Business Development Manager

Job Description: Business Development Manager

• Reports To: Head of Sales
• Department: Sales
• Location: Kampala, Uganda (with travel to production sites and regional markets.

Role Overview

The Business Development Manager is a high-impact, commercially driven leadership role designed to unlock new revenue streams, scale our B2B portfolio, and expand our market footprint. Reporting directly to the Head of Sales, this individual will lead the commercialization of farmgate sales, accelerate the market penetration of high-margin value-added products (VAPs) such as fillets and smoked fish, and spearhead our entry into regional and international export markets.

This is a dynamic position for a strategic thinker who is equally comfortable negotiating high-volume bulk deals at the farmgate and navigating complex regional and international trade regulations to open new export corridors.

Key Responsibilities

1. Farmgate & Export Channel Management & Sales

• Design and execute a robust Farmgate sales strategy to optimize high-volume bulk sales directly from production sites.
• Develop an effective sales forecast accuracy which can be used in production planning.
• Identify, onboard, and manage relationships with local farmgate resellers, regional farmgate resellers, and international markets.
• Monitor market pricing, demand-supply dynamics, and competitor activity to optimize farmgate pricing structures and maximize margins.
• Coordinate closely with production and harvesting teams to align supply availability with bulk customer demand.
• Ensure all set farmgate SOPs are adhered to and followed time to time.

2. Value-Added Products (VAP) Growth

• Drive the sales strategy, positioning, and distribution of premium Value-Added Products (VAPs), specifically targeting fillets, smoked fish, and other processed offerings.
• Target and secure high-value accounts across HORECA (Hotels, Restaurants, Cafes), premium supermarkets, corporate institutions, and modern retail channels.
• Collaborate with marketing and product development teams to design effective promotional campaigns, sampling programs, and packaging tailored to high-end consumers.

3. Export & Regional Market Expansion

• Lead the market entry strategy to open new export channels across East Africa (EAC) and other viable international markets.
• Navigate regional trade policies, customs, sanitary and any required regulations, and export certification requirements.
• Establish strategic partnerships with international distributors, cold-chain logistics providers, and regional retail chains.
• Ensure end-to-end operational efficiency for export shipments, work well with distribution to ensure maintaining cold-chain integrity from farm to foreign port.

4. Relationship & Pipeline Management

• Build and maintain a pipeline of high-value B2B and institutional clients.
• Negotiate commercial contracts, service level agreements (SLAs), and any other terms in alignment with company risk policies.
• Act as a key brand ambassador, ensuring exceptional customer service, reliability, and relationship management for strategic accounts.

Key Performance Indicators (KPIs)

• Revenue Growth: Achievement of volume and value sales targets across Farmgate, VAP, and Export segments.
• Margin Optimization: Percentage growth in high-margin VAP sales relative to whole-fish sales.
• Market Expansion: Number of active, recurring export accounts and new international markets opened.
• Product Expansion: New Value-Added products launched across its sales channels, driving volume & margin
• Customer Retention: Retention rate and lifetime value of strategic farmgate and corporate B2B clients.
• Account Receivables: Ensure a health AR position at any time.

Candidate Profile: Skills & Qualifications

Professional Experience & Qualifications

• Education: Bachelor’s degree in business administration, Marketing, Agribusiness, International Trade, or a related field. An MBA or professional sales certification is a distinct advantage.
• Experience: Minimum of 5–7 years of progressive sales experience in the FMCG, agribusiness, or food/beverage sector, with at least 3 years in a strategic B2B sales or business development role.
• Industry Knowledge: Proven track record of handling cold-chain logistics, perishable goods, or aquaculture/meat products is highly preferred.
• Export Expertise: Demonstrated experience navigating East African cross-border trade, export documentation, and regional distributor networks.

Core Technical Skills

• Strategic Channel Planning: Ability to segment markets, analyze volume-profit trade-offs, and design tailored sales pipelines for different customer profiles.
• Advanced Negotiation: High-level commercial negotiation skills to close complex, high-value deals with corporate buyers and bulk traders.
• Financial & Commercial Acumen: Strong capability in pricing strategy, margin calculation, credit control, and sales forecasting.
• Data-Driven Decision Making: Proficiency in utilizing sales CRM tools, Microsoft systems interpretation, and market data to track performance and identify trends.

Soft Skills & Leadership Attributes

• Entrepreneurial Drive: A self-starter with a high level of initiative, comfortable building a channel from the ground up.
• Exceptional Communication: Strong presentation, interpersonal, and pitch skills to engage with diverse stakeholders, from farmgate traders to corporate retail buyers and regulatory officials.
• Collaborative Leadership: Ability to work cross-functionally with production, processing, distribution, finance, and quality assurance teams to deliver seamless customer experiences.
• Resilience & Problem Solving: Adaptable to fluctuating market supplies, distribution bottlenecks, and evolving regulatory landscapes.

APPLICATION PROCEDURE

Please send the application, CV & academic documents as one pdf document to: careers@yalelo.ug, clearly specifying the job position in the subject line. The closing date for receiving applications is 07th August 2026.

“Recruitment will be on rolling basis”