Business Development Manager – Active

Job ID: 478

Key Purpose of Job:

To deliver Market / Key Account business plans (sales, profit, distribution) through implementation of partner business plans & Key Account strategies that contribute to the overall Customer Function Vision “Drive the growth of our brands globally through the execution of market, customer & shopper led opportunities, operating as One Pentland and using commercial capability as a competitive advantage”. This role covers Pentland’s Active (sport) brands, the biggest of which is Speedo.


  • Develop and execute partner/market business plans and budgets to deliver our brand propositions and therefore market growth.
  • Continuously improve our go to market model strategies and plans to ensure we are executing our propositions better through partners and in the leading retailers in the region.
  • Execute our Fix, Build, Inspire & Hybrid Key Account Strategies to ensure effective business building plans are in place with partners and for agreed Key Account targets in the region.
  • Develop and execute country marketing/trade marketing plans in keeping with Pentland Brand strategies
  • Leverage the Pentland matrix organisation to align resources to key opportunities - be an ambassador of ‘Stronger Together behaviour’
  • Regularly review market/partner/key account performance and develop & execute corrective actions where necessary
  • Set challenging POP performance standards.  Champion execution effectiveness through FBI with consistent evaluation and applying cross category learnings. Ensuring there are steps & processes in place to maximize performance.
  • Manage sell in, sell out, stock turn, payment, and order book management including managing overdue orderbook and delivering assigned KPIs.
  • Manage customer marketing budget to invest behind long term business drivers and ensure maximum ROI.
  • Work with regional marketing / go-to-market team to provide partners and key accounts with information, materials, support and advice including regular market visits, feedback, and review meetings.
  • Provide regular situational analysis and insight to the Business Development Director / Commercial Director Asia and Global Brand Directors and teams 
    • Local mkt activity, intelligence, sell in & sell out data
    • Distributor / Licensee / Retailer Performance
    • Sales, Marketing, Retail, and Retail Marketing activity
    • Financial comparisons to budgets, contractual minimums, YOY performance etc
  • Work closely with Supply Chain and Customer Operations to ensure efficient service to mkts/partners

Needs to have

  • 5 years experience successfully managing partners / retailers across geographies and in different cultures. Can consider candidates with regional marketing, product, digital or retail experience looking to stretch into a wider commercial and sales role.
  • Experience in and potential to manage complex partner relationships and effect change in partner’s performance, growth rate and alignment to strategy.
  • Experience in the footwear, apparel & sport industries would be beneficial.
  • Leadership potential.
  • Proven energy and tenacity to deliver results.
  • Good analytical skills, able to use diverse data streams to get to root cause & develop alternative/corrective actions. Financial understanding (margins, discounts, debtors, royalties etc)
  • Excellent interpersonal and influencing skills, able to work across retailers, distributors & licensees as well as internal stakeholder.
  • Good negotiation skills training, comfortable negotiating at multiple levels. 
  • Strong planning & organising skills, able to multi task.
  • Strong presentation skills and a persuasive style.
  • Proficiency in PC skills including Word, Excel, Powerpoint.
  • The role requires fluent English and other Asian languages would be advantageous.

Needs to be

  • An emerging sales and commercial talent seeking career growth.
  • Passionate and confident, with the ambition to achieve great things at a high standard of behaviours and execution.
  • Willing to dig in, work hard, be persistent, learn fast and learn lots.
  • A team player able to motivate others through persuasion, relationship building and influence.
  • An influencer, comfortable working in the matrix environment.
  • Diplomatic and culturally aware.
  • Flexible to travel extensively in the defined markets.

Measures of success

  • Sales & profit delivery for distributors and royalty for licensees in the defined region.
  • Business planning and execution against plan.
  • Team and individual one-year- plans (PDR process).
  • Being ‘in control and informed’ when it comes to performance, alerting the business to risks, identifying opportunities and knowing our numbers for assigned territories and customers.
  • Stakeholder and customer feedback.

This job description is not exhaustive and you may be required to carry out other duties as requested.

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