Head Of Business Development Export H/F - Fichet Group

Fichet Group est un leader dans la sécurité des personnes, des biens et des données.

Depuis plus de 200 ans, le groupe conçoit et fabrique des solutions innovantes alliant produits de haute sécurité et services sur mesure.

Avec une expertise reconnue en gestion des risques et des menaces, Fichet propose une gamme complète de solutions, incluant du contrôle d'accès, des coffres-forts et portes blindées.

Présent à l'international, le groupe s'engage à garantir l'excellence, la fiabilité et la satisfaction de ses clients.

Rejoindre Fichet, c'est intégrer une entreprise innovante, à taille humaine, portée par une culture d'exigence et d'innovation.

Reporting to the International Director, the Business Development Manager's mission is to identify, across all countries within their scope, potential partners able to distribute Fichet Group's solutions, to win them over, and to bring them to the signature of a distribution agreement.

Once the agreement is signed, the BDM hands over operational responsibility for the partner to the Sales Manager Export in charge of the relevant zone, following a structured handover process.

In parallel, and to keep a hands-on commercial practice while setting an example for the organisation, the BDM is the direct operational owner of one country (for example: Italy), which they manage as a Sales Manager Export would.

Key responsibilities

• Mapping and prospecting: identify, country by country, the players likely to become Fichet Group distribution partners, drawing on and adding to existing mapping and tools (e.g. multi-country company mapping).
• Qualification: assess the commercial potential, financial solidity and strategic fit of each prospective partner.
• Negotiation: lead discussions with prospective partners up to the signature of a distribution agreement, within the framework and conditions set by the Group.
• Signature of the partnership agreement: the signed agreement legally commits the Group - it is formally signed off by the International Director, who is Accountable for it, based on the case built and the negotiation led by the Head of BD.
• Setting initial targets: together with the newly signed partner - and in consultation with the incoming Sales Manager Export - define the initial sales/performance targets for the first period, before handover.
• Structured handover: organise a complete handover of the newly signed partner to the Sales Manager Export in charge of the relevant zone (briefing, history of exchanges, initial action plan), to ensure continuity of the relationship.
• Direct management of a pilot country: take on, as a Sales Manager Export would, full commercial responsibility for one country (e.g. Italy).
• Detection of new geographic opportunities: propose, based on concrete opportunities, extending the scope to new zones, for validation by the International Director.
• Contribution to distribution strategy: bring to the organisation a structured, well-argued vision for growing a strong, well-run distribution network, in close coordination with the International Director, who owns the overall strategy.
• Coordination with Sales Managers Export: keep each Sales Manager Export informed monthly of prospecting activity within their zone, to act in full coordination with them. This monthly exchange should also allow the Sales Manager Export to flag a need to accelerate prospecting in their zone - for example if one or more existing partners are underperforming or at risk.
• Reporting: regular monitoring of the prospecting pipeline and signed agreements, via existing tracking tools (Action Tracker Partner Missions), feeding into the International Director's consolidated reporting.

• Around 10 years of sales experience, ideally in the security sector (physical security, access control, safes and high-security locking systems, or a related technical B2B sector).
• Successful experience building or growing an international partner/distributor network.
• Good knowledge of the security sector and its players.
• Fluent English essential; one or more additional languages (Arabic, Italian, Spanish, etc.) strongly valued depending on the zones covered.
• Pioneering, entrepreneurial mindset: comfortable opening new territories.
• Strong sales/dealmaking instinct, results-oriented and focused on closing agreements.
• Genuine conviction in indirect distribution models, with the ability to demonstrate their added value to a commercial organisation sometimes attached to a more direct model.
• Autonomy, initiative, and a good tolerance for ambiguity (new role, scope to be built up progressively).
• Ability to listen to and collaborate with the Sales Managers Export who will receive the partners: the role is individually exposed but requires genuine team spirit.
• Availability and appetite for frequent international travel.