Business Development Manager

Role Definition

Business Development - Assistant/ Manager leads regional cinema, mall advertising growth by driving revenue, maintaining high profit margin and sole inventories

Responsibilities (KRAs)

1. Achieve Sales Target & Profit Margin

2. Focus on New and Exisiting Client Growth & Conversion

3. Adhere the collection policy to ensure no outstanding

4. Ensure to onboard more direct clients in comparison to agencies

Tasks Activities/ Job Description

1. Achieve Sales Target & Profit Margin

- The Manager shall break the annual revenue and gross profit targets into quarterly and monthly plans.

- He/She shall segment the targets across direct clients, agency clients, sole inventory, and trading deals.

- The Manager shall identify key industries and high-potential revenue accounts.

- A sales pipeline of at least three times the monthly target shall be maintained at all times.

- Weekly prospecting meetings shall be conducted to ensure consistent lead generation.

- Every proposal shall be evaluated for projected profitability before submission.

- All deals must meet the approved minimum margin benchmarks.

- Discounting shall remain within approved limits, and deviations must be formally approved.

- Premium cinemas, blockbuster windows, and high-footfall properties shall be prioritized.

- Weekly revenue review meetings shall be conducted to track performance.

- Variances between target and achievement shall be identified early and corrective action shall be taken within the same quarter.

- Blended margin percentage shall be continuously monitored to protect overall profitability.

2. Focus on New and Existing Client Growth & Conversion

- The Manager shall continuously identify and map new direct client opportunities.

- An updated and structured prospect database shall be maintained.

- A defined minimum number of new client meetings shall be conducted every week.

- Each sales pitch shall be customized based on the client’s brand objectives.

- Cinema advertising shall be positioned as a premium and high-impact branding medium.

- Case studies, performance insights, and measurable outcomes shall be used to strengthen proposals.

- A structured follow-up system shall be maintained to improve conversion ratios.

- Quarterly business review meetings shall be conducted with key existing clients.

- Opportunities for upselling additional screens, cities, and campaign durations shall be identified.

- Dormant clients shall be re-engaged and revived.

- Monthly tracking of direct versus agency revenue contribution shall be reviewed.

- Strategic actions shall be taken to increase direct client share and strengthen margins.

3. Adhere to Collection Policy to Ensure No Outstanding

- The Manager shall confirm that all payment terms comply with company credit policy before closing any deal.

- Proper documentation, including purchase orders and release orders, must be secured before campaign execution.

- Unauthorized credit extensions shall not be granted.

- Weekly review of aging reports shall be conducted in coordination with the finance team.

- Payment follow-ups shall be initiated before due dates to avoid overdue accounts.

- Delayed payments shall be escalated as per company-defined timelines.

- Campaign releases shall be restricted for clients with prolonged outstanding payments.

- Advance payment terms shall be encouraged for new or high-risk clients.

- Days Sales Outstanding (DSO) shall be maintained within approved benchmarks.

- Exposure to bad debt risk shall be minimized through disciplined monitoring and documentation.

4. Ensure to Onboard More Direct Clients in Comparison to Agencies

- The Manager shall define and monitor the target ratio of direct versus agency revenue.

- Categories with high agency dependency shall be identified and strategically targeted.

- Direct relationships shall be built with brand marketing heads and decision-makers.

- Participation in networking forums and industry events shall be undertaken to expand direct outreach.

- Cinema advertising shall be positioned as a strategic branding solution rather than a transactional sale.

- Transparent pricing and structured reporting shall be provided to direct clients.

- Long-term partnerships shall be developed through consistent engagement and performance reviews.

- Efforts shall be made to increase margin contribution by reducing intermediary dependency.

5. Develop Internal Teams and Focus on Their Growth

- The Manager shall clearly communicate individual and team revenue targets.

- Weekly one-on-one meetings shall be conducted to review pipeline strength and performance.

- Guidance shall be provided during key negotiations and strategic pitches.

- Skill gaps in negotiation, pricing, and client management shall be identified.

- Appropriate training and development interventions shall be recommended.

- Monthly performance reviews shall be conducted to evaluate achievement versus targets.

- High performers shall be recognized and motivated.

- Underperformance shall be addressed through structured improvement plans.

- Second-line leadership capability shall be developed to ensure scalability and continuity.

6. Lead by Example and Be the Supervisor That Shows the Way and Goes the Way

- The Manager shall personally take ownership of challenging targets and high-value negotiations.

- Discipline in CRM updates, reporting accuracy, and compliance shall be consistently maintained.

- Ethical sales practices shall be demonstrated at all times.

- Unauthorized discounting and policy deviations shall not be tolerated.

- Client escalations shall be handled promptly and professionally.

- The company’s reputation and brand value shall be protected in all interactions.

- A performance-driven and collaborative culture shall be promoted within the team.

- Professionalism, resilience, and accountability shall be demonstrated consistently to set the standard for the team.

Metrics

1. Achievement of individual and team revenue targets (topline target) & gross profit (target Cr or %)

2. Revenue contribution from sole inventories (X% of total revenue) or Media Mix achievement within ±5% variance of defined %

3. Direct:Agency revenue ratio

4. Number of new clients onboarded and amount of revenue and exisiting clients retained and amount of revenue

5. Outstanding - no. of accounts overdue beyond 120 days

6. Successor readiness % readiness score by year-end

Required Skills

Education:

- Graduate

Experience: 3 to 10 years of experience in media sales ( any media except print)

Functional/Technical Skills

- Competition & Media tracking

- Should also have hands-on experience with MS. Office – Excel, PPT, & Word documents.

Soft Skills

- Strong communication skills

- Someone who is positive and strong negotiator

- Creative mindset

- Ability to work under pressure and take care of succession planning

- Great at building and maintaining relationships with clients/agencies

Salary range: 8 to 13 LPA (Depending on experience and previous salary)

• It is a Full Time Field Sales job for candidates with 3 - 6+ years Experience.