Business Development Manager

Based in Singapore or Malaysia | Reporting to Head of SEA/ANZ
Managing Partner: LuxAsia

About Stokke – Here We Grow

Founded on the west coast of Norway in 1932, Stokke is built on a strong Scandinavian heritage of craftsmanship, quality, and purpose‑driven design. For over four decades, our products have championed connection—creating meaningful moments that bring parents and children closer together, while supporting healthy child development.

With global offices in Norway, the Netherlands, the U.S., Germany, France, and Asia, Stokke offers a dynamic and international work environment. We are committed to shaping a better world through confident kids, innovative thinking, and responsible growth.

The Position

Parent & Child at the Heart

As Business Development Manager for Singapore & Malaysia, you will play a pivotal role in accelerating Stokke’s commercial footprint in two high‑potential Southeast Asian markets. By ensuring strong distributor leadership, clean commercial execution, and premium retail performance, you enable Stokke to bring meaningful, connection‑driven products to families across the region.

Agility, Speed & Execution

This is a strategic–operational hybrid role requiring commercial sharpness, disciplined planning, and high‑quality market execution. You will act as the commercial anchor between Stokke APAC and our strategic distribution partner, LuxAsia—owning revenue, margin integrity, stock health, and go‑to‑market execution.

This role sits within the APAC commercial organisation, reporting to the Head of ANZ/SEA.

Main Responsibilities

1. Strategic Distributor & Account Leadership (60%)

Commercial Ownership

• Lead the Joint Business Plan (JBP) with LuxAsia for Singapore & Malaysia.
• Own the annual budget, quarterly re‑forecasts, and monthly Latest Estimate (LE).
• Track sell‑in vs sell‑out, stock health, and working capital exposure.
• Ensure margin discipline, governance of promotional funding, and rebate controls.
• Drive a 3‑year market expansion roadmap (distribution, channel mix, ASP progression).

Forecasting & Financial Discipline

• Deliver accurate demand planning and intake alignment.
• Monitor weeks of cover, aged inventory, and launch phasing.
• Identify risks early and propose corrective action plans.
• Ensure financial and operational delivery is consistent and predictable.

Growth Development

• Expand door count across priority channels (premium baby, department stores, specialty retailers, online marketplaces).
• Identify whitespace opportunities (e.g., hospital programmes, gifting, corporate partnerships).
• Champion NPD launches and secure consistent, disciplined in‑market execution.

This role protects the P&L — and grows it.

2. Market Development & Retail Execution (40%)

Field engagement is structured and purposeful — not reactive.

Retail Enablement

• Conduct regular, high‑quality market visits across Singapore & Malaysia.
• Ensure brand standards, VM excellence, and merchandising consistency.
• Support key launches and retail activations.
• Elevate in‑store theatre in what is often a visually vanilla category.

Capability Building

• Deliver structured product and selling‑skills training for LuxAsia teams.
• Drive conversion and ASP growth through sustained education.
• Align field teams with Stokke’s brand positioning and commercial priorities.

Brand Governance

• Monitor pricing integrity, channel discipline, and promotional execution.
• Protect Stokke’s premium positioning across offline and online touchpoints.
• Provide structured, consistent feedback loops to APAC HQ.

Consistency beats intensity.

3. Cross‑Functional Integration

• Partner with APAC Marketing on localised campaigns and asset deployment.
• Align with Supply Chain on inventory planning and container optimisation.
• Collaborate with Finance on accruals, promotional spend tracking, and reconciliation.
• Serve as the day‑to‑day commercial point‑of‑contact for LuxAsia senior leadership.

Key Performance Indicators

• Revenue vs Budget
• Forecast Accuracy
• Margin Integrity
• Promotional ROI
• Distribution Expansion
• Stock Health (Weeks Cover, Aged Inventory)
• Brand Compliance & Training Coverage
• NPD Launch Success Metrics

The Ideal Profile

Pioneering Spirit

You’re commercially sharp, proactive, and solutions‑oriented. You thrive in dynamic markets, build structure around complexity, and elevate commercial performance through disciplined execution and strategic partnership.

Everyone Has a Seat at the Table

You communicate confidently, collaborate naturally across cultures and functions, and influence distributor partners without direct authority. You bring strong ownership, humility, and clarity to your interactions—and uphold Stokke’s premium values in every decision.

Requirements

Experience

• 5–10 years in Business Development, Key Account, or Distributor Management.
• Experience working with distributors in Southeast Asia.
• Strong financial literacy (forecasting, margin management, ROI, working capital).
• Experience in premium consumer goods, baby, lifestyle, or adjacent categories (preferred).

Capabilities

• Commercially sharp and analytically strong.
• Structured, disciplined, and process‑driven.
• Skilled at influencing through partnership, not authority.
• Comfortable presenting to senior distributor leadership.
• High ownership mindset with strong follow‑through.
• Comfortable with regular regional travel.

What We Offer

• A supportive and collaborative APAC commercial environment.
• Opportunities to grow within international business development and market expansion.
• Exposure to a high‑growth region with strong cross‑functional collaboration.
• Competitive compensation aligned with experience and responsibilities.

A workplace guided by our values:
Parent & Child at the Heart, Agility Speed & Execution, Pioneering Spirit, and Everyone Has a Seat at the Table.