Sr Business Development Manager AFH & International Customers

at  Capri Sun AG

Who we are
Capri Sun is the number 1 kids drink in the world and we are the company that brings a smile to children’s faces, to children big and small all around the world. And we are doing that already 6 billion times a year. But we are not just making a drink, we are also committed to play our part in creating a healthier and greener world, working hard to make our straw and our packaging fully recyclable. Hence our Purpose ‘to be the most sustainable, best tasting kids drink in the world’.
We also have a big ambition to grow our business and bring our brand and products to ever more people in ever more countries. We are entering new countries continuously, whilst we also continue to grow and innovate in our core European markets. This also means that we are continuously looking for great talent that wants to be part of our exciting journey and help us achieve our very ambitious plan.
We are now looking to strengthen our international sales team and looking for a highly ambitious professional to join us as our Sr. Business Development Manager AFH & International Customers.
This role can be based in Eppelheim, Paris, London or Warsaw.
Please send your application in English only. CVs in other languages cannot be considered for the process.

Scope

• Key role in driving business expansion and growth, chance to contribute significantly to strategic objectives of Capri-Sun
• Opportunity to lead business development initiatives in the Quick Service Restaurant (QSR) industry
• Acquire, manage and develop partnerships, negotiating and developing deals with international customers within QSR / Away From Home (AFH) as well as within the Hard Discount (HD) / Non-Food Retail (NFR) channel across Europe.
• Leading and unifying the Away From Home team across Europe, sharing best practices, and unifying the team by providing guidance and support to the AFH team members, assisting them in overcoming challenges, developing effective strategies.

Responsibilities

• Business Development: Lead the development and implementation of strategies to expand our presence in the Away From Home / Hard Discount / Non-Food Retail channels within international accounts that operate cross-border. Key focus of the role (75%) is focused on identifying opportunities for growth, build relationships with new customers and to drive initiatives that build new incremental business.
• Central Customer Relations: Cultivate and maintain relationships with key central international customers, particularly in the QSR and HD channels, to drive business growth and ensure customer satisfaction.
• Leadership and Team Management: Provide leadership and guidance to the AFH team across Europe, fostering collaboration, sharing best practices, and ensuring alignment with company goals and objectives and unifying our AFH team on EU level.
• Cross-functional Collaboration: Collaborate closely with all internal go-to-market teams, including sales, marketing, product development, and operations, to align efforts and support the overall business objectives.
• Promotional Program: Ensuring planning and execution of strong promotional plans (primarily within Hard Discount) in close collaboration with local teams and international sales team.
• Managing the annual planning process: set annual strategic plan and ensure implementation by working closely with both internal & external stakeholders (sales, marketing, supply chain, finance)
• Forecasting & reporting: improve forecast accuracy, risks & opportunities, monthly performance reporting and Identifying short term and long term sales opportunities
• Leading the preparation for quarterly senior management meetings
• Deliver results: Delivering target sales revenue across the region.

Day to day tasks and ways of working

• Develop tailored proposals and business plans to secure new partnerships and expand our presence in the QSR, AFH and HD markets
• Conduct regular meetings and presentations with central customers to understand their needs, address concerns, and explore opportunities for collaboration
• Draft collaborative joint business plans with customers that are monitored on regular basis and translated into course corrective actions in case needed
• Collaborate with cross-functional teams to ensure seamless execution of customer initiatives and projects, including product launches, marketing campaigns, and promotional activities.
• Ownership of the customer relationship by developing strong working relationships with all international customers & CSAG teams in Germany, UK, France, Poland & Switzerland
• Monitor key performance indicators (KPIs) related to customer acquisition, revenue growth, and market share within the central customer and AFH segments
• Serve as the primary point of contact for internal stakeholders, providing regular updates and insights on central customer relations and AFH business development activities
• Foster strong relationships with key industry partners, trade associations, and other external stakeholders to enhance our visibility and credibility within the central customer and AFH sectors

Profile

• Minimum 10 years experience in a brand driven beverage industry, with a focus on AFH business development and customer relations
• Proven track record of success in acquiring and managing central international customers, particularly in the QSR/AFH segment
• Very strong retailer key account management experience
• Excellent communication and interpersonal skills, with the ability to build rapport and negotiate effectively with key stakeholders
• Proven negotiation skills
• Strong leadership and stakeholder management skills, with the ability to inspire and motivate sales teams (reporting to regional sales leaders) across different locations
• Results-orientated mindset with a focus on driving business growth and achieving targets
• Strategic thinker with the ability to analyse market trends, develop actionable insights, and translate them into effective strategy
• Able to simplify data analysis to aid senior management teams decision making
• Ability to work cross functionally within an international matrix organisation
• Strong organizational skills
• Fluent in English - native speaker or C2 (required)
• Flexibility to travel within Europe as needed - at least 25% of the time
• Ability to work in a stand alone function

What you can expect

• A great, agile and fun working environment with plenty of opportunities for personal growth and own ideas
• To work for a fantastic global brand and a rapidly growing international beverages company with a start-up mindset
• Freedom, Empowerment, Entrepreneurship, Ownership and lots of Fun
• A fair compensation package
• Country specific benefits package

Responsibilities

• Business Development: Lead the development and implementation of strategies to expand our presence in the Away From Home / Hard Discount / Non-Food Retail channels within international accounts that operate cross-border. Key focus of the role (75%) is focused on identifying opportunities for growth, build relationships with new customers and to drive initiatives that build new incremental business.
• Central Customer Relations: Cultivate and maintain relationships with key central international customers, particularly in the QSR and HD channels, to drive business growth and ensure customer satisfaction.
• Leadership and Team Management: Provide leadership and guidance to the AFH team across Europe, fostering collaboration, sharing best practices, and ensuring alignment with company goals and objectives and unifying our AFH team on EU level.
• Cross-functional Collaboration: Collaborate closely with all internal go-to-market teams, including sales, marketing, product development, and operations, to align efforts and support the overall business objectives.
• Promotional Program: Ensuring planning and execution of strong promotional plans (primarily within Hard Discount) in close collaboration with local teams and international sales team.
• Managing the annual planning process: set annual strategic plan and ensure implementation by working closely with both internal & external stakeholders (sales, marketing, supply chain, finance)
• Forecasting & reporting: improve forecast accuracy, risks & opportunities, monthly performance reporting and Identifying short term and long term sales opportunities
• Leading the preparation for quarterly senior management meetings
• Deliver results: Delivering target sales revenue across the region

Day to day tasks and ways of working

• Develop tailored proposals and business plans to secure new partnerships and expand our presence in the QSR, AFH and HD markets
• Conduct regular meetings and presentations with central customers to understand their needs, address concerns, and explore opportunities for collaboration
• Draft collaborative joint business plans with customers that are monitored on regular basis and translated into course corrective actions in case needed
• Collaborate with cross-functional teams to ensure seamless execution of customer initiatives and projects, including product launches, marketing campaigns, and promotional activities.
• Ownership of the customer relationship by developing strong working relationships with all international customers & CSAG teams in Germany, UK, France, Poland & Switzerland
• Monitor key performance indicators (KPIs) related to customer acquisition, revenue growth, and market share within the central customer and AFH segments
• Serve as the primary point of contact for internal stakeholders, providing regular updates and insights on central customer relations and AFH business development activities
• Foster strong relationships with key industry partners, trade associations, and other external stakeholders to enhance our visibility and credibility within the central customer and AFH sector