About the role
Fullstock is a growing food and beverage company with its own factory and a distribution operation across Egypt. We're looking for a Business Development Manager to own customer growth, margin, and channel strategy across our customer base, based at our main office in Sheikh Zayed.
You'll cover HoReCa, Modern Trade, Catering, and Private Label / Contract Manufacturing, and lead the Business Development and Telesales teams.
Key Responsibilities
- Customer life cycle: own the reactivation plan for non-active accounts across field sales and telesales, and document the root cause of every lost account so Purchasing, Supply Chain, and Quality can act on it.
- Portfolio growth and cross-selling: cross-sell categories and brands, grow volume per account, track share of wallet for top accounts, and set cross-sell targets per salesperson.
- Margin and profitability: monitor and defend gross margin by brand, SKU, and customer. Approve pricing and promotions against minimum margin thresholds, and manage customer-level profitability (discounts, credit terms, returns, delivery cost).
- Channel targeting and assortment: define target customers and the right assortment per channel and segment, review quarterly against win rate and gross profit contribution, and raise sourcing requests for gaps.
- Private label, contract manufacturing, and new business: develop private label ranges for Modern Trade and HoReCa, sell factory capacity through contract manufacturing, and pursue new trading and factory-produced business.
- Telesales: recruit and lead a telesales team alongside field sales, define scope, coverage model, and SOPs, and review KPIs weekly (calls per day, connect rate, orders, reactivations).
What success looks like
- A growing active customer base
- A strong reactivation rate of non-active accounts
- Deeper cross-selling, measured by the average number of active categories per customer
- New accounts onboarded
Requirements
- Experience in the FMCG or F&B industry is required.
- 5 to 8 years of progressive experience in business development, sales, or commercial roles.
- Bachelor's degree in Business Administration, Marketing, or a related field (MBA is a plus).
- Proven track record of new business acquisition and key account management.
- Experience managing gross margin at SKU and customer level, not revenue alone.
- Working knowledge of ERP-based sales reporting (Odoo or equivalent).
- Experience in telesales or inside sales, and/or private label or contract manufacturing, is a strong plus.
Skills and Strengths
- Margin, profitability, and assortment analysis
- Customer segmentation and life cycle management
- Sales pipeline management and forecasting
- Advanced Excel, CRM and ERP reporting, and fluency with AI tools such as Claude
- Strong leadership and team management
- Excellent negotiation and communication
- Strategic thinking and a results-driven approach under pressure
