District Business Development Manager

Job Summary

The Modern Trade District Business Development Manager (MT DBDM) is responsible for leading the commercial growth of assigned modern trade accounts across a defined geographic district or cluster. This role manages a team of Business Development Managers and/or Key Account Specialists, ensuring the delivery of volume, revenue, distribution, and in-store execution targets. The MT DBDM builds strategic customer partnerships, drives commercial excellence, and leads district-wide execution of national and channel-specific initiatives in coordination with Trade Marketing and Operations teams.

Responsibilities:

1. District Account Leadership

• Oversee business performance across a portfolio of modern trade accounts within the district (e.g., SM, Robinsons, Puregold, drugstores, e-commerce hubs).
• Lead the development and execution of customer Joint Business Plans (JBPs) at district level, ensuring alignment with national priorities.

2. Sales Performance Management

• Deliver sales volume, revenue, and profitability targets across the assigned district.
• Monitor trading performance, manage account forecasts, and address performance gaps through data-driven actions.

3. Team Leadership and Capability Building

• Lead and develop a team of Modern Trade Business Development Managers and/or Account Executives.
• Conduct regular performance reviews, field coaching, and capability-building sessions to uplift team competency and engagement.

4. Customer Development and Negotiation

• Build and maintain strong partnerships with key decision-makers in modern trade accounts within the territory.
• Negotiate trading terms, promo support, visibility, and customized customer programs in collaboration with the national accounts team.

5. Execution Excellence

• Ensure on-ground execution of planograms, promotions, must-carry SKUs, and secondary displays through close coordination with Merchandising and Operations.
• Track compliance and execution KPIs across branches and provide guidance for improvement.

6. Cross-Functional Collaboration

• Partner with Trade Marketing, Category, Finance, and Supply Chain teams to execute go-to-market strategies, NPD launches, and stock management at the district level.
• Provide inputs into national strategy based on regional learnings and local execution feedback.

Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field
• Has 5–8 years of experience in FMCG sales, modern trade account management, or regional sales leadership
• Demonstrates leadership in managing key accounts or regional portfolios
• Strong commercial acumen, negotiation, and planning skills
• Proficient in sales analytics tools (e.g., Power BI, Nielsen, SAP, Excel)
• Excellent interpersonal and stakeholder management skills