Portfolio Company Careers

Divergent Capital
Divergent Capital

Business Development Manager



Sales & Business Development
London, UK
Posted on Wednesday, May 24, 2023
Shellworks aims to address one of the biggest challenges of our generation: plastic pollution. We raised a 6.2Mn Seed round by top-tier investors globally and shipped our first 100,000 units in 2022. We're now scaling our team to help us accelerate towards our mission.
We’re a group of critical optimists from backgrounds like design, engineering, and science. We aren’t bound by existing rules and stereotypes and are fundamental believers that there must be a better way. As an early-stage startup, you’ll play a fundamental role in shaping Shellworks’ future.
As the first sales and account management hire, you will play a critical role in developing and executing our sales strategy, working closely alongside our two founders and marketing team.


  • Sales and Business Development:
  • Identify and pursue new business opportunities within the cosmetics and skincare industry.
  • Conduct market research to identify potential clients, understand their needs, and tailor sales strategies accordingly.
  • Generate and qualify leads through targeted prospecting, cold calling, networking, and attending industry events.
  • Conduct discovery calls and presentations to showcase the benefits and features of our home compostable packaging solution.
  • Negotiate and close sales deals, meeting or exceeding assigned sales targets.
  • Account Management:
  • Develop and maintain strong, long-term relationships with key accounts. You will be the face of our company and the first point of contact for many of our potential customers. You will need to build strong relationships with them by understanding their needs, educating them on our product, and providing exceptional customer service throughout the deal cycle.
  • Proactively identify upselling and cross-selling opportunities within existing accounts, presenting new product development when relevant.
  • Monitor and analyse account performance, identifying areas for improvement and implementing strategies to maximize customer satisfaction and retention.
  • Collaborate with cross-functional teams, such as product development and marketing teams, to ensure successful implementation and ongoing support for clients.
  • Sales Reporting and Analysis:
  • Maintain accurate and up-to-date records of sales activities, customer interactions, and deal status using CRM software.
  • Provide regular reports and updates on sales performance, revenue forecasts, and account progress to the wider team.
  • Analyse market trends, competitive landscape, and customer feedback to inform sales strategies and identify areas for growth.


  • 3+ years of experience in sales, business development or national account management, preferably in a fast-paced start-up environment.
  • Strong experience in FMCG (or wider CPG), with an added bonus if that comes from brands within personal or home care categories
  • Proven track record of managing or closing deals of £50,000 or more. Enterprise sales experience is a plus.
  • Demonstrated history of consistently achieving or surpassing sales targets while effectively cultivating and nurturing client relationships.
  • Excellent communication and presentation skills, with the ability to articulate complex concepts in a clear and compelling manner.
  • Strong negotiation and closing skills, with a customer-centric approach.
  • Ability to collaborate and work effectively in a cross-functional team environment.
  • Proactive and happy to get stuck in to anything and everything.
  • Comfortable being out of your comfort zone, quickly learning new topics.
  • Passion for sustainability and a desire to make a positive impact on the environment in the fight against plastic waste.