Директор по развитию (Serbia)

We are an international group building a scalable commercial engine in the industrial and corporate catering sector. The regional headquarters is based in Belgrade. We are expanding our footprint across the Balkans and launching operations in new countries, creating high-growth leadership roles with clear progression paths.

What You’ll Be Doing

Business Development & Market Expansion

• Build and execute a systematic B2B sales strategy targeting large and mid-size enterprises in Serbia.

• Personally lead negotiations with owners, CEOs, and procurement heads — the Serbian industrial market is relationship-driven, and success relies on direct access to decision-makers.

• Develop tailored account strategies for major target clients and manage the full sales pipeline.

• Participate in tenders, industry forums, exhibitions, and conferences to strengthen the company’s market presence.

• Expand into adjacent segments such as social catering (hospitals, schools, kindergartens) and integrated facility services (cleaning, FM).

• Identify partnership, joint venture, and M&A opportunities to accelerate growth.

• Lead market entry into new countries (Montenegro, Bosnia and Herzegovina, etc.) — from market research and feasibility analysis to building local operations, hiring key local staff, and securing the first client base. Upon successful market entry, the role evolves into Country CEO for that market.

Client Relationship Management

• Maintain and deepen executive-level relationships with key clients.

• Drive contract renewals, price indexation, and improved commercial terms.

• Expand the service portfolio with existing clients and proactively manage retention risks.

Strategy, Economics & Planning

• Develop commercial plans and revenue forecasts in coordination with the finance function.

• Own the commercial P&L for new business and expansion initiatives: revenue, contract margin, and payback of new projects.

• Prepare business cases for market expansion, partnerships, and M&A targets.

Commercial Team Leadership

• Build and lead the business development team — sales, key account management, and bid management.

• Set clear goals and KPIs for the commercial function; align shared growth objectives with operations, finance, and HR leads.

• Evaluate team performance and foster a culture of accountability and ownership.

Government & Industry Relations

• Collaborate with the GR lead to build a robust contact network at republic, regional, and municipal levels.

• Stay ahead of changes in public procurement rules and funding models relevant to the catering sector.

• Strengthen ties with chambers of commerce, business associations, and development agencies to unlock new opportunities.

What We Expect From You

Must-Have

• Proven track record in business development or commercial leadership with direct responsibility for revenue growth.

• Demonstrated success in personally winning large B2B contracts and scaling sales channels.

• Experience entering new markets — launching operations, building partnerships, or leading geographic expansion.

• Strong negotiation skills with senior decision-makers, including owners, procurement leaders, and government officials.

• Solid understanding of contract economics, commercial modelling, and business-case development.

• Experience building and leading commercial/sales teams.

• Serbian language proficiency

Nice-to-Have

• Experience managing geographically distributed operations or complex service contracts.

• Industry experience in catering, foodservice, or Facility Management.

• Familiarity with M&A processes, joint ventures, and partnership structuring.

• Basic knowledge of HACCP, ISO, and food safety regulatory frameworks.

• Experience with full P&L management (revenue, COGS, payroll, OPEX, EBITDA).

• Market knowledge and business culture of Serbia/the Balkans.

Key Performance Indicators (KPIs)

• Number and financial value of new contracts secured.

• Revenue growth and achievement of revenue targets.

• Market entry milestones in new countries (pipeline, first contracts, operational launch).

• EBITDA contribution from new business and expanded contracts.

• Renewal rate and commercial improvement of existing contracts.

• Client retention and satisfaction metrics.

• Progression of the M&A and partnership pipeline.

Compensation & Benefits

• Competitive fixed base salary (discussed individually based on experience).

• Annual performance bonus tied to revenue and EBITDA targets.

• Additional incentives for each new contract won.

• Separate rewards for significant improvements or expansions of existing contracts.