Client Sales Solutions

Wtc; Madrid; Remote; EUR 180,000 - 240,000; Full time

Job summary

Gilbarco Veeder-Root, a Vontier company, seeks a Business Development Director to lead European channel strategy, partner management and revenue growth across Europe. You will influence distributors and OEMs, building strategic partnerships and driving commercial initiatives across multiple markets.

You will lead geographically dispersed teams, own significant revenue streams, and shape go-to-market approaches while ensuring governance and compliance across the region.

Qualifications

• Significant experience building and leading channel, distributor or partner networks across multiple countries.
• Proven track record of growing channel performance and delivering commercial growth.
• Experience developing and implementing channel strategies across Europe.
• Leadership responsibility for managers and senior commercial teams.
• Ownership of meaningful revenue targets and commercial performance.
• Experience introducing new products, services, channels or go-to-market approaches.
• Strong stakeholder management across regional and cross-functional environments.
• Experience working within complex international organisations.

Responsibilities

• Develop and execute European channel strategy and performance plans.
• Drive distributor and partner performance and optimize channel coverage across Europe.
• Identify new routes-to-market and growth opportunities; build strategic partnerships and OEM relationships.
• Lead cross-functional initiatives with sales, marketing, operations, and commercial teams.
• Manage revenue-generating business units including aftermarket, non-retail, and strategic growth programs.
• Guide governance and ensure commercial compliance across channel activities.
• Lead complex commercial initiatives and influence growth across multiple countries.

Skills

Channel development

Partner management

Distributor performance

Indirect sales

Cross-functional leadership

European market leadership

Stakeholder management

Strategic planning

Job description

Business Development Director

Business Development Director, Europe

Location: Flexible across Europe (UK, Germany, Italy, Spain)

We are seeking an experienced channel and commercial leader to drive channel growth, aftermarket performance, and strategic business development initiatives across Europe.

This is a high-impact leadership role with responsibility for growing established revenue streams, developing and optimising partner networks, identifying new market opportunities, and influencing commercial success across multiple European markets.

We're looking for candidates with a proven track record of delivering growth through distributors, channel partners, OEMs, and indirect sales channels. You'll bring strong experience in channel development, partner management, and distributor performance improvement.

To succeed in this role, you'll have experience leading managers and geographically dispersed teams, operating across complex international environments, and driving results through influence, collaboration, and strong commercial leadership.

With direct responsibility for revenues of approximately 25M-30M and indirect influence over a further 60M through channel partners and distributors, this role offers significant visibility and strategic influence within the business.

What You'll Be Doing

Lead Channel Strategy & Performance

The primary focus of this role is driving channel growth across Europe. You will:

• Develop and execute European channel strategy
• Drive distributor and partner performance
• Evaluate and optimise channel coverage and effectiveness
• Identify new routes-to-market and growth opportunities
• Build strategic partnerships, OEM relationships and indirect sales channels
• Ensure strong channel governance and commercial compliance
• Support the introduction of new products and solutions into the market

Drive Commercial Growth

You will take ownership of revenue-generating business units, including:

• Aftermarket and spare parts business
• Non-retail customer segments
• Strategic growth initiatives
• Business development programs across Europe

Lead Cross-Functional Initiatives

This role is often the focal point for key business initiatives. You will:

• Bring together teams across sales, marketing, operations and commercial functions
• Drive execution of strategic projects
• Remove barriers to growth
• Lead complex commercial initiatives that require collaboration across multiple stakeholders and countries

What We’re Looking For

We are specifically seeking candidates with significant experience in channel development, partner management, distributor performance, and indirect commercial growth. Experience managing managers and leading geographically dispersed teams is required.

Location: Flexible across Europe (UK, Germany, Italy, Spain)

Essential Experience

We are interested in candidates who can demonstrate:

• Significant experience leading channel, distributor or partner networks across multiple countries
• Success growing channel performance and delivering commercial growth
• Experience developing and implementing channel strategies
• Leadership responsibility for managers and senior commercial teams
• Ownership of meaningful revenue targets and commercial performance
• Experience introducing new products, services, channels or go-to-market approaches
• Strong stakeholder management across regional and cross-functional environments
• Experience working within complex international organisations

Commercial & Contract Experience

The successful candidate will bring experience in:

• Commercial contract negotiations
• Distributor and partner agreements
• Contract execution and governance
• Managing channel compliance issues
• Partner relationship management
• Commercial decision-making and risk assessment

The Leadership Profile

This role requires more than traditional sales management. We’re looking for a strategic commercial leader who:

• Thinks beyond short-term revenue targets
• Can influence without direct authority
• Is comfortable managing managers
• Can travel and operate effectively across multiple European markets
• Has the credibility to engage with senior stakeholders
• Can balance strategic planning with commercial execution
• Enjoys solving complex business challenges and driving change

Languages

English is essential, additional European languages are desirable.

Why Join?

This is an opportunity to take ownership of a highly visible European leadership role with responsibility for:

• Significant commercial scope
• Strategic channel development
• Market expansion initiatives
• Leadership of established teams
• Influencing growth across a large European territory

If you have successfully grown channel businesses, led senior commercial teams and delivered results through partner networks, we'd like to hear from you.

Who is Gilbarco Veeder-Root

Gilbarco Veeder-Root, a Vontier company, is the worldwide technology leader for retail and commercial fueling operations, offering the broadest range of integrated solutions from the forecourt to the convenience store and head office. For over 150 years, Gilbarco has earned the trust of its customers by providing long-term partnership, uncompromising support, and proven reliability. Major product lines include fuel dispensers, tank gauges and fleet management systems.

Who is Vontier

Vontier (NYSE: VNT) is a global technology company powering the way the world moves. We empower businesses in the transport sector to adapt to a fast-changing landscape by uniting productivity, automation and multi-energy technologies. Our smart, connected solutions serve roadside convenience retail stores, fleet operators, and auto repair technicians. From integrated payments and EV charging software to carwash technology and retail automation, we help customers stay productive and prepared for a rapidly evolving industry.

Our commitment to personal growth, work-life balance, and collaboration fuels a culture where your contributions drive meaningful change. We provide the roadmap for continuous learning, allowing creativity to flourish and ideas to accelerate into impactful solutions that contribute to a sustainable future.

Equal Opportunity Statement

Vontier Corporation and all Vontier Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law. The "EEO is the Law" poster is available at: Individuals who need a reasonable accommodation because of a disability for any part of the employment process should call or e-mail to request accommodation.