Business Context & Role Objective: The Company is a global, family-owned company that brings flavor to life for more than 215 years. The business operates both brand and own label products in vinegar; sour pickles; sweet pickle relishes and table sauces, a business of c. £90Mn in the UK & £1.6Bn Globally. The role of the BDM-FS is a manage a range of Japanese FS products ‘secondary distributor’ strategy across Key markets in Europe with an office in the Netherlands


Business Context & Role Objective:

The company already has existing ‘primary distributors’ across Europe for the core Japanese portfolio.

The BDM-FS role is to expand reach with NPD to new distributors and new restaurants operating in more mainstream sectors.

The expectation is to develop a clear environmental scan of the mainstream sectors across the key markets and fully understand the route to market to maximise the growing market trends and develop a clear vision of who and how the ‘secondary distributors’ will service new restaurants which are not currently covered by the current ‘primary distributors’.


Day-to-day duties involve searching and identifying sales leads for new France or Italy business, NPD range/ reporting sales, execute product range, pricing, profit, promotions & incentives.

The objective of the role is to accelerate sustainable growth through the development and effective leadership of the secondary distributor sales strategy in the Italian or France Mainstream Foodservice Channel

  • Directly responsible for the management of the strategically identified distributors.
  • Development and implementation of activities to grow distribution with end users across the key markets
  • Responsible for budgeted sales growth & gross profit across the Foodservice Channel
  • Sales & marketing costs; management of costs across the Foodservice Channel

Main responsibilities & accountabilities:

  • Report directly into the BDM Foodservice Europe.
  • To be P&L responsible, delivering Sales & Profit targets.
  • Understand / challenge and recommend strategic direction to the BDM FS Europe and ensure disciplined implementation.
  • Maintain accurate customer demand forecasts for the designated account portfolios and work closely with the supply chain team to deliver agreed targets with customers on service and availability.
  • To attend various industry Trade shows and customer conferences as required.
  • Through effective customer strategies and networking, build and maintain senior strategic customer relationships with both existing and new/prospect customers across their relevant business functions
  • Identify new business opportunities and rolling growth plans for the Foodservice Channel


Key interfaces: Internal

Key interfaces: External

Sales/ Category / Marketing teams

Customer service/logistics

Factory & NPD depts.



Buyers, stock control, logistics, marketing teams, sales teams


Key attributes

  • Excellent proven experience with Food or drink development
  • Knowledge, understanding and contacts network within the Foodservice industry
  • Demonstrate a hunger for new business - Seize opportunities and drive the company to be first and best. Be driven by results, focus on the company’s goals and unite behind them. 
  • Be resourceful - Relentlessly inventive and insightful. Find better ways to add value whilst understanding the limitations of the company but putting customers and consumers front of mind
  • Act with conviction and never give up. This role requires tenacity along with the need to be dynamic and decisive.  ‘empowered with accountability’
  • Flexibility and Adaptability  - Operate effectively within a variety of situations and with various individuals/groups.  Change strategies and working practices in order to meet the demands of changing circumstances and business needs.
  • Initiative – Use initiative in relation to own job role and seek improvements in working methods and practices to enhance performance.
  • Straight-forward - Keep things simple and transparent. 

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