Business Development Manager – Strategic Brands

About the role

The Business Development Manager – Strategic Brands will drive sales growth and commercial success for Diplomat Distributors’ strategic brand portfolio within the HORECA channel (hotels, restaurants, airlines, catering and institutional food service). The role focuses on expanding brand distribution, increasing market penetration and building strong customer relationships.

Key responsibilities

• Identify, prospect and secure new HORECA customers across airlines, hotel groups, restaurant chains, contract catering and institutional food service.
• Build and maintain a qualified pipeline, forecast value and track conversion stages.
• Lead or support tender and RFP processes for food and beverage supply contracts.
• Develop tailored value propositions and category solutions aligned to each prospect’s operating model.
• Monitor competitor activity, pricing and market share to inform strategy.
• Manage and grow existing accounts, ensuring volume, revenue and margin targets are met.
• Negotiate trading terms, listing fees, promotional support and pricing.
• Coordinate distribution and supply‑chain logistics to meet the specific demands of airline and hospitality customers.
• Resolve service and supply issues, driving customer satisfaction and retention.

Required profile

• Proven experience in sales or business development within the HORECA or FMCG food‑beverage sector.
• Strong understanding of route‑to‑market distribution for out‑of‑home channels.
• Demonstrated ability to manage key accounts and negotiate commercial terms.
• Excellent communication and relationship‑building skills.
• Ability to work independently and meet targets in a fast‑paced environment.

Required skills