Head Of Business Development Export H/F Fichet Group

Reporting to the International Director, the Business Development Manager's mission is to identify, across all countries within their scope, potential partners able to distribute Fichet Group's solutions, to win them over, and to bring them to the signature of a distribution agreement.

Once the agreement is signed, the BDM hands over operational responsibility for the partner to the Sales Manager Export in charge of the relevant zone, following a structured handover process.

In parallel, and to keep a hands-on commercial practice while setting an example for the organisation, the BDM is the direct operational owner of one country (for example: Italy), which they manage as a Sales Manager Export would.

Key responsibilities

• Mapping and prospecting: identify, country by country, the players likely to become Fichet Group distribution partners, drawing on and adding to existing mapping and tools (e.g. multi-country company mapping).
• Qualification: assess the commercial potential, financial solidity and strategic fit of each prospective partner.
• Negotiation: lead discussions with prospective partners up to the signature of a distribution agreement, within the framework and conditions set by the Group.
• Signature of the partnership agreement: the signed agreement legally commits the Group - it is formally signed off by the International Director, who is Accountable for it, based on the case built and the negotiation led by the Head of BD.
• Setting initial targets: together with the newly signed partner - and in consultation with the incoming Sales Manager Export - define the initial sales/performance targets for the first period, before handover.
• Structured handover: organise a complete handover of the newly signed partner to the Sales Manager Export in charge of the relevant zone (briefing, history of exchanges, initial action plan), to ensure continuity of the relationship.
• Direct management of a pilot country: take on, as a Sales Manager Export would, full commercial responsibility for one country (e.g. Italy).
• Detection of new geographic opportunities: propose, based on concrete opportunities, extending the scope to new zones, for validation by the International Director.
• Contribution to distribution strategy: bring to the organisation a structured, well-argued vision for growing a strong, well-run distribution network, in close coordination with the International Director, who owns the overall strategy.
• Coordination with Sales Managers Export: keep each Sales Manager Export informed monthly of prospecting activity within their zone, to act in full coordination with them. This monthly exchange should also allow the Sales Manager Export to flag a need to accelerate prospecting in their zone - for example if one or more existing partners are underperforming or at risk.
• Reporting: regular monitoring of the prospecting pipeline and signed agreements, via existing tracking tools (Action Tracker Partner Missions), feeding into the International Director's consolidated reporting.