Job Purpose and Mission

Starbucks Channel Development is a close-knit, high-performing business unit with a mandate to amplify the power & reach of the Starbucks brand, with care, outside of coffeehouses. 
Within Europe, Middle East & Africa (EMEA), the Channel Development organization is made up of three divisions – Ready-to-Drink Coffee (RTD), At-Home Coffee (AHC) & Foodservice (FS) – with each operating via a distinct partnership business model. Collectively Starbucks Channel Development is present in 56 markets across EMEA.

As Senior Business Development Manager you will contribute to Starbucks success by leading a key business partnership relationships for the total EMEA region. The role holder will demonstrate World Class Partnership behaviours in order to lead the commercial agenda and strategy in alignment with the external partners. The role holder will be responsible for driving Starbucks presence, sales and profits across the region. You will ensure rigour around the operating model by ensuring robust process around annual planning, tracking and reporting (financial plans, quarterly business reviews, monthly tracking etc).

The role blends both business development and general management at a senior level to ensure the needs of the customer and business are met. The role holder will deliver results through direct and indirect reports, as well as creating collaborative business practices and ways of working with support teams (Marketing, Finance, Transformation, Insights & Analytics) as well as adjacent functions and teams (Starbucks Retail, Global Channel Development) to deliver on mutually beneficial goals with our business partner/s. Success in the role requires the ability to influence others across functions and cultures.

The role holder will be a Starbucks brand custodian who is passionate about championing the consumer and building and nurturing the brand. The role will require flexibility, agility and comfort with ambiguity in order to prioritize effectively in order to thrive in an evolving environment. 
 

Key Job Dimensions & Scope of Role

• The Starbucks key contact for the licenced partner in the region 
• Responsible for co-creating the strategic roadmap with our business partners.
• A brand custodian, ensuring that we nurture the Starbucks brand, and grow with care in the region.
• P&L ownership
• Travel is required up to 30% of the time

1. Building and manage an enduring relationship with licensee across the region.
2. Responsible for ensuring that objectives and plans across territory, are aligned with company goals and objectives (including financial planning)
3. Be a leading brand custodian, ensuring ‘execution within brand guardrails’ for strategic plans, marketing and brand expression across the region.
4. Facilitate the transfer of deep brand understanding to our licensed partner.
5. Develop processes & tools to enable consistency and brand compliance across the region
6. Collaborate with global channel development teams & Starbucks retail teams to ensure alignment and consistency of brand strategies and plans.
7. Champions the consumer / shopper, ensuring relevant delivery of brand positioning in market
8. Be the voice of our partner (licensee) within the Starbucks organization
9. Work with partner to ensure solutions are developed to meet consumer/customer needs 
10. Developing capabilities and best practice models on how to work together with licensee/distribution partners
11. Effectively works cross-functionally within Channel Development (Finance, I&A, Transformation, Sustainability, Marketing) and with the Business Partner Starbucks Retail organization
12. Oversees the brand, innovation and communication plans with the partnership, influencing appropriately internally to ensure we can deliver against the consumer needs
13. Own & manage governance process with partner (licensee) around quarterly business reviews, monthly connects etc
14. Review and evaluate performance of business results monthly with licensee/distributor partner, through rigorous business planning process.  Identify variances and update plans as needed to achieve business objectives.
15. Leads, influences, and collaborates closely with the Licensee/Distributor to identify a “stretch” vision, goal, strategies and plans to drive business and develop the brand across markets

Knowledge and Experience  and Skills

• Significant FMCG/Retail experience (minimum 8 years)
• Degree required (preferably MBA or BA)
• A broad and deep understanding of the current and future needs of the CPG consumer and customer, in the respective categories, countries and retail environment.
• A holistic view of the consumer, customer, shopper, category competition and distribution partner
• Cross functional business perspective particularly Marketing, Commercial and/or Trade Marketing experience
• Experience analysing consumer base, competitive market and customer base data. 
• Experience of managing sales, profit and trade budgets
• Strong commercial and practical sensibility
• Experience managing change through direct and indirect teams
• Good understanding of marketing mix 
• Experience of leading a broader sales/commercial agenda across a multi-country geography
• Ability to establish rapport with senior leaders inside & outside the company
• Influencing: engage with business partners, peers and stakeholders to arrive at optimal solutions that deliver business results
• Win-Win Orientation: use a win-win approach to solving problems and partnering to achieve growth for both parties.
• Brand Stewardship: become a steward and guardian for the Starbucks brand, ensuring we have a positive impact on the brand in all we do
• Critical Thinking: identify opportunities and recommend solutions, proactively address the needs of our customers and business partners
• Navigating Conflict: become comfortable living in the space of ongoing tension and collaboration in order to create positive outcomes.
• Management of Visions and Goals 
• Holding self and others accountable
• Flexibility, comfortable dealing with ambiguity
• Ability to effectively communicate across levels, functions and cultures
• Motivating others
• Fluency in English, additional European languages are considered an advantage

This job description is only a summary of the typical functions of the role and is not an exhaustive or comprehensive list of all possible responsibilities, tasks, and duties that may be required. Management reserves the right to amend the responsibilities, tasks, and duties of the jobholder as dictated by business requirements.