• Business Development Manager (Russia/Middle East)

    Location UK-Field Based
    Job ID
    Position Type
    Permanent Full-Time
    Sales and Business Development
    Pentland Brands

    Pentland_Brands_Recruitment_Banner - icims


    Building a family of brands, for the world to love, generation after generation


    Pentland is the name behind some of the world’s best sports, outdoor and fashion brands.


    We own Berghaus, Canterbury of New Zealand, Speedo, Boxfresh, Ellesse, KangaROOS, Mitre, Prostar and Red or Dead. We are also the global licensee for Lacoste Chaussures and Ted Baker footwear, the UK licensee for Kickers, and are shareholders in other companies such as Hunter, Butterfly Twists, Heidi Klein and Tracksmith.


    We’re a third-generation, family-owned business – and we retain strong family values. We care about people, and that’s what drives our day-to-day work. This year the Great Place to Work® Institute recognised Pentland Brands the 11th Best Workplace in the UK and the 16th Best Workplace in Europe. Our global headquarters is in the UK and we employ 2,000 people across 20 countries around the world.


    We believe that doing business the right way, with respect for people and the environment, is essential for ensuring our long-term sustainability - generation after generation. The Pentland values are at the heart of what we do and how we interact with the world around us.


    For further information, please visit www.pentland.com.


    Key Purpose of Job: 

    To deliver Market / Key Account business plans (sales, profit, distribution) through implementation of existing FBI & Key Account strategies thus contributing to the overall Customer Function Vision “Creating value for Pentland and our partners/retailers by delighting the shopper with our brands at POP”   


    • Develop and execute partner/market business plans and budgets to deliver our brand propositions and therefore market growth. 

    • Continuously improve our go to market model strategies and plans to ensure we are executing our propositions better through partners and in the leading retailers in the region. 

    • Execute our FBI & Hybrid Key Account Strategies to ensure effective business building plans are in place with partners and for agreed Key Account targets in the region. 

    • Develop and execute country marketing/trade marketing plans in keeping with Pentland Brand strategies 

    • Leverage the Pentland matrix organisation to align resources to key opportunities - be an ambassador of ‘Stronger Together behaviour’ 

    • Regularly review market/partner/key account performance and develop & execute corrective actions where necessary 

    • Set challenging POP performance standards.  Champion execution effectiveness through FBI with consistent evaluation and applying cross category learnings. Ensuring there are steps & processes in place to maximize performance. 

    • Manage sell in, sell out, stock turn, payment, and order book management including managing overdue orderbook and delivering assigned KPIs 

    • Manage customer marketing budget to invest behind long term business drivers and ensure maximum ROI 

    • Service partners and key accounts with the information, materials, support and advice including regular market visits, feedback, and review meetings 

    • Provide regular situational analysis and insight to the Business Development Director 

    • Local mkt activity, intelligence, sell in & sell out data 

    • Distributor / Licensee / Retailer Performance 

    • Sales, Marketing, Retail, and Retail Marketing activity 

    • Financial comparisons to budgets, contractual minimums, YOY performance etc 

    • Work closely with Supply Chain Customer Services to ensure efficient service to mkts/partners 


    Needs to have 

    • Strong commercial manager with experience of successfully managing partners / retailers across geographies and in different cultures 

    • An execution agent, with the proven energy and tenacity to deliver results. 

    • Strong analytical skills, able to use diverse data streams to get to root cause & develop alternative/corrective actions. 

    • Financial understanding (margins, discounts, debtors, royalties etc) 

    • Excellent interpersonal and influencing skills, able to work across retailers, distributors & licencees. 

    • Solid Negotiation skills training, comfortable negotiating at multiple levels   

    • Strong planning & organising skills, able to multi task 

    • Strong presentation skills and a persuasive style 

    • Proficiency in PC skills including Word, Excel, Powerpoint 

    • Understanding of Selling & Influencing methodologies 

    Needs to be 

    • A self starter, comfortable working on own initiative 

    • An Ambassador for Pentland externally and One Pentland thinking internally 

    • A Role model of Pentland Values across the team  

    • An exceptional relationship builder with both internal and external stakeholders 

    • A team player able to motivate others through persuasion not authority 

    • An influencer, comfortable working in the matrix environment 

    • Diplomatic and culturally aware 

    • Flexible to travel extensively in the defined markets 

    • Analytical with a passion for challenging the status quo 

    • Be passionate about Pentland brands, products and talent, driving collaboration across sites, brands and regions in a One Pentland way 


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