B2C Business Development Manager

Role Purpose

We are seeking a results-driven and experienced Business Development Manager to lead growth in the Italian market, focusing on both retail and eCommerce channels . This role is pivotal in expanding our footprint across international, national, and independent accounts, with a particular focus on the DIY and Professional retail accounts, and DTC eCommerce platforms.

The ideal candidate will have a proven track record in the Italian lighting, consumer goods, builder merchant, or DIY market, with strong expertise in sales, customer acquisition, strategic account management, and the development of long-term commercial partnerships.

The ideal candidate will have deep expertise in:

• Developing and managing key accounts across international, national, and independent retail channels
• Driving sales growth in both DIY and eCommerce channels
• Coordinating with national and international eCommerce teams to drive unified commercial strategies and deliver results
• Category management with a focus on the 4 Ps – product, price, promotion, and placement.
• Building Joint Business Plans (JBPs) and leading complex commercial negotiations.
• Analysing sales data and market insights to shape sales strategies and product positioning.

Key Responsibilities

• Build and develop a strong pipeline of international, national, and independent retail and eCommerce accounts in Italy.
• Identify and onboard new customers in both traditional retail and online channels.
• Collaborate closely with national and international eCommerce teams to ensure consistent execution across retail and digital channels, aligning on strategy, promotions, and account development.
• Develop and execute customer-specific Joint Business Plans (JBPs) aligned with growth objectives.
• Conduct regular client visits and business reviews to strengthen engagement and unlock new opportunities.
• Monitor the lighting, construction and smart home market, identifying trends, opportunities, and competitive threats.
• Analyse customer EPOS/sales data and retail pricing to inform strategy and performance tracking.
• Apply category management best practices across the 4Ps (Product, Price, Promotion, Placement).
• Collaborate closely with marketing, product management, and supply chain teams to ensure seamless execution.
• Contribute to forecasting and budgeting processes with reliable, market-driven insights.
• Ensure excellent post-sales service in coordination with the commercial and quality teams.
• Manage internal reporting and CRM updates in a timely and accurate manner to support commercial planning.

Person Specification and Background

• 8–10 years of experience in national and international account management, ideally within the Italian lighting, consumer goods, builder merchant or DIY market.
• Proven success in business development, key account management, or category management within the Italian consumer goods sector (lighting, electronics, or FMCG preferred).
• Strong negotiation and presentation skills with a results-driven mindset.
• Demonstrated ability to build effective internal and external stakeholder relationships.
• Entrepreneurial spirit with the initiative to identify and convert new opportunities.
• Proficiency in analysing market and sales data to drive business decisions.
• Fluent in Italian; with good proficiency in English required.
• Strong IT skills, including MS Office and CRM tools.
• Based in Italy with flexibility to travel nationally as required.
• Experience working in a matrix or multinational environment is a plus.

Additional Information

• You combine vision with hands-on drive - thinking big, acting fast, and owning outcomes
• Dynamic and growing international team
• Opportunity to shape the future of Sylvania’s Consumer business in Italy
• Competitive package including travel support and benefits