OEM Manager or Business Development Manager
Job Description
Job Purpose:
The OEM Manager or Business Development Manager plays a crucial role in driving revenue growth by identifying, developing & implementing growth opportunities for the company.
It requires expanding market reach and ensuring operational efficiency in a sweet manufacturing company. Their efforts are focused on forging strategic partnerships, enhancing product offerings, and delivering value to both the company and its OEM partners.
This role ensures that products are developed, manufactured, and delivered according to quality standards and contractual agreements are adhered to.
Responsibilities:
Work to be Done:
1. Develop and execute strategic plans to expand our OEM customer base in the food industry
2. Ensure to achieve monthly sales target/ revenue targets by analyzing current sales performance, product price, market research, build relationships, create a plan & define steps to achieve it considering the potential obstacles (last minute orders, order cancellations for any valid reasons, timeline policy)
3. Research & identify potential OEM partners/ customers within the FMCG industry that align with the company’s strategic goals and objectives to promote our products
4. Manage key accounts of the company in terms of volume/ sales order, company size, etc
5. Generate leads through various channels such as exhibitions and expos, online portals, and databases, and manage follow-up throughout the entire sales funnel process.
6. Stay engaged with customers throughout the sales process and maintain clear communication with clients and stakeholders via email
7. Prepare & present sales proposal to the prospective clients including the pre-defined rates.
8. Inform management about the price variation in the markets, if any & suggest/ accept further course of action
9. All sales must adhere strictly to company policy, which dictates that last-minute orders cannot be accommodated
10. Launching new brands – Segment diversion, Online Opportunities, Launching New Categories.
11. Handling and solving customer queries & coordination for any requirements
12. Attending Exhibitions
13. Forecasting & setting monthly, quarterly, half-yearly, and yearly Sales Target for self, team & the clients that’s been handled
14. Lead negotiations with OEM partners to establish terms, pricing, and agreements that are mutually beneficial and aligned with business objectives
15. Conduct negotiation & close deals to achieve sales, responsible for signup new agreements with OEM partners
16. Coordinating between the legal department and management
17. Cultivate strong relationships with OEM partners to foster collaboration, trust, and long-term partnerships
18. Adhere to the payment terms of the company (advance payment)
19. Payment follow up and ensure timely receipt of the payment of outstandings, if any
20. Coordination for audit with the auditor and internal stakeholders (FT, Production, Director, CEO)
21. Review the audit reports and comply with the same by coordinating with the internal team
22. Address any issues or concerns that arise during the OEM partnership, including production delays, quality issues, or contract disputes, to ensure timely resolution and maintain positive relationships
23. Assisting, monitoring, and controlling the Sales Performance of the Sales team
24. Making and sending necessary reports to management
25. Market Analysis – Monitor Market trends, competitor analysis, industry developments to identify opportunities for growth, adaptation of Sales Strategies, enhance product offerings, product pricing & customer satisfaction
26. Re-organization of the Sales Team and Processes – including USP, Guarantee, conversion rates, Sales scripts, upselling, cross-selling. Sales monitoring processes, Incentivization for the Sales team
27. Any other tasks as assigned by the management
Work to be Managed:
28. Provide leadership, guidance, and support to the team of OEM coordinators or specialists to ensure alignment with company goals & objectives
29. Set clear performance objectives and KPIs (Key Performance Indicators) for the OEM team and conduct regular performance evaluations to assess progress and provide feedback for improvement
30. Collaborate with internal teams such as sales, Operations, Marketing, Product Development and Finance to align OEM partnerships with overall business strategies and objectives
31. Manage the budget allocated for OEM Partnerships, including negotiating pricing with OEM partners and monitoring expenses to ensure cost-effectiveness and profitability
32. Collect and analyze data related to OEM Partnerships, including Sales performance, production, & customer feedback to inform decision making and identify the areas of improvement
33. Visitor and visit management of representatives coming from OEM partners
34. Coordinate with Supply chain & logistics team to ensure timely delivery & customer satisfaction
Maintain Personal Hygiene:
35. Ensure compliance with health and safety regulations and standards in all aspects of OEM partnership activities, including production facilities and transportation
36. Implement and maintain strict quality control measures to uphold product quality and safety standards throughout the manufacturing process
37. Promote and enforce cleanliness and sanitation protocols in production facilities to prevent contamination and ensure product integrity
38. Maintain personal cleanliness and professional appearance in accordance with company policies and industry standards during all interactions with OEM partners and stakeholders
39. Promote environmental sustainability initiatives within OEM partnerships, including waste reduction, energy efficiency and responsible sourcing practices
KRAs
• Prepare and present compelling proposals to potential clients, ensuring alignment with their needs.
• Revenue Growth – Undertake initiatives/ build strategies to grow revenue. Create and implement effective sales strategies to meet business growth targets.
• Customer Relation Management – Build and maintain strong relationships with clients, partners, and stakeholders
• New Business Development – Develop strategies to acquire new clients and expand the customer base thereby enhancing revenue growth
• Customer Satisfaction
• Market Share – Market Sizing, Market Mapping
• Sales Pipeline – Attend industry events and conferences/ exhibitions to promote the company and build valuable connections.
• On time delivery
KPIs
1. Percentage increase in revenue generated from new business.
2. Number of new clients acquired within a specific period.
3. Percentage of leads converted into paying customers.
4. Percentage of clients retained over a specified period.
5. Increase in market share or entry into new markets.
6. Value and number of opportunities in the sales pipeline.
7. Number and quality of strategic partnerships established.
8. Percentage of proposals that convert into signed contracts.
9. Number of industry events attended, and connections made.
10. Ratings or feedback from clients regarding their satisfaction with the business development process.
11. Payment follow up & collection
Requisite Skills:
• Minimum of 8 years of experience in OEM Management or related roles within the FMCG industry
• Proven track records of successful OEM partnerships and contract negotiations
• Strong leadership and interpersonal skills with the ability and effectively manage teams and build relationships with external partners
• Excellent communication skills, both verbal and written (especially email drafting, proposal drafting), with the ability to convey complex information clearly and concisely
• Analytical mindset with the ability to collect, analyze, and interpret data to drive decision making and continuous improvement
• In-depth knowledge of FMCG industry trends, market dynamics, and competitive landscape
• Should be good in MS Office (Specifically in Advance Excel)
• Should be good in people management
• Good in decision making
• Ability to work under pressure
• Should be able to manage the health of self and family
Desired Skills:
• Should have been a part of strategic meetings with any organization
• Sales Acumen
• Customer Centric
• Team handling/ team collaboration
• Adaptability to changes
• Proactive and Accountability
• Negotiation skills