Business Development Director - Europe

RMA Group Company Limited; Deutschland; Hybrid; EUR 120,000 - 180,000; Full time

Job summary

RMA Group seeks a senior Business Development Director to build and lead its commercial vehicle modification business across Europe and the UK. The role focuses on vans and pick-ups, developing opportunities with OEMs, national sales companies, and converter networks, and expanding partnerships with fleets, leasing, and rental operators.

You will work with a diverse team across multiple regions, travel extensively in Europe, and report to senior leadership.

Qualifications

• Bachelor's degree in Engineering, Business Administration, or related field.
• MBA or relevant postgraduate qualification preferred.
• At least 10 years in business development or sales in automotive in Europe.
• Strong knowledge of the commercial vehicle sector and OEM networks.
• Experience with fleet, leasing or rental sectors advantageous.

Responsibilities

• Develop and deliver Europe and UK BD plan aligned with the Group's objectives.
• Build relationships with OEMs, national sales companies, dealers and converter networks.
• Develop partnerships with OEM-approved converter networks and specialist builders in Emergency/Defence/Industrial sectors.
• Secure new business with major fleets, leasing and rental operators; leverage existing body builders and dealers.
• Identify, qualify and close new opportunities; maintain a structured pipeline across Europe.
• Lead commercial discussions and negotiations; ensure pricing aligns with approvals and authority.
• Promote RMA's engineering, vehicle conversion, and manufacturing capabilities to OEMs and fleets.
• Coordinate with operations and technical teams across Europe, Turkey, South Africa and Thailand.

Skills

European market

Negotiation

Stakeholder mgmt

Strategic thinking

Networking

English & German

Education

Bachelor's degree

MBA or postgraduate

Job description

RMA Group, headquartered in Bangkok, Thailand, is a multi-sector group with over 9,000 employees and an operational presence in 17 countries. For 40 years, we have developed enduring partnerships to support the needs of our clients, underpinned by the core values of innovation, integrity, and endurance. Through its various businesses including RMA Automotive, Global Fleet Sales, Comin Asia, and Express Food Group (EFG), RMA Group has established itself as the partner of choice for leading automotive, equipment, engineering services, and food brands in Southeast Asia and beyond.

Overview of the Role within RMA Special Vehicles Division.

This is a new, senior role responsible for building RMA's commercial vehicle modification business across Europe and the UK, with a primary focus on vans and pick-ups as base vehicles. The Business Development Director will develop opportunities with vehicle manufacturers (OEMs), their national sales companies and dealer networks, as well as their approved converter networks. The role will also target major fleet operators, leasing companies and rental businesses, creating special purpose vehicle opportunities across key vehicle sectors.

RMA's international convertor network prepares special purpose vehicles on all major manufacturers' platforms. We work within each manufacturer's processes, enabling customers to receive a complete vehicle with one invoice and full manufacturer support. The successful candidate will use this capability to identify, qualify and convert new opportunities into sustainable commercial relationships and strategic partnerships.

The position has no direct reports at the outset and offers the opportunity to build the European business from the ground up, supported by RMA's operations in Turkey and South Africa and its engineering and manufacturing teams in Thailand.

Key Responsibilities

• Develop and deliver RMA's business development plan for Europe and the UK, aligned with the Group's strategic objectives.
• Build and manage senior relationships with vehicle manufacturers (OEMs), including their national sales companies, commercial vehicle teams and dealer networks.
• Develop partnerships with OEM-approved converter networks and specialist vehicle builders, with particular focus on the Emergency, Defence and Industrial sectors.
• Secure new business with major fleet operators, leasing companies and rental businesses, working through existing body builders, converters and dealer networks where appropriate.
• Identify, qualify and close new commercial opportunities, building and maintaining a structured pipeline across priority European markets.
• Lead customer and partner commercial discussions and negotiations in accordance with RMA's approval and delegation of authority requirements.
• Promote RMA's engineering, vehicle conversion, preparation and manufacturing capabilities as an integrated solution for OEMs, converters, fleets and other commercial vehicle customers.
• Work closely with Finance, Legal, Engineering and operational colleagues to develop commercially viable proposals, establish pricing and successfully deliver awarded projects.
• Coordinate with RMA's operations and technical teams across Europe, Turkey, South Africa and Thailand to develop solutions that meet customer and OEM requirements.
• Conduct market mapping and customer and competitor analysis to identify new segments, partnerships and growth opportunities.
• Represent RMA Group with OEMs, customers, dealers, converters, strategic partners and industry bodies throughout Europe and the UK.
• Maintain a strong understanding of European automotive and commercial vehicle markets, OEM strategies, converter ecosystems and relevant regulatory requirements.
• Provide regular updates to the RMA Group Managing Director on pipeline development, commercial opportunities, project progress, key risks and required decisions.
• Ensure commercial activities comply with RMA policies, contractual obligations and applicable legal and regulatory requirements.

Background and Experience

We are looking for a commercially driven and entrepreneurial automotive professional who combines an established European industry network with the ability to develop a new business platform from the ground up.

The successful candidate should bring:

• A bachelor's degree in Engineering, Business Administration or a related field; an MBA or relevant postgraduate qualification is preferred.
• At least 10 years of business development or sales experience in the automotive industry, including substantial experience working with OEMs and their dealer networks in Europe.
• Strong knowledge of the commercial vehicle sector, particularly vans, pick-ups and associated conversion or specialist vehicle markets.
• Experience working with special-purpose vehicles, approved converter networks, body builders or vehicle modifiers.
• An established network across European automotive, commercial vehicle, fleet and/or specialist vehicle markets.
• A good understanding of vehicle engineering and European type approval/homologation requirements.
• A proven track record of identifying, negotiating, winning and growing significant commercial agreements.
• Experience developing business with major fleets, leasing or rental organisations would be highly advantageous.
• The ability to operate independently, establish relationships quickly and create new business opportunities in developing markets.
• Strong commercial, negotiation, presentation, analytical and stakeholder-management skills.
• High integrity and sound judgment when managing confidential information and third-party commercial relationships.
• Fluency in English and German; French or another European language would be an advantage.
• A working style characterised by achievement, strategic thinking, analytical thinking and networking.

This is a flexible, Europe-based position requiring significant time in-market with customers, OEMs, dealers, converters and partners. Approximately 50–60% travel across Europe is anticipated, together with periodic travel to RMA Group headquarters in Bangkok and other Group locations.

The successful candidate must therefore be comfortable travelling extensively and, where business needs require, at short notice.

RMA Group is an equal opportunity employer, with a diverse group of colleagues globally representing different cultures, backgrounds, and beliefs. Our values of Innovation, Integrity, and Endurance are embedded in what we do, and we welcome applicants who are committed to respecting diversity of thought and living our values on a day-to-day basis.