Business Development Lead

Business Development Lead, reporting to the ATE Executive Leadership, to be based in either the UK, or continental Europe, with travel to European HOs and ATE's priority African markets. Suitable candidates will have a demonstrable record of success and extensive experience of working with major international organisations which have significant penetration across the African continent.

KEY RESPONSIBILITIES

• Enterprise Origination & Executive Selling: Build senior relationships at global HOs and category leadership; align on Africa entry/expansion theses; lead executive briefings and market immersions.
  
• Opportunity Shaping (Commercial Principles): Define scope (countries, channels, categories), exclusivity posture, launch phasing, activation intent, and performance review cadence.
  
• Negotiation & Closing: Run principle-level negotiations to secure mandates; finalise a clear commercial intent and mutual action plan; hand over for documentation and execution.
  
• Emerging Brands Sourcing & Curation: Systematically scout, assess strategic fit, and prepare concise investment/rights notes for leadership decisions.
  
• Account Strategy & Governance: Maintain account maps, stakeholder strategies, pursuit plans, and rigorous CRM hygiene; provide crisp executive updates.
  
  

Requirements

PERSON SPECIFICATION

The key skills, experience and personality requirements provided in the job specification are outlined below.

Background

• 10-15+ years leading enterprise BD or strategic accounts in FMCG/CPG
  
• Proven track record closing multi-country mandates or category expansions with European-headquartered multinationals
  
• Comfortable operating at Board/CXO level and navigating matrixed global/regional/local structures.
  

Competencies

• Executive gravitas and consultative storytelling anchored in commercial logic
  
• Principle-level negotiation and stakeholder orchestration
  
• Strategic acumen (market entry, category expansion, portfolio fit)
  
• Pipeline discipline (prioritisation, stage hygiene, forecasting)
  
• Cultural fluency with Western corporate stakeholders (European/US HOs).
  

Languages

· Excellent business English; proficiency 1n a maJor European language (e.g., French, German, Spanish, Italian) is a plus.

Operating Style

• Writes concise, outcome-oriented briefs; sets clear next actions
  
• High integrity, sound judgement, and strong follow-through
  
• Energetic prospector comfortable with ambiguity and pace.
  

Benefits