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Zonal Business Development Manager - South 1, VA India

Requisition ID:  18550
Job Category:  Sales & Customer Service
Career level:  Professional
Contract type:  Permanent

Chennai, IN, 600032


Job Title:  Zonal Business Development Manager

Reports to: Head Business Development


Job Description:

Purpose of the role: 

The Zonal Business Development Manager plays a critical role in driving business growth and revenue. By developing and implementing effective distributor management strategies, Driving Digitalization & technological adoption the Zonal Business Development Manager will help the company to increase its market share, acquire new distributors, and retain existing ones while building strong relationships with key stakeholders.



  • Lead RTM/GTM Transformation on the ground amongst channel partners and sales team.
  • Influence digital adoption & team’s capability to enhance productivity & improve adherence to processes.
    • Ensuring Sales Force Automation and secondary visibility enhancement.
    • Driving Business through Process adherence and influence
  • Develop and implement distributor management strategies within the assigned zone or region.
    • Channel Expansion, Reach, Consolidation, and improving infrastructure requirements for ensuring product availability amongst retailers spread across geography.
    • Identify new distributor opportunities, scouting for, appointing & and holding Potential partners.
    • Work closely with the sales team to develop and execute sales strategies that align with distributor management goals for the business
    • Create and maintain a distributor pipeline to track progress and forecast revenue growth for the business.
    • Identify trends and opportunities for growth in the business related to distributor management.
    • Collaborate with other teams within the organization, including marketing, product development, and customer service, to ensure alignment and maximize results for distributor management in the business.
    • Manage a team of sales professionals to achieve sales targets and deliver results in the assigned zone or region


KPI Measurements:

  • Sales Pipeline Management: The Zonal Business Development Manager should maintain an up-to-date and accurate distributor pipeline for the Business basis the distributor's performance track record & vacancies, and replacements. The KPI for this would be the percentage of deals closed/New Distributor appointments from the total number of deals in the pipeline.
  • Distributor Retention: The Zonal Business Development Manager should work towards retaining existing distributors in the Business. The KPI for this would be the percentage of distributor retention in the assigned zone or region.
  • Revenue Growth: The Zonal Business Development Manager should be responsible for driving revenue growth through effective distributor management strategies. The KPI for this would be the percentage increase in revenue generated from distributor channels compared to the previous year.
  • Market Share: The Zonal Business Development Manager should work towards increasing the company's market share in the Business related to distributor management. The KPI for this would be the percentage increase in market share compared to the previous year.



  • Good verbal communication and presentation skills
  • Hands-on experience in data management and data analytics to analyze distributor data and make informed decisions.
  • Proven track record in team management and leadership.
  • Ability to sell solutions that meet the needs of distributors and customers in the Automotive industry.
  • Basic understanding of logistics at a distributor point to optimize the supply chain and improve the distribution network.


Education & Experience –

  • B.E / B. Tech (Mandatory) MBA (Preferred)

  • Experience of 7-14 years in frontline Retail sales and Distributor management
  • Desired experience in Sales transformation projects
  • Industry - Manufacturing firms, cement/building materials, batteries

About SKF

SKF’s mission is to be the undisputed leader in the bearing business. SKF offers solutions around the rotating shaft, including bearings, seals, lubrication management, condition monitoring and maintenance services. SKF is represented in more than 130 countries and has around 17,000 distributor locations worldwide. Annual sales in SEK is around 75 billion and the number of employees ca 41,000.

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