Title: Head of Business Development (ROW)
Salary: £50,000-£60,000 (DOE) plus commission
Location: Remote (Within the UK)
Type of Contract: Full-time

About Fruugo

Fruugo is a leading privately-owned e-Commerce Marketplace business making it easy for retailers to sell their products internationally. With Fruugo any retailer can join and sell anything, to anyone, anywhere.
Winner of the a King’s Award for Enterprise for International Trade, and placed in the Financial Times List of Europe’s Fastest Growing Companies 2025, Fruugo is recognised as a fast growing, dynamic business, and following a period of consolidation, Fruugo has ambitious plans for future growth.

Job Purpose

The Head of BD ROW will take responsibility for growing the Fruugo business with new merchants based outside China. This role will own the Gross Transaction Value (GTV) target for new business (ex. China) for each financial year. They will review the existing business development approach and will identify opportunities to improve how we operate in order to deliver sustained success.

This new role will work closely with our Account Management team to review our data and understand the most successful merchants on the Fruugo platform. They will then identify target profiles for future profitable merchants. The successful candidate will then develop the strategies and tactics to identify, approach and sign good new merchants to trade on Fruugo. There are a multitude of opportunities available, including direct approaches and developing partnerships with other operators in the Marketplace ecosystem.

This new role will work closely with the Technical Operations team to ensure future Merchants are fully aware of the requirements for onboarding at Fruugo and that they are capable of approaching the integration process with the necessary skills and resources. As the Head of BD will own the GTV delivered from new business, they will have the skills and appetite to ensure the process works from lead identification through to strong GTV generation.

This role will be a key part of the overall commercial function at Fruugo and can play a pivotal role in developing future growth.

Duties and Responsibilities:

• Identify, approach and sign a strong set of partners and merchants which allow Fruugo to achieve or exceed our ROW GTV budget for each financial year.

• Grow the GTV generated by the relevant new merchants and deliver (or exceed) the budget for this business segment.

• Understand the Fruugo business in detail – categories, countries, merchant profiles, successful skus etc.

• Develop a clear vision and strategy for Business Development in the relevant regions.

• Develop strong working relationships with key people across Fruugo, including Account Management, Data Science, Legal and Technical Operations.

• Grow Fruugo’s partnerships across the Marketplace ecosystem to deliver successful collaboration and resultant GTV growth.

• Challenge the management team to consider new ideas which have been well thought out commercially with clear and structured business cases.

Skills & Knowledge Required:

• Results driven. A person who understands the numbers and will ‘own’ their targets and chase them with passion and commitment.

• Data driven commercial operator with the ability to review and create a wide variety of business proposals.

• Commercially skilled and able to work with key internal teams (e.g. Finance and Data Science) to understand and improve profitability at a partner, merchant or sku level.

• Strong influencing skills which can quickly and efficiently engage external business partners and also influence appropriately internally.

• A team player who is capable of working inclusively with colleagues across the Fruugo business.

• Innovative and able to use the data to develop new, viable business cases.

• Excellent presentation and communication skills, and a demonstrated ability to work collaboratively with all levels internally and externally.

• Passionate about growing long term business success and seeing out the opportunities that will deliver results. Never satisfied with the Status Quo.

• A practical and logical approach to business problems and issues; a problem solver.

• Focused on relationships, able to gain trust through communication, expectation setting and completion of planned deliverables, including problem/issue resolution.

• Computer literate with good working knowledge of Microsoft office suite and the collaboration tools used by Fruugo.

Core Requirements:

Education & Experience

• Bachelor’s degree or higher; MBA or similar preferred.

• 5+ years of experience in a strong commercial environment which could include e-commerce, cross-border e-commerce, or related fields.

• Extensive experience in business development, demonstrating strong commercial rigour and results driven.

Benefits

Fruugo prides itself on creating a friendly, welcoming, and supportive culture reflected in our core benefits:

• Hours of work are 35 hours per week - including one early 2pm finish!

• 33 days holiday including bank holidays (increasing with length of service)

• Optional holiday purchase scheme of up to 5 additional days 

• Bi-annual company get togethers

• Access to our learning platform 

• Company pension

• Employee discount

• Employee Referral Programme

• Employee Assistance Programme, offering wellness benefits to employees and their immediate family.