Business Development Manager – Tokyo
We are partnering with a privately owned global FMCG brand with several household name brands that have been enjoyed by over 3 generations.
The company generates over $400M in annual turnover, with substantial growth driven by our international business operations (international headquarters based in London, UK).
With ambitious growth planned, this is an exceptional opportunity to shape a new AMEA team while being part of an established international business selling globally recognised novelty candy brands.
This role is designed for professionals who want to take accountability for business growth and make a real impact.
Role Overview
This position requires ambition to unlock the growth potential of our markets. Business Development Managers function as heads of their clusters, approaching markets with strong ownership mentality. This role specifically manages the Japanese, Korean and Taiwanese markets, with clear and ambitious sales, profit, and in-market execution targets.
Key Responsibilities Distributor Partner Management
- Build and maintain excellent relationships with distributor partners, ensuring :
Diligent setup of Joint Business Plan (JBP) processes and alignment
Delivery of agreed KPIs and implementation of strategic projectDevelop strong working relationships across all distributor functions to ensure brand prioritisationServe as the primary brand representative, ensuring distributors remain motivated and passionate about our productsDeliver compelling sales stories for new product launches and execute NPD agendaTrain distributor sales teams on brand standards and innovative merchandising approachesManage trade spend deployment and reconciliation using systematic toolsCollaborate with Demand & Customer Logistics teams to resolve shipment bottlenecksStrengthen route-to-market strategies, focusing on impulse trade and e-commerce channelsRetailer Partnership Development
Build and expand contact networks with key distributor depots, retail, and channel operatorsEducate decision makers about the brand's role in elevating confectionery category valueDevelop retailer relationships to enhance availability, display contribution, and promotional activationAnalyze retailer, Intage, and Nielsen data monthly to translate insights into growth initiativesBusiness Planning & Reporting
Responsible for annual budget planning and ongoing quarterly / monthly PER processesCollaborate with multifunctional teams on forecasting and spend reconciliationWork with Commercial Finance on pricing structure monitoring for existing portfolio and new launchesDevelop and coordinate yearly promotional plans including :Creating promotion mechanics aligned with shopper insights and brand guidelines
Ensuring proper POSM deploymentProviding promotion evaluations with Insights Manager and Commercial FinancePresent monthly performance reviews and quarterly business updatesBuild consumer communication plans in collaboration with Brand ManagerManage local activities such as sampling and trade daysTeam Management
This role includes managing one Regional Representative employee based in Japan who supports trade marketing and Quality / NPD projects in the Japanese market.
Travel Requirements
Regular market travel is required (minimum 25% of time outside home location). Monthly customer visits and quarterly commercial meetings in the UAE are expected, subject to budget approval.
Key Performance Indicators
Sales and profit targets for managed countriesIn-market sales and in-store execution targetsAnnual JBP delivery with distributorsSafety stock cover maintenance at distributor partnersPrice increase delivery as requiredCompletion of annual planning outputs and ad-hoc business requestsRequired Experience & Skills
Prior FMCG distributor management experience in Japan, Korea and TaiwanProven track record of meeting / exceeding sales targetsExperience implementing processes that improve forecast delivery, planning accuracy, and trade spend managementIntermediate to Advanced Excel and PowerPoint skillsFluency in English requiredWhat is on offer?
Competitive salaryAnnual bonus schemeFlexible working optionsComplimentary products and a sociable team environment