B2B Channel Development Executive/Manager

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Our client in the FMCG sector is recruiting a B2B Channel Development Executive/Manager

Role Purpose:

The B2B Channel Development Executive/Manager will be responsible for identifying, pursuing, and nurturing business-to-business (B2B) opportunities within the fast-moving consumer goods (FMCG) sector. This individual will focus specifically on Non-Traditional Retail Channels i.e. Government institutions, Travel and Hospitality, Private Industrial Institutions etc for all of the company’s categories of products.

This role focuses on expanding the company’s footprint in the B2B space by building strong relationships with key stakeholders, negotiating commercial terms, and driving growth through strategic partnerships. The executive/manager will also work closely with cross-functional teams to develop tailored solutions that meet customer needs, ensuring the alignment of business goals with market demands.

Key Responsibilities:

1. Business Development Strategy:
• Develop and execute a comprehensive B2B business development strategy tailored to the FMCG market.
• Identify potential new business opportunities, including new markets, partnerships, and customer segments.
• Conduct market research and competitor analysis to identify trends and growth areas.
2. Relationship Management:
• Build and maintain strong relationships with key B2B clients, suppliers, and stakeholders.
• Act as the primary point of contact for all business clients, ensuring timely communication and satisfaction.
• Foster long-term partnerships to ensure sustainable revenue growth.
3. Sales & Revenue Growth:
• Achieve sales targets by driving B2B revenue and expanding the customer base.
• Negotiate contracts, pricing, and terms with new and existing clients.
• Develop and present tailored proposals and solutions to meet the needs of business clients.
4. Cross-functional Collaboration:
• Work closely with the marketing, product development, supply chain, and finance teams to ensure that customer needs are met.
• Collaborate with internal stakeholders to develop customized B2B solutions that are both commercially viable and scalable.
5. Customer Insights & Market Analysis:
• Analyze customer feedback and market insights to identify trends, gaps, and areas for product improvement.
• Provide regular reports on business development activities, pipeline management, and market performance.
6. Negotiation & Contract Management:
• Lead commercial negotiations with business clients to secure contracts, including pricing, service level agreements, and long-term commitments.
• Ensure that all agreements are aligned with the company’s overall business objectives and are legally compliant.

Role Requirements:

1. B2B Business Development Experience:
• 5+ years of experience in a B2B business development, sales, or account management role within the FMCG industry.
• Proven track record of successfully identifying and converting new business opportunities into long-term partnerships.
• Strong negotiation and deal-making skills, with experience in contract management.
• Deep understanding of FMCG product categories and market dynamics, particularly in a B2B context.
• Experience working with major retailers, wholesalers, distributors, or similar B2B partners in the FMCG space.
2. Tertiary Qualification:
• A bachelor’s degree in business, Marketing, or a related field. A master’s degree or additional certifications in sales, marketing, or business development is advantageous.
3. Skills & Competencies:
• Strong interpersonal and communication skills with the ability to influence decision-makers.
• Analytical mindset, capable of interpreting market data and developing insights that drive business decisions.
• Ability to manage multiple projects and clients simultaneously while meeting deadlines.
• Proficiency in CRM tools and MS Office (Excel, PowerPoint).
• Demonstrated ability to work in a fast-paced, dynamic environment.

Proactive reserves the right:

• To call only the shortlisted candidates for interview.
• Not to make any appointment following this advertisement nor to assign any reason whatsoever for accepting or rejecting any candidate.