Business Development Manager - Romania and Bulgaria

 Market Situation and Overview

• Romania is the core market and clear primary focus of the role. Capri Sun has a strong distribution partner, weighted distribution above 65% and access to a broad customer base. The central objective is to accelerate the existing business by increasing rate of sale.
• Growth in Romania will come from stronger execution at POS, more effective promotions, closure of the remaining distribution and assortment gaps, and systematic development of priority customers.
• Bulgaria is the second priority and largest white-space opportunity: identify and appoint the right distributor, develop the market strategy and build a clear go-to-market plan.
• Moldova is the third priority: leverage the common language and similar retail environment, appoint a capable partner and build the business with proportionate focus.
• Across the three markets, led by Romania, the ambition is to grow from approximately 2.7 million NOS to 10 million NOS by 2030.

YOUR RESPONSIBILITIES

• Own the three-market growth agenda (RO/MD/BG), anchored in Romania, and translate the ambition from approximately 2.7 million to 10 million NOS by 2030 into annual market, customer and execution priorities.
• Develop the long-term market strategies for Romania, Bulgaria and Moldova and identifying new channel and customer opportunities.
• Own country P&Ls, delivering revenue, gross margin, volume and distribution targets in line with Annual Plan.
• Accelerate Romania by increasing rate of sale through stronger promotions, excellence and consistency at POS and execution, visibility and promotions.
• Close Romania distribution gaps, with HD and impulse channel, while improving rate of sales within the existing customer base.
• Lead and coach the Romanian distributor team through a clear strategy setting, focused KPIs and disciplined execution. Support in annual negotiations and planning.
• Drive performance transparency across customers, pricing, distribution and promotional effectiveness, ensuring fact-based decision making and accountability.
• Increase brand awareness through on-the-go partnerships and listings in kids menus with leading QSR chains such as McDonald’s and Burger King.
• Build Bulgaria as the second priority by identifying and appointing the right distributor, developing the route-to-market and go-to-market strategy, and establishing a focused launch plan.
• Develop Moldova by selecting a suitable partner and leveraging the shared language and similar retail environment to establish a scalable business.
• Support partners in negotiations on listings, assortment, pricing, commercial terms, promotional plans and investment, creating sustainable value for the category.
• Partner with EU Marketing to shape locally relevant assortment, pack-price architecture, activation and launch plans.
• Use market, customer and consumer data to generate practical recommendations and support management decisions.
• Act as the key market interface between distributors, customers and EU teams, ensuring alignment on strategy, investment, performance, risks and corrective action.

YOUR PROFILE

• 7+ years of progressive commercial leadership experience in FMCG, ideally beverages.
• Strong Romanian retail knowledge and a proven record of accelerating rate of sale, distribution and in-store execution.
• Deep experience leading and coaching distributors through clear strategy, Joint Business Plans, KPIs and performance routines.
• Proven capability in distributor selection, route-to-market design and go-to-market launches in new or underdeveloped markets.
• Outstanding negotiation capability with customers and distribution partners.
• Native Romanian and fluent English; knowledge of Bulgarian or Russian is an advantage.
• High autonomy and willingness to travel extensively across Romania, Bulgaria and Moldova.