BIC
Business Development Manager - Indonesia
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Job Summary
The Business Development Manager drives the growth and expansion of our product categories, Shavers, Lighters & Stationery in the Indonesia market. The BDM role involves developing and executing strategic business plans, managing distributor relationships, and leading a commercial direct report to achieve sales targets and increase market share. The ideal candidate will possess a deep understanding of the Indonesia market. The primary objective is to enhance net sales and profitability with a value-ahead volume mindset while ensuring compliance with company policies and local regulations.
Responsibilities
Strategic Planning and Market Analysis
- Develop and implement comprehensive business development strategies to achieve sales targets and market share growth.
- Conduct thorough market analysis to identify trends, opportunities, and the competitive landscape in Indonesia.
- Set achievable goals and KPIs for market share, sales growth, and profitability.
Distributor Management
- Identify, evaluate, and onboard new distributors to expand market coverage.
- Establish and maintain strong relationships with existing distributors, ensuring alignment with company goals and strategies.
- Conduct regular performance reviews with distributors, providing feedback and support to optimize their performance.
- Negotiate contracts, pricing, and terms of trade with distributors to maximize profitability and market penetration.
Sales and Marketing Execution
- Develop and execute sales and marketing plans with distributors to drive physical and mental availability.
- Ensure distributors have the tools, training, and support to promote and sell products effectively.
- Monitor and analyze sales data to identify areas for improvement and implement corrective actions.
Team Leadership and Development
- Lead and mentor the commercial direct report, providing guidance, support, and development opportunities.
- Set performance expectations and conduct regular performance reviews for the commercial direct report.
- Foster a collaborative and results-oriented work environment, encouraging teamwork and innovation.
Financial Management
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- Prepare and manage budgets for the business development function, ensuring efficient allocation of resources.
- Monitor financial performance, including sales, expenses, and profitability, and implement measures to achieve financial targets.
- Work closely with the finance team to ensure accurate forecasting, reporting, and financial analysis.
Compliance and Risk Management
- Ensure all business activities comply with relevant laws, regulations, and company policies.
- Identify and mitigate risks associated with distributor management and market operations.
- Stay updated on regulatory changes and market developments that may impact the business.
Reporting and Communication
- Provide regular reports to senior management on market performance, business development activities, and strategic initiatives.
- Communicate effectively with internal stakeholders, including marketing, finance, and supply chain teams, to ensure alignment and support for business development efforts.
- Serve as the primary point of contact between the company and distributors, ensuring effective communication and collaboration.
Key Performance Indicators
- Sales Growth: Increase sales revenue for the three categories year over year.
- Market Share: Increase the market share for all product categories in Indonesia.
- Profitability: Improve profit margins and profitability through effective cost management and pricing strategies.
- Distributor Performance: Measure and improve distributor performance through sales volume, market coverage, and adherence to agreed terms.
- Customer Satisfaction: Ensure high customer satisfaction and retention through quality products and distributor service.
- New Distributor Acquisition: Successfully onboard and manage new distributors to expand market presence.
- Inventory Turnover: Optimize inventory turnover rates for efficient supply chain management.
- Budget Adherence: Maintain strict adherence to budgetary guidelines and achieve financial targets.
- Promotional Effectiveness: Measure the success of marketing and promotional campaigns in driving sales and brand awareness.
- Team Performance: Monitor and enhance the performance of the commercial direct report, ensuring they effectively meet their individual and team objectives.
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Requirements
- Bachelor’s degree in business administration, Marketing, or a related field.
- Minimum of 5-7 years of experience in business development, sales, or a related field.
- Experience in the FMCG/Consumer goods or related industry.
- Business-level proficiency in English.
- Strong understanding of Indonesia market and business practices.
- Proven track record in business development and distributor management.
- Excellent negotiation, communication, and interpersonal skills.
- Strategic thinking and analytical abilities.
- Leadership and team management experience.
- Financial acumen and budget management skills.
- Ability to work in a fast-paced, dynamic environment.
- Online Commerce know-how to effectively leverage digital platforms and e-commerce channels in FMCG business development strategies.
What Does BIC Offer?
- Work for an international FMCG leader with iconic brands.
- A great team of highly motivated and enthusiastic people.
- Opportunities for growth within a global organization.
BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.
BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.
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