Business Development Manager

About Evian Volvic Alpro International (EVAI)

EVAI operates as the international business unit behind the global success of brands like evian, Volvic, and Alpro, offering premium healthful hydration and plant-based nutrition products across more than 90 markets worldwide. The organization spans 13 locations and comprises a culturally diverse workforce from over 30 nationalities. EVAI promotes growth by nurturing business expansion through a wide distributor network and a sales and marketing team empowered to act locally with high autonomy, strong execution, and entrepreneurial spirit. As part of Danone, EVAI blends the agility of a streamlined team with the reach of a global corporation, providing opportunities for leadership development and impactful work supported by dedicated functional partners.

Role Overview

The Business Development Manager (BDM) will be responsible for distributor management within designated markets, contributing significantly to both revenue and profitability goals of the Middle East zone, specifically KSA and Jordan. The role requires crafting and executing collaborative business plans with distributors, actively working alongside them at the customer level to optimize business outcomes across multiple sales channels including off-premise and away-from-home sectors such as hypermarkets, supermarkets, airports, hotels, and restaurants.

Core Responsibilities

• Lead management of diversified sales channels to maximize market penetration and revenue.
• Negotiate trade terms including targets, rebates, and pricing with partners to enhance business relationships and achieve goals.
• Formulate comprehensive business plans in partnership with distributors highlighting key growth drivers and oversee implementation with actionable follow-ups.
• Identify potential market risks and opportunities, proactively adjusting strategies accordingly.
• Ensure partner organizations are adequately resourced for successful execution of business plans, including financial and marketing investments.
• Drive trade marketing initiatives aligned with market demands and promotional planning, ensuring precise forecasting.
• Closely monitor distributor performance via KPIs, conduct market visits, and compile regular performance reports.
• Deliver ongoing monthly performance updates both internally and jointly with partners.

Key Interactions

• Internal stakeholders including Zone Director, hierarchical reports, marketing, finance, legal, supply chain, quality, trade marketing, HR, and other functional departments.
• External partners such as distributor general managers, channel and brand managers, customers across retail and AFH channels, Danone CBU managers, and business development managers from other FMCG firms.

Qualifications & Experience

• A university degree is required.
• Fluency in English and Arabic is essential, with additional language skills considered a plus.
• Typically 6 to 8 years of relevant experience encompassing sales, distributor management, key account management, and trade marketing, preferably in a multinational FMCG environment focusing on premium or spirits sectors.

Skills & Competencies

• Highly results-driven with pragmatic and adaptable approach and quick business acumen.
• Strong organizational capabilities to develop, present, and manage business plans collaboratively.
• Open-minded, excellent listener, self-motivated, passionate, and capable of leveraging cultural diversity.
• Forward-thinking with strong anticipation and planning skills.
• Expertise in market and category knowledge, off-premise channel and customer landscapes.
• Proficient negotiation and trade marketing expertise alongside budget planning and performance monitoring.
• Analytical mindset paired with effective persuasion and presentation skills.
• Deep understanding of strategic vision and marketing principles.