Our WHY is INVITING the WORLD to EXPERIENCE our BEST WATER BRANDS as well as PLANT BASED PRODUCTS.

We bring to life our iconic global brands EVIAN, VOLVIC & FERRARELLE.

At the same time, we take care of bringing plant-based food and drinks reflecting our desire to offer a wider choice to all consumers, especially the growing number of ‘flexitarians’ looking to diversify their protein sources, and people with dietary constraints or preferences.

We operate on a unique business model: partnership with local distributors. We work with more than 150 distributors, operating in more than 110 countries. The team behind it is no more than 100 people, with employees strategically based around the world. In fact, we are one of the most culturally diverse Business Unit in Danone with about 30 different nationalities located in over 20 countries.

When you join us, you will be amongst like-minded individuals – ambitious and hunger for more, flexible & autonomous, resilient in the face of challenges & driving change, high-performers & team players. Every individual makes a direct impact to our business results.

We are Evian Volvic Alpro International (EVAI).

JOB FAMILY / DEPT

Sales

DIRECT REPORTING LINE

Zone Director ME

AREA OF ACCOUNTABILITY

Middle East Countries: KSA, Export markets.

REPORTS TO JOB HOLDER

1

MAIN RESPONSIBILITIES

The role of the Sr. Business Development Manager is to manage distributors of the allocated market(s).

He/she is a key contributor to the topline and bottom-line growth of the zone and the CBU

He/she is responsible for building the joint business plan with the Distributor & pilot the excellence in execution. They are also responsible to work hand in hand with the distributor through to the customer level to maximize our business

• Manage diverse sales channels: Off premise & Away-From-Home, eCcommerce etc.: specific focus on hyper and supermarkets, Impulse, airport, hotels and restaurants;
• Negotiate trade terms with partner: volume targets, rebates, price changes etc.
• Develop the Business plan: identifying the key levers to grow the Business and share/align with the partners and follow up with action plans.
• Anticipate Risks & opportunities for the channels.
• Ensure & challenge the resources needed to execute the plans: partners’ organization & investments (P&L, trade marketing investment…)
• Implement trade marketing strategy and recommend market needs.
• Promotional planning & forecasting
• Close follow up of distributor performance: kpi’s monitoring, market visit & reports.
• Monthly reporting on performance: internal and with partners.

JOB CONTACTS

• Internal contacts:

Zone Director

Hierarchical reports;

Marketing/Finance /Legal/ Supply Chain/ Quality

Marketing team

Trade Marketing

Local HR and EVI Central HR

Other departments/CBUs, according to functional needs (Factory, etc.)

• External contacts:

Distributor Gm’s

Distributors channel and brand managers

Customers from all channels(Retails & AFH)

Other Danone CBU managers

BDM’s from other FMCG companies

PROFESSIONAL EXPERIENCE

Would typically have around 6 to 8 years relevant experience in Sales, Distributor Management, Key account Management, trade marketing, Ecommerce and AFH experience ideally within a strong multinational FMCG company (spirits, high-end/premium).

ABILITIES & COMPETENCIES

Abilities:

• Result oriented : pragmatic, flexible, business quick understanding
• Strong Organization skills : be able to prepare, present and follow-up Business plan with the partner
• Open-minded attitude, Good listener, self-motivated with drive, passion
• Ability to leverage the multi-Cultural differences and similarities and engage people
• Ability to anticipate and plan ahead

Competencies:

• Knowledge on market, category
• Knowledge of the Off premise, AFH and eCommerce channels & Customers (Retail, On the go & On premise, eCommerce)
• Negotiation skill
• Trade marketing experience
• Budget planning and monitoring
• Analytical skills
• Ability to convince internally, partner, distributor & Customers..
• Understanding of strategic vision and marketing
• Presentation skills
• English Business level required

EDUCATION

University Degree

PC SKILLS

MS Office fluency

FOREIGN LANGUAGES

English fluent, Arabic is a strong plus, Other languages are welcome (French…)