International Business Development Manager

1.

About the role
Foil and Co (AFS) designs and manufactures premium wingfoil and foiling equipment in Pencran, Brittany, France. We are scaling internationally and are looking for an International Business Development Manager to drive ambitious growth outside France. You will own two missions. First, you will build and run our dealer network directly in the international markets where we have no intermediary. Second, you will lead our agents and distributors in their markets. You report to the Sales Director.

Location:
open (Pencran, hybrid or remote from a key market) Contract: full-time, permanent Travel: up to 30% Compensation: mix of fixed and variable salary 2.
Scope Most of your time will be dedicated to managing and developing your own dealer network directly across several international markets. The remainder will focus on coordinating and supporting our agents and distributors. Direct dealer network (majority of your time)
• Open, develop and manage professional accounts directly, including shops, schools and watersports centres.
• Build strong relationships with key accounts and drive business growth across international markets. Sales agents (part of your time)
• Set sales targets and provide ongoing coaching and support.
• Conduct joint customer visits and regularly review sales pipelines.
• Coordinate sales activities while maintaining direct invoicing to dealers. Distributors / Importers (part of your time)
• Negotiate annual business plans, commercial terms and conditions.
• Monitor sell-in and sell-out performance.
• Protect brand positioning, pricing consistency and market development. New markets (as opportunities arise)
• Assess new market potential and identify growth opportunities.
• Recommend the most suitable go-to-market approach: direct sales, sales agents or distributors.
• Identify, recruit and onboard new commercial partners. 3.

Key responsibilities
Direct network
• Prospect, open and grow pro accounts (retailers, schools, rental and test centres) in your direct markets.
• Build each market plan: target accounts, range, pre-season orders, in-season reorders.
• Negotiate commercial terms within the company price grid (discounts, payment terms, delivery).
• Run demos, product clinics and on-water tests with dealers and their staff. Agents and distributors
• Set and follow annual targets with our sales agents; coach them and join key visits.
• Manage our distributors and importers: annual business plans, forecasts, stock, sell-out and marketing.
• Make sure recommended retail and pro prices are respected and the brand is presented consistently.
• Assess partner performance and recommend changes to the route to market. Cross-functional
• Keep the CRM and forecasts up to date; report monthly to the Sales Director.
• Feed market, competitor and product insights back to product and marketing.
• Work with order administration and logistics on international orders, transport and customs.
• Represent AFS at trade shows and events (e.g. ISPO, Surf Expo, local events) Objectives and KPIs You will be measured on growth that is both fast and profitable.
• Growth of international revenue against ambitious annual targets.
• Gross margin on international sales.
• Number and quality of new active direct accounts each season.
• Strength of the pre-season order book.
• Agent and distributor performance against their annual plans.
• Forecast accuracy and quality of reporting. 4.

Your profile
Must have
• 5+ years in B2B sales or business development, with a track record of beating ambitious growth targets.
• Proven experience managing agents, distributors or importers across several countries.
• Hands-on technical knowledge of foiling: you ride (wing, kite, surf or windfoil) and can talk front wings, masts, boards and setups with a dealer or a rider.
• A hunter's mindset: you open accounts, not just maintain them.
• Fluent English. Nice to have
• French. Other languages relevant to our markets (Spanish, Dutch, Scandinavian) are a plus.
• Experience in the watersports, outdoor or action-sports industry.
• Network among retailers, schools and distributors in Europe.
• Comfort with CRM tools and export logistics (Incoterms, customs, non-EU markets). 5.

What we offer
• A key role in the international growth of a premium, French-made foiling brand, with real influence on markets and partners.
• Short decision paths and close work with product, marketing and management.
• Mix of fixed and variable salary
• Company car or travel budget, phone, laptop, equipment allowance.
• Location open: Brittany HQ, hybrid, or remote from a key market. To apply: send your CV and a short note on your foiling experience https://www.lindustrie-recrute.fr/candidat/offre/839864