Business Development Manager _ Strategic Brands

Job Overview

The Business Development Manager: Strategic Brands (HORECA) is responsible for driving sales growth and commercial success within the Strategic Brands portfolio across the HORECA channel. The role focuses on growing brand distribution, market penetration and customer engagement while managing and developing key customer relationships. It serves customers including airlines, hotels, restaurants, catering companies and institutional food service providers. The incumbent represents principal supplier brands through Diplomat South Africa's sales and distribution network. The role requires a strong understanding of the HORECA market and route-to-market distribution. It identifies growth opportunities and expands the presence of Strategic Brands within the channel. The position works closely with customers to deliver tailored product solutions. Knowledge of FMCG food and beverage categories is essential. Experience in hospitality, culinary or food service environments is advantageous. Overall, the role combines strategic brand growth with effective key account management to achieve sustainable commercial success.

1. New Business Development (Hunting).
   • Identify, prospect and secure new Out of Home / HORECA customers across airlines, hotel groups, restaurant chains, contract catering and institutional food service.
   • Build and maintain a qualified new business pipeline, with clear stages, forecast value and conversion tracking.
   • Lead or support tender and RFP processes for airline and hospitality food/beverage supply contracts.
   • Develop tailored value propositions and category solutions (e.g. biscuits and snacking) aligned to each prospect's operating model.
   • Track competitor activity, pricing and market share within the Out of Home/HORECA space to inform business development strategy.
2. Distributor and Channel Management (Farming)
   • Manage and grow existing Out of Home/HORECA accounts, ensuring volume, revenue and margin targets are met.
   • Act as the primary point of accountability between Diplomat South Africa, principal/supplier partners and the customer for all commercial matters.
   • Ensure the distribution and supply chain model (warehousing, logistics, service levels) meets the specific demands of airline and hospitality customers.
   • Negotiate trading terms, listing fees, promotional support and pricing in line with company margin and profitability requirements.
   • Monitor account health, resolve service and supply issues, and drive customer satisfaction and retention.
3. Principal and Stakeholder Management
   • Represent principal/supplier brands professionally within the Out of Home channel, ensuring brand and category objectives are achieved.
   • Collaborate with marketing, category management, supply chain and finance to align on category strategy, forecasting and promotional planning.
   • Provide principals with regular performance feedback, market insight and channel-specific growth recommendations.
4. Commercial and Financial Management
   • Own the Out of Home/HORECA sales budget, forecasting accurately and managing performance against targets.
   • Prepare and present business cases, account plans and pipeline reviews to senior management.
   • Manage trading terms and promotional spend within agreed profitability parameters.

• Education and Experience.
  • A relevant Bachelor's degree in Business, Sales, Marketing, or a related field (essential).
  • Postgraduate qualification in Business Management, Sales or Marketing (advantageous)
  • 6–10 years' commercial experience in FMCG sales, business development or key account management, with demonstrable new business generation success.
  • Solid experience within the Out of Home / HORECA channel, ideally including airline, hospitality, catering, institutional food service customers, or a relevant culinary background that provides strong insight into food service operations and customer requirements.
  • Experience within a sales and distribution or route-to-market business (representing third-party/principal brands) is strongly preferred.
  • Proven track record of managing tender/RFP processes and negotiating trading agreements at a senior commercial level.