Senior Manager | Consulting & Business Development | Product Mid-Market

Accenture España; Madrid; Remote; EUR 180,000 - 280,000; Full time

Job summary

Gilbarco Veeder-Root, a Vontier company, seeks a Business Development Director to lead European channel growth across multiple markets. You will drive distributor performance, build strategic partnerships, and guide indirect channels while coordinating with sales, marketing, and operations to deliver revenue growth.

Ideal candidates bring deep experience in channel development, partner management, and leading geographically dispersed teams across Europe, with a proven track record of strategic

Qualifications

• Significant experience leading channel, distributor or partner networks across multiple countries.
• Proven track record of driving channel growth and commercial results.
• Experience managing managers and senior commercial teams across Europe.

Responsibilities

• Develop and execute European channel strategy across UK, Germany, Italy, Spain.
• Drive distributor/partner performance and governance; optimise coverage.
• Lead cross-functional initiatives with sales, marketing, and operations to deliver growth.
• Identify new routes-to-market and build strategic partnerships, OEM relationships and indirect channels.
• Oversee aftermarket and non-retail growth and other strategic initiatives across Europe.

Skills

Channel development

Distributor management

Partner networks

Strategic leadership

European business

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

• 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

• 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

• Think 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 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. With decades of expertise and a balanced portfolio, Vontier enables businesses to navigate complexity, unlock growth, and build a cleaner, safer future. We are committed to continuous improvement and the dedication of Team Vontier, empowering businesses to think bigger, act boldly, and thrive on the road ahead.

Our commitment to personal growth, work-life balance, and collaboration fuels a culture where your contributions drive meaningful change.

Join our community of passionate people working together to navigate challenges and seize new opportunities. At Vontier, you are not on this journey alone; we are committed to equipping you with the tools and support you need to fuel your innovation, lead with impact, and thrive both personally and professionally.

Our Commitment to Inclusion

We are an equal opportunity employer and 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.