Head of Business Development

Global Executive Development & Retention | HR Partner, Talent Acquisition Expert

As the head of the company's tissue business in a newly developed European country market, this role is responsible for the comprehensive strategy formulation and execution for market entry, business development from scratch, and the establishment and management of a localized team. The core mission is to successfully build the company's brand presence, achieve sustainable sales growth and market share acquisition within 18-24 months, and lay a solid foundation for long‑term growth in the European market.

Responsibilities

• 1. Market Strategy & Business Planning
  • Conduct in-depth research on the tissue market landscape, consumer habits, channel structure, and competitive environment in the country. Submit and gain headquarters approval for the inaugural "Market Entry and Three‑Year Business Development Plan".
  • Deliver a report containing specific market size data, primary channel strategy (e.g., hypermarkets, e‑commerce platforms), competitor analysis, and preliminary financial models.
  • Lead business negotiations and finalize cooperation agreements with key retailers, supermarket chains, local distributors, and mainstream e‑commerce platforms in the target country. Secure stable initial orders by successfully onboarding at least 3 key channel partners within the first year.
  • Produce signed cooperation agreements, quarterly sales revenue, and number of new key accounts.
• 3. Localized Operations & Team Building
  • Establish and lead the initial local team (sales, marketing, operations). Complete hiring for core positions and set up team management systems compliant with local regulations and company culture within the first 6 months.
  • Track team formation completion rate, local employee retention rate, and team performance evaluation results.
• 4. Product & Supply Chain Coordination
  • Propose localization adaptations for product specifications and packaging design to headquarters based on local market needs. Collaborate closely with the group supply chain department to optimize logistics from production to local warehousing, specifically addressing cost challenges related to the low‑density, high‑volume nature of tissue products. Aim to keep logistics costs within budget in Year 1.
  • Measure number of submitted localization proposals, logistics cost ratio, on‑time order fulfillment rate.
• 5. Brand Building & Marketing
  • Develop and execute annual brand marketing plans, integrating online and offline resources to enhance brand awareness. Prioritize e‑commerce and new retail channels, targeting an e‑commerce sales contribution over 20% of total sales by Year 2.
  • Measure brand awareness survey results, e‑commerce sales contribution ratio, marketing campaign ROI.
• 6. Financial Management & Risk Control
  • Oversee budgeting, cost control, and profit target achievement for the new market. Ensure healthy accounts receivable and stringent credit risk control to achieve positive cash flow.
  • Measure budget attainment rate, gross profit margin, DSO.

Qualifications

• Financial & Data Analysis: Proficiency in interpreting financial statements and using data for business decision‑making.
• Supply Chain Understanding: Knowledge of cross‑border trade, logistics, and supply chain management fundamentals.
• Entrepreneurial Spirit: Results‑driven, self‑motivated, capable of leading teams in resource‑constrained, ambiguous environments.
• Leadership: Ability to build, motivate, and develop high‑performing cross‑cultural teams.
• Cross‑cultural Communication: High cultural sensitivity and adaptability. Fluent English (written and spoken) is mandatory. Proficiency in a local European language (e.g., German, French, Polish) is a significant advantage.
• Problem‑Solving: Analytical thinker, able to identify key business challenges and coordinate resources to deliver innovative, practical solutions.
• Bachelor's degree or above, preferably in Marketing, International Trade, Business Administration, or related fields.
• Minimum 8 years of experience in the FMCG industry, with at least 5 years focused on the European market. Experience in the household paper or tissue industry is highly preferred.
• Proven success in greenfield market development (from zero to one) in a new country, with full‑cycle involvement from market research, strategy, channel setup, team building to profitability.
• Extensive experience and a strong network dealing with major European retailers (e.g., Metro, Carrefour, Aldi) or key local channels.
• Management experience at a Regional General Manager or Country Manager level in a multinational corporation, leading cross‑cultural team’s communicator.

Basic Information

Seniority level: Director

Employment type: Full‑time

Job function: Business Development, Sales, and Marketing

Industries: Consumer Services