New Business Development Manager

Clorox; Richmond; Hybrid; GBP 60,000 - 80,000; Full time

Job summary

A leading consumer goods company based in Richmond is seeking a Business Development Manager for the EU to drive sales growth and oversee strategic account management. The ideal candidate will have 10-15 years of experience in CPG, a strong track record in the German market, and be fluent in German and English. Responsibilities include developing growth plans and managing relationships with distributors. This position offers a competitive salary and a hybrid work environment.

Benefits

Competitive compensation

Generous 401(k) program

Health benefits

Flexible work environment

Learning and growth opportunities

Half-day Fridays

Qualifications

• 10-15+ years’ experience within CPG, managing direct and indirect business.
• Direct experience of operating in the German market, preferably with wholesalers.
• Experience opening business in new markets / channels in Europe.

Responsibilities

• Responsible for new business development and sales management across Germany.
• Develop and execute a German route to market and sales growth plan.
• Coach, develop, and manage performance for direct reports.

Skills

Fluent German

Analytical Thinking

Sales Management

Negotiation Skills

Customer Relationship Building

Education

College education

Degree educated preferred

Tools

Microsoft Office

Job description

Clorox is the place that’s committed to growth – for our people and our brands. Guided by our purpose and values, and with people at the center of everything we do, we believe every one of us can make a positive impact on consumers, communities, and teammates. Join our team. #CloroxIsThePlace

Your role at Clorox :

Business Development Manager for EU is responsible for new business development and sales management across Germany and other EU markets. This role is also responsible for strategic, direct account management. Additionally, the BDM is responsible for overall EU channel strategy & planning including HTW requirements and GTM development. The initial focus is on developing and executing a German route to market and sales growth plan. The channel manager sets and executes the indirect market sales strategy and segmentation. This work will drive growth in the largest, most strategic markets that are managed via distributors.

Duties will include :

• Coaching, development, and performance management for direct reports.
• Owns the capability plan (build, buy) for indirect trade required to execute strategy. This includes sourcing the right capabilities in markets, including retail services.
• Sets clear priorities for team and enables segmented approach to managing distributors.
• For assigned, direct managed accounts (at time of JD, includes Pets at Home and Fressnapf but is anticipated to grow)
• Customer Business Planning & JBP. Includes negotiation and execution of agreements.
• AMPS execution @ accounts
• Develops sell‑in materials and documents required to influence customer plans.
• Completes regular customer sales analytics. Sets and managed against KPIs.

Sales Admin – Trade Funding, Forecasting, Order Management.

Responsible for developing the overall channel growth plan across EU, including direct and indirect markets, in partnership with the Marketing Manager and strategy.

Focus on German growth via establishing the route to market via Wholesalers and other third parties that service smaller chains and independent pet specialty stores.

Creates and executes the channel influence plan to generate “pull” for our products including initiatives such as trade shows, Wholesaler development and retail services agencies.

Segments and prioritizes service levels for cat litter and Burt’s Bees distributors. Develops relationships and sets agreements, Ways of Working for strategic distributors. Drives execution of DMP process via Senior Region Sales Manager (Distributors). Focus is driving AMPS execution in markets and establishing clean distributor JBPs.

What we look for :

Fluent German language is essential for this role. Fluent written and verbal English required.

Experience

• 10-15+ years’ experience within CPG, managing direct and indirect business.
• Direct experience of operating in the German market, preferably with wholesalers.
• Experience opening business in new markets / channels in Europe.
• Strategic Sales Management, route to market planning & execution.
• Sales fundamentals – call planning & management, selling AMPS, managing objections, etc. Demonstrated AMPS obsession.
• Strategic Joint business plan development / sales plan development.
• People leadership.

Technical Skills

• All Microsoft and basic office program skills.
• Sales technical skills – basic AMPS planning & execution, persuasive selling, negotiation, customer business planning.
• Sales Management skills including data analytics, reporting, trade funds management and sales forecasting.

Managerial skills / abilities

• Strategic thinking and planning including route to market assessment, planning & execution.
• Growth Culture Mindset- Put the Consumer First with contagious curiosity.
• Customer obsessed. Builds great relationships internally / externally and can strategically craft customer development agendas.
• Highly effective at indirect influence.
• Creates an environment which embraces challenges & “push” selling.
• Applies sound judgment and moves forward with confidence despite ambiguity.
• Analytical Thinking – Leverages data and facts to drive business outcomes.
• Communication & Presentation Skills – Strong and persuasive and equally clear verbally or in written documents.
• Analytic skills with a bias towards insights to action.
• Strong negotiation skills.

Education

College education required. Degree educated preferred.

Workplace type : Hybrid

Our values-based culture connects to our purpose and empowers people to be their best, professionally and personally. We serve a diverse consumer base which is why we believe teams that reflect our consumers bring fresh perspectives, drive innovation, and help us stay attuned to the world around us. That’s why we foster an inclusive culture where every person can feel respected, valued, and fully able to participate, and ultimately able to thrive. Learn more .

Benefits we offer to help you be well and thrive :

• Competitive compensation
• Generous 401(k) program in the US and similar programs in international
• Health benefits and programs that support both your physical and mental well‑being
• Flexible work environment, depending on your role
• Meaningful opportunities to keep learning and growing
• Half‑day Fridays, depending on your location