Business Development Manager Iberia & Latin America

Shape & Create - And make it happen!

The Villeroy & Boch Group with its Ideal Standard brand is one of the world's leading manufacturers in the ceramics and lifestyle sector. With our innovative and stylish products from the Dining & Lifestyle and Bath & Wellness segments, we have been creating moments and rooms to feel good in since 1748. Our success is based on the passion, design expertise and innovative strength of our more than 13,000 employees in 42 countries.

Want to become part of us? #shapeandcreate

Purpose of the role: Spain is a market that responds when someone from V&B is on the ground. In 2025, with dedicated coverage, Iberia grew the best year since 2022. When that coverage ended, the trend reversed within months. This role exists to put the coverage back and keep it there. Our agency CGA covers the Spanish wholesale customer base and stays the first contact for every account. You come in on top as the accelerator: you take special care of the focus accounts because they are the growth driver of the country, and you do the development work that agents on commission do not do on their own. The role is built in three steps: Spain first, then Portugal, and at a later stage, Latin America, either directly or through distributors, using the same language, product and brand skills. The mandate is growth.

Who fits: Someone with five plus years in sales, self-organized, mobile, sales driven, who wants to own a market rather than manage a slice of one. Spain has strong, well-educated commercial talent, and that is where we expect to find this person.

KEY RESPONSIBILITIES

• Spanish wholesale: account development (step 1, from day one)
  • Accelerate the 33 focus accounts in Spain: CGA remains the first contact, you add the V&B presence on top. Assortment, in-store staff training, visual merchandising, promotion rhythm. Visit after visit, together with the agent, sitting across the table from the client. These accounts are the growth driver of the country and get your time first.
  • Move accounts above the 10k EUR NCM threshold: the Net Conditions Model gives clients below 10k EUR annual purchasing roughly one third of the maximum conditions. Your job is to build accounts to a size where the model works for them and for us. Retention and development, not churn.
  • Win back and close open opportunities: pick up the loose ends left since dedicated coverage ended, including the named target accounts in the current pipeline.
  • Reverse the Order Entry trend: Spain order entry is down 26 percent versus last year, active accounts dropped from 57 to 48 in four months. Stabilize first, then grow.
  • Christmas blockbusters and novelties: make sure the seasonal campaigns and new patterns land in store and sell through, which they did not in 2026.
• Agency management: CGA
  • Work with CGA, not around them. The agency stays and keeps the customer relationship. You provide the brand presence, coaching and account development on top of what the agents deliver.
  • Coach the agents one on one on NCM: how it works, how to sell it, how to grow a client into the right condition band.
  • Manage the coverage gap left by two retired agents (around 30 percent of the field force) together with CGA management.
  • Set the annual agency plan with clear targets per agent and review it quarterly.
• Portugal and Andorra (step 2, 10%)
  • Keep Portugal on a steady development track after the one-off Ponto Jota volume in 2026. Manage the account base with the same NCM logic as Spain.
• Latin America: business development (step 3, timing to be defined)
  • Build the V&B Dining & Lifestyle business in Latin America, either direct with key retailers or through distributors, depending on the market.
  • Identify and prioritize markets, select and onboard distributors, negotiate distribution agreements, and set up the commercial framework (assortment, pricing, marketing support, order rhythm).
  • Coach and support distributor teams on the brand, the patterns and the sell-out playbook. Run regular business reviews with them.
  • Coordinate with Zone 3 (distributor markets) and the Mettlach organization on pricing, logistics and brand guidelines so Latin America fits the V&B framework.
• Reporting and planning

Profile

Must have

• Native or fluent Spanish, fluent English. Portuguese is a clear plus.
• Based in the cities of Barcelona or Madrid and surrounding areas.
• At least five years of B2B sales, account or business development experience in premium consumer goods, ideally tableware, home, lifestyle or a comparable brand category.
• Experience working with sales agencies or distributors and holding them to a plan. Comfortable negotiating with distributor owners who are commercially sharp and hands-on.
• Mobile and comfortable in the field. This is a road job, not a desk job.
• Hands-on with assortment, visual merchandising, and in-store training. You know what a good V&B wall looks like and can teach it.
• Self-starter. The Country Manager onboards you on site, after that you run your own territory, visit plan and reporting. You will be the only V&B wholesale employee in the country.

Nice to have

• Existing network in Spanish specialty retail or department stores.
• Experience with Latin American markets or with distributor set-up outside Europe.
• Familiarity with condition models and margin logic in wholesale.

What V&B offers

• Full ownership of a market with a clear mandate to grow it, backed by the Zone 2 leadership and the Board
• A perspective to extend the role to Latin America once the Iberian base is built
• A premium brand with strong consumer pull, a proven pattern portfolio and a seasonal campaign engine
• Home office based in Spain with company car, competitive package and the usual V&B benefits

Think outside the box with us! #shapeandcreate