Michael Page



Full job description

The Business Development Manager is responsible for meeting or exceeding planned objectives across sales, margin, operating profit and inventory levels for a portfolio of international customers and new customer business targets. In addition the person will contribute to the International teams' goals and objectives. Objectives will be met through formulation of a commercial strategy that will develop new business across current, new trading channels and countries. This position reports directly to the Vice President & General Manager (Northern Europe). The person will work closely with the International and UK sales team

Principal Activities/Objectives:
  • To seek new business customers in the region of Northern Central and Eastern Europe and develop an existing customer-base to agreed targets.
  • Effectively increasing annual sales comparable stores so that they match or exceed the overall company growth rate.
  • Achieving the GSV and NSV, gross margin, and income from operations budget on a quarterly basis
  • Building an effective commercial strategy to increase and generate new business through current and new trading channels, driving penetration of product through new doors in a profitable manner.
  • Accurately forecasting gross sales weekly and seasonal/non seasonal credits related to product returns and inventory markdowns.
  • Collaborating with Finance and Cost Accounting to accurate forecast customer profitability through the corporate proforma process.
  • Developing and implementing merchandising programs, including picking the assortments, pricing, selecting key items, and developing promotional strategies to drive sales.
  • Building strong trading partnerships and negotiating profitable trading terms.
  • Providing collaborative guidance, direction and support to the planning organisational in the development of merchandise, initial sku inventory levels and forecasts.
  • Preparing product, sales analysis, strategies, and sales materials for account presentation meetings
  • Visiting stores to evaluate overall assortment, observing and evaluating competitive products and strategies, and identifying any merchandising opportunities that could translate into profitable sales opportunities.
  • Working collaboratively with Head of Marketing regarding promotion/NPD and customer assortments.
  • Participating in collaborative meetings with Supply Chain and Operations to ensure availability and the timely delivery of merchandise.
  • To manage the cost centre budgets for merchandising and customer service members, finance directors, head of operations and the head of marketing.
Who we are looking for

The ideal candidate developed the following skills:
" You are a multi-lingual commercial manager and thinker.
" You have a proven track record of success in international business development at blue chips FMCG companies
" You hold a European driving licence
" You are a new business winner and able to convert leads and seek out new customers in line with company strategic guidelines
" P&L responsibility experience is required
" You are experienced and willing to travel as per the demands of this position
" You are fully conversant with Category management principles of trading
" You hold experience of managing multiple distributor networks and pricing models
" Knowledgeable with European retailers and models of conducting business
" You must be able to communicate across cultural and country specific business trading
" You are experienced in brand and private label development including pricing, packaging and sourcing
" You add significant value and contribution to the leadership team with detailed strategic thinking
" You have strong analytical skills coupled with the ability to effectively articulate decisions and plans.
" Excellent oral and written communication skills with the ability to communicate message to all levels of management within both internal and external customer management organisations are required
" You are results oriented and self-directed individual with the ability to work independently while keeping direct supervisors abreast of project status.
" You possess a good tactical business sense and be in tune with the needs of the customers, stores and the overall organisation.
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