- November 9, 2026
- Open Positions
Business Development Manager
Industrial Sales · International Markets · Business Development
Business Development Manager / Commercial Director
Drive international business growth, develop new industrial markets, and build strategic partnerships for a leading European manufacturer of high-specification steel castings.
Industrial B2B Sales
Proven experience in international business development, OEM accounts, and opening new industrial markets
Engineering Degree
Mechanical, Industrial, Metallurgical, Materials, Naval Engineering, or a related technical discipline
Sales & Digital Marketing
Technical sales, market expansion, key account management, CRM, and B2B marketing automation
About the Position
Develop New Markets. Build Partnerships. Drive International Growth.
Horizons Bulgaria is looking for an experienced and commercially driven professional for the position of Business Development Manager / Commercial Director on behalf of an established international manufacturing group specializing in high-specification steel castings and components for demanding industrial applications.
The company operates two manufacturing facilities in Europe, located in Spain and Bulgaria, producing carbon steel, stainless steel, duplex, super duplex, and nickel alloy castings. Its products are primarily used by manufacturers of industrial valves, pumps, and other critical equipment serving the energy, Oil & Gas, petrochemical, water, digital infrastructure, marine, and defence industries.
As part of its international growth strategy, the company is seeking a professional who will take responsibility for developing new markets, expanding the international customer portfolio, and leading the group’s commercial activities.
This is a strategic and hands-on leadership position combining international industrial sales, business development, key account management, and digital marketing.
The successful candidate will manage the entire commercial process, from generating and qualifying new business opportunities to technical discussions, quotations, negotiations, customer acquisition, and long-term account development.
The role reports directly to the CEO and involves close cooperation with the manufacturing facilities, engineering, and quality teams.
Key Responsibilities
What You Will Be Responsible For
International Business Development & Market Expansion
- Develop and implement the company’s international commercial strategy, focusing on new customer acquisition, market expansion, and sustainable business growth.
- Identify and approach potential OEM customers, particularly manufacturers of industrial valves, pumps, and other equipment requiring high-specification steel castings.
- Research and develop business opportunities across energy, Oil & Gas, petrochemicals, water, digital infrastructure, marine, and defence industries.
- Lead initiatives to enter new international markets, with particular emphasis on opportunities in the defence sector.
- Identify potential customers, evaluate their technical and commercial requirements, and prioritize opportunities based on business potential.
- Build relationships with international manufacturers, engineering companies, industrial contractors, and key decision-makers.
- Develop and maintain a structured pipeline of prospective customers and new business opportunities.
Technical Sales & Commercial Negotiations
- Manage the complete B2B sales cycle, from initial contact and technical meetings to RFQs, quotations, negotiations, trial orders, and repeat business.
- Analyze customer requirements, technical drawings, material specifications, and applicable manufacturing standards.
- Collaborate with engineering, production, and quality teams to evaluate technical feasibility and develop competitive commercial proposals.
- Coordinate quotations and production allocation between the manufacturing facilities in Spain and Bulgaria, considering cost, capacity, materials, and delivery schedules.
- Prepare and negotiate commercial offers, pricing structures, supply conditions, and long-term agreements.
- Coordinate technical visits, supplier qualification procedures, and customer audits.
- Ensure effective follow-up of commercial opportunities and support the successful conversion of quotations into confirmed orders.
Digital Marketing & Lead Generation
- Develop and execute B2B digital marketing strategies to attract potential industrial customers and generate qualified sales leads.
- Define target customer segments, industries, markets, and communication strategies for international marketing campaigns.
- Coordinate the creation of technical marketing content, including case studies, material specifications, product presentations, industry articles, and manufacturing capability materials.
- Plan and manage email marketing campaigns, LinkedIn activities, search engine marketing, SEO initiatives, and digital campaigns supporting trade fairs.
- Use marketing automation platforms to manage customer segmentation, lead nurturing, automated campaigns, and lead qualification.
- Monitor marketing performance through engagement metrics, qualified leads, conversion rates, and generated RFQs.
- Ensure effective coordination between digital marketing activities and the commercial sales pipeline.
Key Account Management & Commercial Partnerships
- Develop and maintain long-term relationships with existing and prospective international customers.
- Manage strategic accounts, identify additional business opportunities, and increase customer retention and repeat orders.
- Re-engage former customers and strengthen the company’s competitive position in international markets.
- Manage the existing international sales agent network and identify opportunities to establish partnerships with additional agents.
- Negotiate commercial agreements, establish performance targets, and monitor the results of sales agents and partners.
- Represent the company at international trade fairs, industry exhibitions, customer meetings, and technical events.
- Build and maintain strong relationships with OEM manufacturers, engineering companies, and industrial purchasing decision-makers.
Commercial Strategy & Performance Management
- Define and implement commercial objectives, sales targets, annual budgets, and market development plans.
- Prepare sales forecasts and monitor commercial performance against established targets.
- Analyze market trends, customer requirements, competitive activity, and opportunities for business expansion.
- Monitor key commercial indicators, including qualified leads, RFQs, quotation conversion rates, new customers, and repeat orders.
- Develop structured account plans and follow-up processes to improve commercial effectiveness.
- Contribute to the development of the commercial organization and lead additional sales and marketing professionals as the business expands.
CRM, Marketing Automation & Digital Tools
- Manage customer information, opportunities, quotations, and commercial activities through the company’s CRM system.
- Maintain accurate records of customer contacts, technical requirements, commercial discussions, and sales pipeline stages.
- Use marketing automation tools such as Mautic or similar platforms to manage campaigns, lead qualification, and customer engagement.
- Ensure effective integration between marketing activities, CRM data, and sales processes.
- Apply AI-powered tools to support market research, marketing content, customer prospecting, quotation preparation, and follow-up activities.
- Use CRM dashboards and commercial reporting tools to support performance monitoring and data-driven decision-making.
- Ensure compliance with GDPR and applicable data protection requirements in marketing and customer communications.
Experience and Qualifications
Who We Are Looking For
Education & Professional Experience
- A university degree in Engineering, preferably Mechanical, Industrial, Materials, Metallurgical, Naval Engineering, or a related technical discipline.
- Proven experience in international business development, technical sales, or commercial leadership within an industrial or manufacturing environment.
- Demonstrated success in developing new markets, acquiring industrial customers, and managing complex international B2B sales processes.
- Experience working with OEM manufacturers and developing long-term customer relationships.
- Strong technical understanding of industrial engineering, mechanics, fluid mechanics, metallurgy, casting technologies, valves, pumps, or related industrial equipment.
- Ability to read and interpret technical drawings, material specifications, and customer requirements.
- Knowledge of industrial markets such as energy, Oil & Gas, petrochemicals, water, digital infrastructure, marine, and defence.
- At least two years of hands-on experience with B2B marketing automation platforms, including the execution and measurement of industrial marketing campaigns.
Technical & Commercial Competencies
- Excellent business development, negotiation, communication, and relationship-building skills.
- Strong commercial awareness combined with the ability to understand complex technical products and manufacturing processes.
- Experience managing CRM systems, digital marketing campaigns, lead generation, and marketing automation tools.
- Proficiency with platforms such as Mautic, HubSpot, Pardot, ActiveCampaign, or similar solutions.
- Experience with LinkedIn Sales Navigator, web analytics, and digital prospecting tools is an advantage.
- Knowledge of industrial standards and supplier qualification processes, including PED, NORSOK, API, ISO 9001, AQAP, or EN 9100, is beneficial.
- Experience developing business opportunities in the defence sector is a strong advantage.
- Professional proficiency in Bulgarian and English. Knowledge of Spanish, German, French, or Italian is an advantage.
- Willingness to travel internationally up to 60–70% of the time when required.
Professional Approach
Technical Knowledge. Commercial Vision. International Growth.
We are looking for a commercially driven professional who combines strong technical knowledge with international business development expertise and a modern, data-driven approach to sales and marketing.
The ideal candidate understands complex industrial products and manufacturing processes, can confidently communicate with engineers, purchasing managers, and senior decision-makers, and knows how to transform technical requirements into commercially successful opportunities.
A proactive, entrepreneurial, and results-oriented mindset is essential, together with the ability to independently develop new markets, establish strategic customer relationships, and manage complex international sales processes.
We value professionals who combine strategic commercial thinking with hands-on execution and are comfortable using digital marketing, CRM, and AI-based tools to support measurable business growth.
Career Opportunity
What This Role Offers
Strategic Commercial Leadership
A senior commercial position with significant autonomy and decision-making responsibility, offering the opportunity to shape and execute the international business development strategy.
International Markets & Manufacturing Capabilities
The opportunity to develop new markets and strategic industrial partnerships, supported by two European manufacturing facilities offering flexibility in production capacity, pricing, and delivery solutions.
Modern Tools & Flexible Working Environment
Access to established CRM and marketing automation systems, direct collaboration with international management and technical teams, and flexible working arrangements without a permanent office presence requirement when not travelling.
Application
Ready to Drive International Business Growth?
If you have a strong technical background, proven experience in international industrial sales, and the ambition to develop new markets and strategic business partnerships, we would be delighted to consider your application.
This is an excellent opportunity to take a leading role in the international commercial development of an established manufacturing group and contribute directly to its future growth.
Location: Ruse, Bulgaria, with the possibility of being based in Sofia.
Travel: International travel of up to 60–70% of the time, depending on business requirements.
Apply with an up-to-date CV. The Horizons Bulgaria team will contact candidates whose professional experience and competencies best match the requirements of the position.
Horizons is a leading recruitment company specializing in expert and management positions with 20 years of experience in the Bulgarian market. Our team consists of business-oriented consultants with industrial specialization, a professional understanding of business trends, and a proactive approach toward recruiting and hiring through different methodologies and innovations.
Horizons owns license No 2118 from 27.09.2016.
