Monitor daily sales activities and monthly target achievement. Identify underperforming teams and implement corrective actions. Coach Sales Managers to improve team productivity and sales performance. Ensure Sales Managers effectively manage and develop their respective BDEs. Maintain discipline, accountability, and a strong sales-focused culture across the department. 3. Team Target Achievement Take ownership of the overall B2B sales department target. Break departmental targets into achievable targets for Sales Managers and their teams. Monitor daily, weekly, and monthly sales performance. Track target achievement against planned revenue. Identify performance gaps at an early stage and implement corrective measures. Develop strategies to improve lead conversion, sales productivity, and revenue. Ensure the team maintains a healthy and continuously growing sales pipeline. 4. Lead Management Oversee leads generated through: Meta advertising campaigns Zoho CRM Cold calling Google and Google Maps IndiaMART and other B2B platforms Other approved lead-generation channels Ensure that all leads are: Properly allocated to the relevant team members. Contacted promptly. Followed up systematically. Updated accurately in Zoho CRM. Progressed through the appropriate sales funnel stages. Converted or appropriately marked as closed/lost with reasons. 5. Zoho CRM Management Ensure complete CRM discipline across the sales department. Monitor personal and team sales pipelines. Review lead stages and follow-up activities. Track quotations, samples, negotiations, and order status. Monitor inactive and stagnant leads. Review lead-to-order conversion ratios. Ensure Sales Managers maintain accurate team records. Use CRM reports and sales data to support business decisions. 6. Sales Manager Management Review individual Sales Manager performance and target achievement. Monitor manager-wise sales and team conversion rates. Review lead allocation and follow-up discipline. Conduct regular performance review meetings. Coach Sales Managers on sales strategy, team management, and target achievement. Support managers with difficult negotiations and high-value accounts. Hold Sales Managers accountable for their team's results. Identify training and development requirements. 7. Training & Coaching Train and coach Sales Managers on sales strategy, objection handling, negotiation, and closing techniques. Ensure Sales Managers effectively train and coach their BDEs. Review sales calls and identify areas for improvement. Conduct regular sales performance reviews. Improve lead conversion and follow-up quality across the team. Lead by example through strong personal sales performance. 8. Key Account & High-Value Sales Personally manage strategically important customers. Support Sales Managers in closing high-value and complex accounts. Develop relationships with major distributors, wholesalers, retailers, and institutional buyers. Negotiate important commercial agreements within approved company guidelines. Develop long-term B2B partnerships and repeat business opportunities. 9. Sales Analysis & Reporting Regularly monitor and analyze: Individual BDM sales Overall team sales Manager-wise sales Executive-wise sales Target achievement percentage Lead response time Calling and follow-up activity Lead conversion rate Sample-to-order conversion Average Order Value (AOV) Repeat order rate Pipeline value Lost opportunities and reasons Prepare actionable reports and present key insights to the CEO / Senior Management.