Job Title: Business Development Manager - Europe

Reports To: BUD International, Marketing Director

Function:Sales

Location: EU

Grade: 4

Purpose of the Role

Key responsibilities include driving Volume, Net Sales Value (NSV), Gross Profit, and Net Profit achievement while ensuring business growth through new country launches, particularly within the natural belt of development for ACCBC. The role also involves managing and developing new territories, as well as strengthening partnerships with current customers, importers, and distributors. In addition, it focuses on establishing best practices for regions to enhance efficiency and profitability, alongside leading and developing people to deliver sustainable performance.

Key Accountabilities

1. Business & Financial Performance

• Achieve Volume, Net Sales Value (NSV), Gross Profit (GP), and Net Profit (NP) targets for the Europe region.
• Develop and execute annual business plans aligned with company objectives.
• Continuously track performance versus budget and take corrective actions where required.

2. Market Expansion & Development

• Lead new market launches within the Europe region, with focus on strategic growth corridors aligned to the natural belt of ACCBC development.
• Conduct feasibility studies, market entry analysis, and route-to-market planning.
• Drive brand availability, visibility, and penetration in priority markets.

3. Partner Management

• Manage and develop relationships with importers, distributors, and key customers, ensuring strong business partnerships and alignment with company goals.
• Negotiate and monitor commercial terms, pricing, and annual business agreements.
• Build capability within the distributor network to enhance execution and market performance.

4. Territory & Channel Development

• Develop territories, ensuring business growth and compliance with global standards.
• Support the roll-out of best practices across territories to ensure consistency and efficiency.
• Identify new opportunities for channel development, including modern trade, traditional trade, and food service.

6. Strategic Planning & Reporting

• Provide regular market intelligence, competitive updates, and performance reports to management.
• Collaborate cross-functionally with Supply Chain, Marketing, Finance, and other departments to ensure alignment on execution and growth plans.

Key Performance Indicators (KPIs):

• Volume Achievement (%) vs. Target
• NSV Achievement (%) vs. Target
• Gross Profit and Net Profit (%) vs. Target
• Market Expansion: No. of new markets launched / distributors onboarded
• In-Market Execution: Distribution, availability, visibility KPIs
• Trade Spend Efficiency: % ROI on trade investments
• People Development: Training, retention, and succession readiness of team

Requirements:

• Education: Bachelor’s degree in business administration, Marketing, or International Trade (MBA preferred).
• Experience: 8–12 years of proven experience in FMCG international business development, with hands-on exposure to European markets. Based in EU – Netherlands having his own set up in terms of Visa, Medical Insurance etc.
• Industry Background: Food, Beverage, or Dairy sectors preferred; experience in managing multinational territories is an advantage.

Skills:

• Strong commercial and financial acumen.
• Deep understanding of distributor management and route-to-market structures.
• Excellent negotiation, presentation, and analytical skills.
• Proficiency in MS Office and business intelligence tools (Power BI, Nielsen, etc.).
• Language: Fluent in English; additional European language(s) preferred.
• Mobility: Willingness to travel extensively across Europe and other assigned markets.

Decision Rights:

• Approve commercial offers and distributor terms within delegated limits.
• Recommend and finalize new distributor appointments in coordination with Head of International Business.
• Propose pricing, trade promotions, and investment plans within agreed financial boundaries.
• Lead negotiations and annual business reviews with key customers and partners.

Competencies Required:

• International Business Development & Market Entry Strategy
• Distributor Management & Channel Development
• P&L Management & Financial Acumen
• Strategic Negotiation & Contracting
• Route-to-Market Optimization
• Behavioral Competencies:
• Strategic Thinking & Commercial Insight
• Influencing & Relationship Building
• Results Orientation & Accountability
• Agility & Adaptability
• People Leadership & Team Development
• Cross-Cultural Communication

Role Positioning:

• This is a senior commercial leadership role within the International Business function, responsible for driving ACCBC’s growth agenda across Europe. The role serves as the primary interface between ACCBC headquarters and regional partners, ensuring strategic alignment, operational excellence, and profitable market expansion.

Career Path:

• Senior Business Development Manager – International Markets
• Regional Country Manager / Cluster Head
• Head of Export / International Business