Business Development Manager

Overview 

Our client is a leading global FMCG company operating and is recognised for its portfolio of trusted, iconic brands and ongoing product innovation, the company focuses on delivering high-quality solutions that meet consumer needs. It works in close partnership with major retailers to drive category growth, emphasises sustainable business practices, and invests in long-term brand development.

The Business Development Manager – Eastern Europe will play a pivotal role in building the business across Eastern Europe with a focus in personal care categories.
This role will be responsible for developing new distribution channels, driving brand listings in major retail chains, and managing the full business P&L for the region. The incumbent will anchor the ambition to build a €10Mn+ business over the next 3–5 years.

Key Responsibilities:

Business Development & Channel Expansion

• Identify, appoint, and manage distributors and retail partners across Poland and other focus markets (Hungary, Croatia, Romania, Slovenia).
• Lead market entry and expansion strategy across key countries, ensuring availability in top retail chains and other modern trade and e-commerce platforms.
• Drive end-to-end negotiations for listings, trade terms, and promotional support.

P&L Ownership & Business Planning

• Own the full P&L and business performance for the region.
• Develop and execute joint business plans (JBPs) with distributors and key retailers.
• Manage pricing, trade margins, and promotional budgets to deliver sustainable growth and profitability.

Brand & Portfolio Development

• Provide structured feedback on portfolio performance, consumer insights, and competitive landscape to shape product offerings for Eastern Europe.
• Collaborate closely with internal cross-functional teams (Marketing, Supply Chain, Finance, and R&D) to align product mix, pack formats, and marketing strategies with local market needs.

Retail & Trade Marketing Execution

• Build compelling selling stories and activation plans to support brand listings and visibility in stores.
• Develop and manage annual promotional calendars to drive sell-through and market share growth.
• Ensure strong execution at point-of-sale through collaboration with distributors and trade marketing teams.

Market Intelligence & Reporting

• Monitor category trends, market dynamics, and competitor activity.
• Provide regular business performance updates and strategic recommendations to the Business Head – Americas & Europe.

Must Have

• Bachelor’s degree in Business, Marketing, or related field; MBA preferred.
• 8–12 years of relevant experience in FMCG / Consumer Goods business development in Eastern or Central Europe.
• Candidates from Personal Care industry with relevant experience.
• Based in Poland or strong knowledge of the Polish market.
• Proven BDM sales experience with a track record in managing distributors and driving retail listings.
• Strong network and working knowledge of key retail chains like Tesco etc.
• Excellent negotiation, analytical, and cross-functional collaboration skills.
• Fluency in English required; knowledge of Polish or another Eastern European language is an advantage.
• Entrepreneurial mindset with strong commercial acumen.
• Strategic thinker with hands-on execution ability.
• Strong relationship builder with retailers, distributors, and internal teams.