Business Development Manager

Tosca; Madrid; Híbrido; EUR 90.000 - 130.000; Jornada completa

Descripción de la vacante

Tosca seeks a Business Development Manager – Iberia to drive commercial expansion across Spain and Portugal, unlocking opportunities with retailers and FMCG players for reusable packaging solutions.

You will build a strong pipeline, influence large-scale retail ecosystems, and partner with cross-functional teams to deliver scalable, sustainable packaging impacts across Iberia. Fluency in English and Spanish is required, Portuguese a plus.

Formación

• Proven track record in business development or strategic sales within retail, FMCG, or packaging industries.
• Experience building and growing strategic accounts and partnerships.
• Strong ability to articulate ROI and business value to leadership.

Responsabilidades

• Lead Iberia commercial expansion across Spain and Portugal.
• Engage with retailers and FMCG players to open new opportunities.
• Develop and manage a robust sales pipeline with CRM data.
• Collaborate with cross-functional teams to deliver scalable packaging solutions.
• Shape strategic conversations and build long-term partnerships.

Conocimientos

Business development

Strategic sales

Pipeline management

Negotiation

Market expansion

Data-driven

Herramientas

CRM tools

Descripción del empleo

Business Development Manager – Iberia (Spain & Portugal)

At Tosca, we help the world’s leading retailers and suppliers eliminate waste, reduce costs, and improve efficiency with our reusable packaging solutions. Our people are at the heart of this mission, and we are now looking for a Business Development Manager – Iberia to accelerate our growth across Spain and Portugal.

This is not a traditional sales role. This is about opening markets, influencing large-scale retail and FMCG ecosystems, and driving the transition towards circular, reusable packaging solutions.

Your mission

You will lead Tosca’s commercial expansion across Iberia, unlocking new opportunities across retailers, FMCG players, and upstream supply chains, positioning reusable systems as a strategic lever for efficiency, cost optimization, and sustainability.

What you will be doing

• Drive new business across Iberia, focusing on reusable packaging, display solutions, pallets, crates, and first-mile opportunities
• Engage with major retailers and FMCG players, influencing how products are moved, displayed, and delivered in-store
• Open and develop strategic accounts, building long-term, high-value partnerships
• Shape complex commercial conversations, demonstrating ROI and operational impact of circular solutions
• Build and manage a strong pipeline, using data and CRM tools to drive performance
• Collaborate across EMEA, working closely with operations, supply chain, and product teams to deliver scalable solutions
• Stay ahead of market trends, identifying opportunities in sustainability, automation, and retail execution

What makes you a strong fit

• You have a proven track record in business development or strategic sales within:
• retail, FMCG, or food industry
• packaging, display solutions, or supply chain environments
• You understand how retail ecosystems work, including in-store execution and merchandising
• You are comfortable selling complex, value-based solutions, not just products
• You bring strong commercial acumen, with the ability to build business cases and influence decision-makers
• You are data-driven, structured, and comfortable managing pipelines and performance
• You are entrepreneurial, resilient, and results-oriented, with a strong ownership mindset
• You thrive in an international, fast-paced environment
• You are fluent in English and Spanish (Portuguese is a plus)
• You are willing to travel across the region

Why Tosca

• You will be part of a global leader in reusable packaging, at the forefront of the circular economy
• You will have the opportunity to shape how major retailers and FMCG companies operate
• You will work in a high-impact, commercially driven role with real visibility across EMEA
• You will join a collaborative, ambitious team, where ownership and initiative are valued

About us

Tosca is a global leader in reusable packaging solutions, helping the world’s top retailers, growers, and manufacturers move goods more efficiently and sustainably through the supply chain. We are committed to eliminating waste at every step, from product to packaging, labor, and transport.

We invest in our people through continuous development, foster a collaborative and inclusive culture, and believe that diverse perspectives strengthen our teams. At Tosca, you will find an environment where you can grow, contribute, and make a real impact.

Privacy Notice

Your personal data will be processed by Tosca for recruitment purposes in accordance with GDPR and applicable local data protection laws. Tosca is an equal opportunity employer and is committed to creating an inclusive environment for all employees.

External recruitment agencies will not be used for this position.