Role: Senior Business Development - MarTech (Retail)
Work Location: Gurugram
Key Accountabilities
- Drive new business opportunities for MarTech, loyalty, and customer engagement solutions across CPG brands, grocery chains, and food retail ecosystems.
- Build and manage a qualified pipeline within key segments such as modern trade, supermarkets, hypermarkets, convenience stores, and D2C food brands.
- Identify decision-makers across marketing, digital, loyalty, CRM, e-commerce, and shopper marketing teams.
- Develop and execute go-to-market strategies tailored to CPG and grocery use cases.
- Lead end-to-end sales cycles including discovery, solution positioning, proposal development, and commercial negotiations.
- Position solutions around core industry KPIs such as repeat purchase, basket size, frequency, customer lifetime value, and trade promotion effectiveness.
- Work closely with product, presales, and delivery teams to craft targeted value propositions, demos, and business cases.
- Build strategic partnerships with CPG ecosystem players, retail tech vendors, data providers, and system integrators.
- Track trends in grocery, omnichannel retail, digital coupons, loyalty, and shopper engagement to refine sales strategy.
- Contribute to account planning, pipeline forecasting, and revenue targets.
- Provide market feedback to product teams based on client needs and competitive insights.
Mandatory Skills
- Bachelor's degree in business, Marketing, Engineering, or related field.
- Experience: 9-12 years in Business Development, Sales, Account Management in Retail domain.
- Proven experience selling MarTech, loyalty, shopper engagement, or digital commerce solutions.
- Direct exposure to CPG, grocery, or food retail clients.
- Experience in consultative, solution, or value-based selling.
- Ability to build and manage complex sales pipelines.
- Strong presentation, negotiation, and stakeholder management skills.
- Experience working with cross-functional teams including product, presales, and delivery.
- Excellent communication and relationship-building skills.
- High ownership mindset with strong commercial acumen.
Desirable Skills
- Experience selling to large grocery chains, food retailers, or global CPG brands.
- Exposure to digital coupons, loyalty platforms, CDPs, campaign management, or personalization engines.
- Familiarity with trade promotion management or retail media ecosystems.
- Experience in SaaS or subscription-based MarTech solutions.
- Understanding of data, analytics, and AI-driven shopper marketing.
- Existing network within the grocery or CPG ecosystem.
