Business Development Manager – Retail & eCommerce (Iberia)

About the role

You will drive business growth by acquiring new strategic clients in the Retail and high‑volume eCommerce segments across the Iberian market. The role focuses on positioning InPost’s last‑mile logistics solutions—including Lockers, PUDO, Home Delivery, and B2B fulfilment services—as best‑in‑class offerings.

Key responsibilities

• Identify, prospect and acquire new strategic clients in Retail and eCommerce, targeting major retailers and high‑volume players.
• Generate new business and meet quarterly acquisition and revenue targets.
• Develop and execute a hunting‑focused commercial plan aligned with InPost’s growth strategy in Iberia.
• Manage the full sales cycle end‑to‑end: prospecting, qualification, proposal preparation, negotiation and closing.
• Build and maintain a healthy pipeline of new client opportunities.
• Analyse client needs to design personalised, competitive value propositions.
• Collaborate with Operations, IT and Marketing to ensure seamless onboarding and solution delivery.
• Track pipeline performance, KPIs and forecasts; report progress, risks and opportunities.
• Represent InPost at trade fairs, industry events and sector forums to strengthen market positioning.

Required profile

• 2‑5 years of experience in Business Development or B2B Sales within eCommerce, SaaS, marketplaces, parcel delivery or tech‑driven environments.
• Proven hunter mindset with a track record of new client acquisition, preferably in fast‑growth or scale‑up contexts.
• Strong knowledge of the last‑mile logistics ecosystem (Lockers, PUDO, Home Delivery, fulfilment).
• Ability to build senior‑level relationships with decision‑makers at major accounts.
• Advanced English and Spanish (C1); additional European languages are a plus.

Required skills

• High proficiency with CRM tools (HubSpot preferred).
• Advanced Excel for reporting and analysis.
• PowerPoint for creating proposals and presentations.

What we offer

• Language platform for continuous learning.
• Wellbeing programme.
• Flexible working hours.
• Online platform for lifelong learning.
• Competitive salary and flexible remuneration options.