Business Development Manager

Regional HR Business Partner EMEA @Sylvania Group | Strategic HR Leader | Driving Digital Transformation Across EMEA | Building Inclusive…

Role Purpose

We are seeking a results-driven and experienced Business Development Manager to lead growth in the Italian market, focusing on both retail and eCommerce channels. This role is pivotal in expanding our footprint across international, national, and independent accounts, with a particular focus on the DIY and Professional retail accounts, and DTC eCommerce platforms.

The ideal candidate will have a proven track record in the Italian lighting, consumer goods, builder merchant, or DIY market, with strong expertise in sales, customer acquisition, strategic account management, and the development of long-term commercial partnerships.

The ideal candidate will have deep expertise in:

• Developing and managing key accounts across international, national, and independent retail channels
• Driving sales growth in both DIY and eCommerce channels
• Coordinating with national and international eCommerce teams to drive unified commercial strategies and deliver results
• Category management with a focus on the 4 Ps – product, price, promotion, and placement.
• Building Joint Business Plans (JBPs) and leading complex commercial negotiations.
• Analysing sales data and market insights to shape sales strategies and product positioning.

Key Responsibilities

• Build and develop a strong pipeline of international, national, and independent retail and eCommerce accounts in Italy.
• Identify and onboard new customers in both traditional retail and online channels.
• Collaborate closely with national and international eCommerce teams to ensure consistent execution across retail and digital channels, aligning on strategy, promotions, and account development.
• Develop and execute customer-specific Joint Business Plans (JBPs) aligned with growth objectives.
• Conduct regular client visits and business reviews to strengthen engagement and unlock new opportunities.
• Monitor the lighting, construction and smart home market, identifying trends, opportunities, and competitive threats.
• Analyse customer EPOS/sales data and retail pricing to inform strategy and performance tracking.
• Apply category management best practices across the 4Ps (Product, Price, Promotion, Placement).
• Collaborate closely with marketing, product management, and supply chain teams to ensure seamless execution.
• Contribute to forecasting and budgeting processes with reliable, market-driven insights.
• Ensure excellent post-sales service in coordination with the commercial and quality teams.
• Manage internal reporting and CRM updates in a timely and accurate manner to support commercial planning.

Person Specification and Background

• 8–10 years of experience in national and international account management, ideally within the Italian lighting, consumer goods, builder merchant or DIY market.
• Proven success in business development, key account management, or category management within the Italian consumer goods sector (lighting, electronics, or FMCG preferred).
• Strong negotiation and presentation skills with a results-driven mindset.
• Demonstrated ability to build effective internal and external stakeholder relationships.
• Entrepreneurial spirit with the initiative to identify and convert new opportunities.
• Proficiency in analysing market and sales data to drive business decisions.
• Fluent in Italian; with good proficiency in English required.
• Strong IT skills, including MS Office and CRM tools.
• Based in Italy with flexibility to travel nationally as required.
• Experience working in a matrix or multinational environment is a plus.

Additional Information

• You combine vision with hands-on drive - thinking big, acting fast, and owning outcomes
• Dynamic and growing international team
• Opportunity to shape the future of Sylvania’s Consumer business in Italy
• Competitive package including travel support and benefits

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