B2B Sales Manager from Pharma/ OTC Industry

JOB DESCRIPTION
B2B Manager – Pharma/OTC Business Development
Department: Business Development / Sales
Designation: B2B Manager
Reporting To: Business Head / National Sales Head
Location: As per business requirement
Industry: Pharma/OTC Distribution
Experience: 5–10 Years
Employment Type: Full-Time
1. Job Purpose
The B2B Manager will be responsible for developing and managing the company's B2B OTC business, identifying new business opportunities, acquiring institutional and corporate customers, building strategic partnerships, and achieving revenue and profitability targets.
The role will focus on expanding the company's B2B customer base across corporates, institutions, modern trade, organized retailers, HoReCa, distributors, wholesalers, e-commerce/B2B platforms and other bulk-buying customers, depending on the business model.
2. Key Responsibilities
A. Business Development
Identify, prospect and develop new B2B business opportunities.
Build a strong pipeline of prospective customers and business partners.
Generate new accounts and achieve monthly, quarterly and annual sales targets.
Develop territory-wise and channel-wise business plans.
Identify emerging markets, customer segments and new revenue opportunities.
Prepare business proposals, commercial offers and presentations for prospective clients.
Negotiate pricing, margins, payment terms, credit limits and commercial agreements within company guidelines.
B. B2B Customer Acquisition & Account Management
Acquire and onboard new B2B customers.
Develop long-term relationships with key accounts and decision-makers.
Understand customer requirements and recommend appropriate FMCG product portfolios.
Manage customer enquiries, quotations, orders, deliveries and commercial issues.
Conduct regular business reviews with key customers.
Drive repeat business, cross-selling and up-selling opportunities.
Ensure high customer retention and satisfaction.
C. FMCG Distribution & Channel Development
Develop business through appropriate B2B channels such as:
Institutional Sales
Corporate & Office Supplies
HoReCa
Modern Trade
Organized Retail
E-commerce / B2B E-commerce
Distributors & Wholesalers
Schools, Hospitals & Institutions
Government / Large Institutional Accounts
Develop new distribution partnerships and channel opportunities.
Identify high-potential products, categories and brands for B2B expansion.
Work closely with distributors and internal sales teams to improve market coverage.
D. Commercial & Financial Management
Ensure business is generated with healthy contribution margins.
Monitor customer profitability, discounts, schemes and trade spends.
Ensure timely collection of outstanding payments from B2B customers.
Monitor credit exposure and adherence to approved credit limits.
Coordinate with Finance for reconciliation, claims, credit notes and payment issues.
Minimize overdue receivables and commercial risks.
E. Market Intelligence
Track competitor pricing, product range, promotions and market activities.
Identify changing customer needs and FMCG market trends.
Conduct market mapping and identify potential B2B customers.
Provide regular market intelligence and competitor feedback to management.
Recommend new products, categories and business models based on market opportunities.
F. Internal Coordination
Coordinate with Sales, Operations, Supply Chain, Warehouse, Finance, Marketing and IT teams.
Ensure product availability and timely order fulfilment.
Coordinate with operations for stock planning based on B2B demand.
Resolve customer service, delivery, billing and claim-related issues.
Maintain accurate customer and sales data in CRM/ERP systems.
3. Key Performance Indicators (KPIs)
New B2B customers acquired
Monthly / annual B2B sales achievement
Gross margin / contribution achievement
New business revenue generated
Customer retention and repeat business
Average order value
Active B2B customers
Collection efficiency / DSO
Outstanding and overdue control
Product/category penetration
Territory and channel expansion
Sales pipeline and conversion ratio
4. Candidate Profile
Education:
Graduate in any discipline; MBA/PGDM in Sales & Marketing will be preferred.
Experience:
5–10 years of relevant experience in FMCG, Consumer Goods, Distribution, Institutional Sales, B2B Sales or Business Development.
Experience in developing new B2B accounts and handling institutional/key accounts is preferred.
Candidates with experience in FMCG distribution and multi-channel sales will have an advantage.
5. Required Skills
Strong B2B sales and business development capability.
Excellent negotiation and commercial skills.
Strong customer acquisition and relationship-management skills.
Good understanding of OTC products, distribution and margins.
Strong analytical and business-planning ability.
Excellent communication and presentation skills.
Ability to work with senior decision-makers.
Strong follow-up and execution capability.
Good knowledge of MS Excel, PowerPoint and CRM/ERP systems.
Ability to work independently and achieve targets.
6. Preferred Competencies
Result-oriented and target-driven approach.
Entrepreneurial mindset with strong business ownership.
Strong networking and relationship-building ability.
Commercial acumen and profitability focus.
Problem-solving and decision-making skills.
High level of integrity and accountability.
Ability to manage multiple customers and projects simultaneously.
7. Key Deliverables
The B2B Manager will be expected to:
Build and maintain a strong B2B sales pipeline.
Acquire new institutional and corporate customers.
Deliver agreed revenue and profitability targets.
Develop new B2B channels and markets.
Improve customer retention and repeat business.
Ensure disciplined collections and credit management.
Develop strategic relationships with high-value customers.
Identify new OTCbrands/categories and business opportunities.
Provide regular business reports and market insights to management.
Contribute to the overall expansion and profitability of the FMCG Business Development vertical

Work arrangement
No