Business Development Manager- F&BS

About Us

As a leading provider of high-quality food and beverage ingredients, we work with farming communities across the globe to grow, source and produce ingredients that are good for consumers, farmers, and the world around us.  We supply household food brands and manufacturers worldwide with cocoa, coffee, dairy, nuts and spices ingredients which are often grown on our own farms and estates and sourced from hundreds of thousands of farmers across ~50 countries. Along with our diverse manufacturing and innovation capabilities, this means we can provide ingredients for a range of products, from a plant-based latte mix to an almond based snack bar or a dairy-free ice cream.  Making a positive impact on people and planet is a core component of our Purpose, to be the change for good food and a healthy future. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable, and transparent supply. And whoever we’re with, whatever we’re doing, we always make it real. 

Product Information

Food & Beverage Solutions

We have launched a new platform called Food and Beverage solutions, part of our ingredients and solutions reporting unit. This platform consolidates our current category solutions capabilities and innovation infrastructure. We support customers in developing new consumer concepts and application solutions at our four customer solution centers in Amsterdam, Bangalore, Chicago, and Singapore.  Food and Beverage solutions leverages the strengths of our five product platforms, including their global and sustainable supply chain capabilities, a complementary portfolio of high-quality food and ingredients, and extensive ingredient expertise. This enables us to address a diverse range of customer requirements in the rapidly evolving Food and Beverage industry. Built on deep consumer, category, and application understanding, we are enhancing our application and R&D capabilities to provide an end-to-end integrated customer experience. This opens up more on-trend and inspired product ideation opportunities. Together, we can co-create product innovations that delight consumers and make your ambitions a reality.  

Overview of the role:

Reporting to the Food & Beverage Solutions Business Head, Philippines, this role is the primary growth engine for new customer acquisition across all ofi categories in the Philippines — with a specific focus on savory seasonings/blends, beverage premixes, sweet sauces, and the broader ofi portfolio. The BDM is a hunter-by-nature who builds and converts a structured pipeline of prospect accounts into active ofi customers, securing first commercial volumes and handing over fully onboarded accounts to the Key Account Manager once they reach a defined commercial maturity. A core outcome is to accelerate facility utilization and revenue diversification by opening new segments — including mid-tier food manufacturers, bakery chains, emerging QSR concepts, FMCG start-ups, and contract manufacturers — that complement the Key Account portfolio. This role is the commercial frontier of ofi's Philippines business, responsible for identifying, qualifying, and closing new-to-ofi revenue.

Key responsibilities:

• Market mapping & prospecting: Build and maintain a living prospect universe covering all relevant food manufacturing, foodservice, commissary, bakery, beverage, and FMCG segments in the Philippines. Systematically prioritize prospects by strategic fit, volume potential, conversion probability, and alignment with blending facility capacity.
• Lead generation & pipeline development: Develop and execute a multi-channel lead generation strategy (cold outreach, referral networks, industry events, trade shows, digital channels, and ofi global network introductions). Own and actively manage a structured sales pipeline with defined stages, conversion milestones, and realistic close dates.
• Insight-led pitching: Lead the development of compelling, customer-specific value propositions and pitch materials that leverage ofi's supply chain depth, application capabilities, local blending, and innovation resources. Partner with R&D/applications and marketing to create differentiated solution offerings for each prospect's category need.
• New account conversion: Own the full prospecting-to-first-PO journey for new accounts: initial qualification, needs discovery, solution scoping, trial coordination, commercial proposal, contract negotiation, and first-order execution. Ensure a smooth and fully documented handover to the Key Account Manager at agreed commercial maturity milestones.
• Segment and channel development: Identify and develop underpenetrated segments or channels (e.g., emerging foodservice chains, cloud kitchens, premium sauce/condiment producers, specialty bakery manufacturers) and build replicable sales playbooks for each new segment that can be scaled.
• Commercial structuring: Define and propose appropriate commercial terms, pricing architecture, and contract structures for new accounts in coordination with the Business Head; ensure all new deals meet minimum margin thresholds and strategic fit criteria.
• Partnership & ecosystem development: Identify and cultivate strategic partnerships with distributors, food technology centres, culinary schools, industry associations (e.g., PFAPI, CAMPI, food industry bodies), and innovation platforms that can serve as pathways to new customer relationships.
• Market intelligence & opportunity scanning: Monitor the Philippine food industry landscape for new market entrants, category growth signals, regulatory changes (FDA, DTI), and competitor moves. Translate intelligence into a pipeline of prioritized opportunities and present business cases to the Business Head for pursuit decisions.
• Collaboration with KAM: Work closely with the Key Account Manager to ensure a clearly defined and respected account boundary, coordinating on any prospects that may overlap or graduate into Key Account status; avoid duplication and ensure handover protocols are consistently followed.
• Representation: Represent ofi at industry events, trade fairs, food expos, and innovation forums (e.g., WOFEX, Food and Hotel Asia, local foodservice expos) as a primary business development presence for the Philippines business.

Success measures:

• New accounts activated per quarter: number of new-to-ofi customers generating their first confirmed commercial PO
• Pipeline value (PHP): total qualified pipeline value at each stage, tracked on a rolling 90-day basis
• Lead-to-first-PO conversion rate: % of qualified prospects converted to first purchase order within a defined cycle
• New account revenue contribution (PHP/MT): annualized volume and revenue from accounts activated in the current FY
• Segment diversification: number of new segments or channels opened per year (with at least one commercial PO per new segment)
• Pipeline velocity: average days from initial qualified prospect to first commercial PO
• Gross margin of new accounts vs. minimum threshold: all new deals approved with margin at or above agreed floor
• Handover quality: KAM satisfaction score on account readiness at point of handover (documented onboarding package completeness)
• Partnership activations: number of strategic wholesalers, industry association, or institutional partnerships established per year that generate qualified leads
• Market mapping completeness: living prospect database maintained and updated monthly, with full segment coverage and prioritization scores

Experience & Qualifications

• Bachelor’s degree in Business Administration, Food Science, Food Technology, Marketing, or related discipline
• 8–12 years of B2B commercial experience, with a demonstrated track record in new business development and new customer acquisition — ideally within food ingredients, flavours, seasonings, FMCG, or food manufacturing-adjacent industries
• Proven "hunter" profile: a self-starter who is energized by prospecting, pipeline building, and closing new accounts from scratch, rather than managing existing relationships
• Strong understanding of the Philippine food and beverage industry: knowledge of major manufacturers, foodservice operators, commissaries, and emerging F&B segments is a strong advantage
• Ability to develop insight-led, category-relevant value propositions; comfortable translating ofi's ingredient and application capabilities into compelling customer-facing business cases
• Experience structuring and negotiating commercial terms for new business; comfort with pricing, margin analysis, and contract fundamentals
• Entrepreneurial mindset with a high tolerance for ambiguity; able to build structure and process in a start-up-like environment without established playbooks
• Strong networking ability and professional presence across the Philippine F&B industry ecosystem
• Collaborative by nature — able to work within a small, high-performance team and maintain clear boundaries and handover protocols with the Key Account Manager
• Willingness to travel extensively within the Philippines and occasionally regionally for prospecting, events, and customer engagement

ofi is an equal opportunity employer and values diversity. All qualified applicants will receive consideration for employment without regard to racial or ethnic origin, color, age, religion or belief, sex, nationality, disability, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by applicable law. 

Applicants are requested to complete all required steps in the application process including providing a resume/CV in order to be considered for open roles.