Manager - Business Development

About the role

You'll own national/ regional FMCG brand acquisition for Kirana Club—from building the pipeline and opening commercial conversations to negotiating deals, onboarding brands, and driving early growth. You'll own the full business development lifecycle until the account is stable and ready for transition to the KAM team

What you'll do

• Build a pipeline of regional FMCG brands across target categories — identify the right brands, find the right POC, and create the opportunity.
• Negotiate commercial terms including commission structures, promotional investments, MOP compliance, fill-rate SLAs, and logistics terms.
• Own the end-to-end onboarding process, ensuring brands are operationally ready for a successful launch.
• Own newly onboarded brands during the initial growth phase—resolve operational issues, drive early traction, and establish a strong foundation before transitioning the account to the KAM team.
• Work cross-functionally with catalogue, ops, and logistics to ensure clean brand go-lives.

What we're looking for

• 2–6 years of experience in marketplace business development, brand partnerships, FMCG sales, or key account acquisition, including at least 2 years in a business development or acquisition role.
• Experience owning the complete business development lifecycle—from prospecting to onboarding and early account growth
• Comfortable building from scratch: your own pipeline, your own pitch, your own close.
• Sharp commercial instinct — knows when a deal works for both sides and when to walk away.
• Willingness to travel