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assistant manager business development Jobs in Jeddah

assistant manager business development

assistant sales manager - food service Jobs in Jeddah

assistant sales manager - food service

business development executive Jobs in Jeddah

business development executive

business growth manager filipino cuisine

Advanced Gate

<p><b>Title:</b></p><p>Business Growth Manager (Filipino Cuisine)</p><p><b>Location:</b></p><p>Jeddah</p><p><b>About Us:</b></p><p>Growing restaurant chain specializing in authentic, high-quality Filipino cuisine (two branches: Jeddah, Riyadh). We aim for strategic expansion, offering genuine dining experiences to loyal Filipino customers and diverse new patrons. Seeking a visionary leader for ambitious growth.</p><p><b>The Opportunity:</b></p><p>We are seeking a dynamic and innovative leader with a passion for Filipino cuisine to spearhead our brand's growth. This is a pivotal, hands-on role for a strategic thinker with a proven track record in the F&amp;B industry. You will be responsible for defining our brand's future, executing high-impact marketing, and leading our expansion strategy to reach new markets and customers.</p><p>Key Responsibilities:</p><ul><li>Business Expansion: Formulate and execute multi-year strategies for future chain expansion (KSA &amp; beyond), including market entry research, location identification, and the successful launch of new branches.</li><li>Strategic Marketing: Develop and execute a comprehensive brand and marketing strategy, including compelling promotional campaign, digital engagement initiatives, and catering programs to drive brand awareness and customer acquisition.</li><li>Menu Innovation: Oversee menu innovation as a key driver of brand identity and market differentiation. Lead R&amp;D for new/revamped authentic Filipino menu items, ensuring alignment with brand standards, cost-effectiveness, and broad appeal based on market/consumer research.</li><li>Culinary &amp; Industry Expertise: In-depth knowledge of Filipino cuisine, local market tastes (Filipino expatriate community), and F&amp;B industry trends.</li></ul><p><b>Qualifications:</b></p><ul><li>Bachelor's degree in business, Marketing, or a related field. A degree in Culinary Arts is a plus, but not a substitute for strategic business experience.</li><li>4-5 years progressive experience in a leadership role within F&amp;B, with a strong focus on strategic marketing and business development.</li><li>Proven success in menu development (Filipino cuisine highly preferred) and effective restaurant marketing/promotional campaigns.</li><li>Direct experience in a multi-unit marketing or business development role within a small to medium-sized F&amp;B company is a mandatory requirement. Experience in large corporate chains is not relevant to this role.</li><li>Strong understanding of restaurant operations, cost control, and profitability.</li><li>Experience in multi-unit restaurant business development/expansion planning highly desirable.</li><li>Excellent communication, interpersonal, and leadership skills.</li><li>Fluency in English required, Tagalog and Arabic highly advantageous.</li><li>Must be willing to travel between Jeddah and Riyadh.</li></ul><p>Job Type: Full-time</p><p>Experience:</p><ul><li>Restaurant &amp; Expansion: 4 years (Required)</li></ul><p>Language:</p><ul><li>Tagalog (Required)</li></ul>

Business Growth Manager (Filipino Cuisine)

Lubrizol

<div></div><div><div><b>Accountability of the Role:</b></div><br>
<div></div>
<div>
Deliver Increase in Volume and Margin for the ME region through sustainable value creation with Key Accounts while maintaining excellent customer relationships.</div><br>
<div><b>
</b></div><div><b>Responsibilities / Accountabilities:</b></div><br>
<div></div>
<div><b>
Commercial delivery:</b></div><br>
<div></div>
<ul>
<li>Develop Key Account plans to build customer/consumer preference for Lubrizol through right value prepositions and drive volumes for achievement and growth in the region.</li>
<li>Conduct customer annual volume/Margin planning &amp; phasing and monitor the sales objectives on monthly / quarterly and annual basis.
</li><li>Ensure Increase in Share of Business (Value Share) across segments as per Strategic Plan</li>
<li>Maintain a close watch on customers' credit status and ensure collection of outstanding as per the credit policy/applicable credit limit.</li>
<li>Close working with PMG team for pitching in with the right product for right application.</li>
<li>Tender business management with Key National Oil companies/customers in the region who work on a tender business model. Knowledge of right incoterms for the process.</li></ul><br>
<div></div>
<div><b>
Relationship management:</b></div><br>
<div></div>
<ul>
<li>Maintain top quartile relationships with all the key accounts for ensuring overall pipeline &amp; revenue growth.</li>
<li>Make regular sales calls to designated accounts and record the same in CRM tools in terms of Call recording, opportunity tracking, Competitor activity, updating the account plans etc.
</li><li>Build strategic alliances with target customers for providing sustainability to growth agenda in the region.</li>
<li>Coordinating with cross-functional teams for supply planning, product delivery and account receivables.</li>
<li>Demand planning and forecasting</li></ul><br>
<div></div>
<div><b>
Requirements (education, experience, competencies and specific job requirements):</b></div>
<ul>
<li>Engineering Graduate (Experience in Chemical/Petroleum industry or Graduate in Chemical Sciences preferred.</li>
<li>8 to 10 years&rsquo; experience in related field of Sales and Customer Management with added knowledge of Lubricant/additives and application
</li><li>Process and system oriented with proven Plan execution skills.</li>
<li>Commercial Acumen, Analytical &amp; Data handling Skills
</li><li>Negotiation &amp; Execution skills</li>
<li>Creative thinking
</li><li>Adapts to changes in environment &amp; able to meet goals effectively in dynamic markets.
</li><li>Arabic language proficiency is a must</li></ul><div></div><div><br>
</div><div><b>Competencies for the Role:</b></div><br>
<div></div>
<ul>
<li>Driving Success</li>
<li>Building Relationship</li>
<li>Strategic Thinking</li>
<li>Financial Acumen</li>
<li>Communicating Information</li></ul><br>
<div></div>
<p><br>
<b>Job Segment: </b>Account Manager, Business Manager, Demand Planner, Relationship Manager, Supply Chain, Sales, Management, Operations, Customer Service</p></div>

Account Manager KSA

Raffles

<div><b>Company Description</b><p><br>
Raffles Makkah Palace promises the exceptional standards inherent in the Raffles name and enhanced by Arab hospitality values. Raffles Makkah Palace offers 219 Suites &amp; duplex Villas with breathtaking views of the Masjid Al Haram, the Holy Ka&rsquo;aba and the city. The hotel combines the best of local cuisine and international dishes in each of its four outlets creating a unique and welcoming atmosphere in this diving setting. Guests can also indulge and immerse themselves in a relaxing sensory experience in our world renowned spa and fitness center or hold high-powered business gatherings in any of our state-of-the-art meeting rooms.</p><b><br>
Job Description</b><br>
<ul><li>
Will be knowledgeable of the whole Hotel facilities and services provided.</li><li>
Adhere to his/her limit of authority as outlined by management, and will fully</li><li>
Understand the Hotel policies, procedures and regulations per Fairmont standards.</li><li>
Deal with any guest request in a polite and efficient manner, delegating work where necessary to other staff (bellmen, In Room Dining, Royal Service, Engineering, Security, etc.), and then following up to ensure that the guest has been satisfied.</li><li>
Seeks feedback on guest satisfaction and resolves problems in accordance with our Mission Statement and philosophy of colleague empowerment.</li><li>
To ensure guests queries are dealt with in a helpful and professional manner and</li><li>
 Inform the FOM or AFOM in case of issues that cannot be easily resolved.</li><li>
Responsible for ensuring consistency in exceeding guest service expectations (FHR Programs as a measurement tool).</li><li>
Adheres to and promotes the Company&rsquo;s Health &amp; safety policies to ensure a safe work environment, will be knowledgeable about all safety &amp; emergency procedures and emergency action plan.</li><li>
 Responsible for the entire hotel during the night shift in terms of monitoring the operation, ensuring the safety &amp; security of the hotel, colleagues and guests.</li><li>
Log all guest comments in the Duty Managers logbook and prepare a summary of all comments from the previous 24 hours which can be used at the morning meeting.</li><li>
Participate in the monthly communication meetings</li><li>
Providing daily feedback about the operation to the GM and the Hotel Manager as</li><li>
They require through multiple ways like incidents report, Night Manager Report, Complaint&rsquo;s report with supporting documentation and final accurate conclusions.</li><li>
Complete preparation work and administration work which the Assistant Front Office Manager has passed on.</li><li>
Supervise the work of the front office supervisors. Review the achieved tasks of their daily check list.</li><li>
Ensures that all Front Office Standards of Service &amp; Operational Procedures are adhered.</li><li>
Reviewing VIP reports for 7 days ahead and coordinating all necessary arrangements with concerned departments.</li><li>
Ensuring that the daily VIPs are welcomed and escorted to their rooms with the assistance of the guest relations team.</li><li>
Monitor and deal with all pre-Registered bookings and all No-Show guests.</li><li>
Handling the inventory during sold out days.</li><li>
Complete all the necessary preparations for the beginning of the early shift on reception.</li><li>
Move around the hotel to interact with as many guests and staff as possible</li><li>
Provides Guidance and motivation to the night team. Establishes and communicates on a daily basis with the Front Office colleagues and working instantly on creating a job Satisfaction to everyone.</li><li>
Monitoring colleagues&rsquo; performance and dealing with employees&rsquo; grievances and problems. Coaching them and taking the corrective actions when necessary.</li><li>
Direct staff in maintaining clean, tidy and an organized work area at the front and back areas of the Front Office.</li><li>
Oversee all contracted staff working overnight in the hotel, recording any issues that may arise for handover to relevant department head in the morning.</li><li>
Oversee the employee dining room and ensure all staff receive appropriate meal break during their shift.</li><li>
Monitor and inspect Overnight cleaning team, ensuring highest level of cleanliness and work efficiencies at all times.</li><li>
Run the audit reports on the PMS that will be required by Income Audit the next day, Responsible for the nightly end of day reporting is complete; ensuring accuracy in balancing accounts.</li><li>
Perform all necessary reconciliations and audit functions for the reception in order to complete the day&rsquo;s business.</li><li>
Ensure that all financial reporting is maintained and accurate inclusive of reviewing financial reports to ensure accuracy (Rooms Audit)</li><li>
Ensure that all of the Food &amp; Beverage outlets have handed over the relevant paper work to allow the days business to be completed.</li><li>
Complete all necessary computer system back-ups.</li><li>
Other duties as assigned</li></ul><br>
<b>
Qualifications</b><p><b><br>
Personal Attributes</b></p><ul><li>
Strong written and verbal communication skill in English and Arabic</li><li>
Able to develop rapport with and gain support from Colleagues and Management staff</li><li>
Ability to work cohesively with co-workers as part of a team</li><li>
Ability to focus attention on guest needs, remaining calm and courteous at all times</li><li>
Ability to promote positive relations with all guests and patrons</li><li>
Able to exercise good judgment with difficult guests</li><li>
Understanding and ability to work in a multi-cultural environment</li></ul><p></p><p><b><br>
Your skills and experience include:</b></p><br>
<p></p><ul><li>
Minimum 4 years&rsquo; experience in Front Office Operations in a luxury property preferred</li><li>
Strong interpersonal and problem-solving abilities necessary</li><li>
Must be a highly organized person with strong planning skills</li><li>
Goal and results oriented</li><li>
Analytical skills, strength as a developer and a leader of others are essential</li><li>
International experience an asset</li><li>
Energetic, enthusiastic, self-motivated and a charismatic team player</li><li>
Excellent command of spoken &amp; written English-Arabic</li><li>
Knowledge in Opera system</li><li>
Ability to work on shift basis</li></ul><br>
<b>
Additional Information</b><p><b><br>
Our commitment to Diversity &amp; Inclusion:</b><br>
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.</p><p><b>
Why work for Accor?</b><br>
We are far more than a worldwide leader. We welcome you as you are and you can find a job and brand that matches your personality. We support you to grow and learn every day, making sure that work brings purpose to your life, so that during your journey with us, you can continue to explore Accor&rsquo;s limitless possibilities.<br>
By joining Accor, every chapter of your story is yours to write and together we can imagine tomorrow's hospitality. Discover the life that awaits you at Accor, visit https://careers.accor.com/ Do what you love, care for the world, dare to challenge the status quo! #BELIMITLESS</p></div>

Duty Manager

Cozymeal

<div></div><div><div><div><div><div>Flexible Schedule</div>
<div>Manage your own calendar and accept bookings that work for your schedule.
</div></div><div></div><div><div>High Earnings</div>
<div>Boost your earnings or replace your full-time job.</div>
</div><div></div><div><div>Full Support</div>
<div>Our team does the marketing for you. We also support you from profile creation to receiving your earnings.
</div></div></div></div><div><h1 class="jobSectionHeader"><b>Private Chef, Jeddah, Saudi Arabia</b></h1>
<div><p><b>IMPORTANT NOTE:</b> To sign up, please visit: https://www.cozymeal.com/become-a-chef</p>
<p>
Discover exciting <b>Private Chef</b> jobs in Jeddah with Cozymeal, a platform that helps culinary professionals grow their business on their own terms. With Jeddah&rsquo;s coastal charm and diverse food culture, you can design custom menus that highlight fresh seafood, Hejazi flavors or global fusion cuisine. Whether you're experienced in personal chef jobs or exploring private chef jobs near you for the first time, Cozymeal connects you with clients seeking unique in-home dining experiences. Set your own schedule, create signature dishes and focus on your passion while Cozymeal manages marketing, logistics and client support. Explore personal chef jobs near you and build a thriving culinary career in Jeddah.</p>
<p><b>
ABOUT COZYMEAL:</b></p>
<p>
Cozymeal is the #1 platform for culinary experiences &amp; cookware in the US, Canada and around the world. Guests can book everything from cooking classes to corporate team building events to private chef services with local professional chefs. Besides that, guests can also find on Cozymeal other culinary experiences &amp; products, including food tours, mixology classes, wine tastings, cookware and step-by-step recipe videos. Cozymeal&rsquo;s platform is frequently used by consumers and some of the world's top companies in 120+ cities worldwide, and we have been featured in leading publications such as the Washington Post, Los Angeles Times, Fast Company and Thrillist, among others.</p>
<p><b>
ENJOY THE MANY BENEFITS BY JOINING COZYMEAL, INCLUDING:</b></p>
<ul>
<li>Income potential of up to $12,000/month (some make even more than that!)</li>
<li>Be your own boss</li>
<li>Set your own schedule, decide if you would like to work only 5 hours/week (Part-time) to 40 hours/week (Full-time)</li>
<li>Reach new customers</li>
<li>Create and offer your own menus</li>
</ul>
<p><b>IMPORTANT NOTE:</b> To sign up, please visit: https://www.cozymeal.com/become-a-chef</p>
<p><b>
REQUIREMENTS:</b></p>
<ul>
<li>Based in Jeddah, Saudi Arabia</li>
<li>Professional culinary background</li>
<li>Access to a venue from which you can host your cooking classes. This venue can also be your home.</li>
</ul>
<p><b>SUCCESSFUL CHEFS ON COZYMEAL ALSO HAVE:</b></p>
<ul>
<li>A venue (either your home or a great kitchen space, such as a restaurant or a commercial kitchen) to host your experiences</li>
<li>A comprehensive repertoire and ability to offer a variety of cuisines</li>
<li>Experience hosting cooking classes</li>
</ul>
<p><b>Location:</b> Jeddah, Saudi Arabia</p></div></div></div>

Private Chef

<div></div><div><div><div><div><div>Flexible Schedule</div>
<div>Manage your own calendar and accept bookings that work for your schedule.
</div></div><div></div><div><div>High Earnings</div>
<div>Boost your earnings or replace your full-time job.</div>
</div><div></div><div><div>Full Support</div>
<div>Our team does the marketing for you. We also support you from profile creation to receiving your earnings.
</div></div></div></div><div><h1 class="jobSectionHeader"><b>Chef/Culinary Instructor, Taif, Saudi Arabia</b></h1>
<div><p><b>IMPORTANT NOTE:</b> To sign up, please visit: https://www.cozymeal.com/become-a-chef</p>
<p>
If you're a <b>culinary instructor</b> in Taif, Cozymeal provides the perfect opportunity to teach the mountain cuisine and time-honored dishes of western Saudi Arabia through immersive cooking classes. Share recipes like slow-cooked kabsa, Taif rose syrup desserts and sambusak filled with savory spices that reflect the city's highland culture and history. As a culinary instructor in Taif, you can teach cooking classes in Taif while curating your schedule and crafting personalized menus that showcase your culinary passion. Whether you're guiding locals or visitors, Cozymeal takes care of the marketing, guest logistics and admin support so you can focus on creating unforgettable cooking sessions. Build a flexible and rewarding business that honors local flavor, fosters connection and brings your kitchen to life in one of Saudi Arabia&rsquo;s most unique regions. Partner with Cozymeal today.</p>
<p><b>
ABOUT COZYMEAL:</b></p>
<p>
Cozymeal is the #1 platform for culinary experiences &amp; cookware in the US, Canada and around the world. Guests can book everything from cooking classes to corporate team building events to private chef services with local professional chefs. Besides that, guests can also find on Cozymeal other culinary experiences &amp; products, including food tours, mixology classes, wine tastings, cookware and step-by-step recipe videos. Cozymeal&rsquo;s platform is frequently used by consumers and some of the world's top companies in 120+ cities worldwide, and we have been featured in leading publications such as the Washington Post, Los Angeles Times, Fast Company and Thrillist, among others.</p>
<p><b>
ENJOY THE MANY BENEFITS BY JOINING COZYMEAL, INCLUDING:</b></p>
<ul>
<li>Income potential of up to $12,000/month (some make even more than that!)</li>
<li>Be your own boss</li>
<li>Set your own schedule, decide if you would like to work only 5 hours/week (Part-time) to 40 hours/week (Full-time)
</li><li>Reach new customers</li>
<li>Create and offer your own menus</li>
</ul>
<p><b>IMPORTANT NOTE:</b> To sign up, please visit: https://www.cozymeal.com/become-a-chef</p>
<p><b>
REQUIREMENTS:</b></p>
<ul>
<li>Based in Taif, Saudi Arabia</li>
<li>Professional culinary background</li>
<li>Access to a venue from which you can host your cooking classes. This venue can also be your home.</li>
</ul>
<p><b>SUCCESSFUL CHEFS ON COZYMEAL ALSO HAVE:</b></p>
<ul>
<li>A venue (either your home or a great kitchen space, such as a restaurant or a commercial kitchen) to host your experiences</li>
<li>A comprehensive repertoire and ability to offer a variety of cuisines</li>
<li>Experience hosting cooking classes</li>
</ul>
<p><b>Location:</b> Taif, Saudi Arabia</p></div></div></div>

Chef/Culinary Instructor

SIAD Holding

<div>
 <p>
  As an Account Manager at StayKSA, you will be responsible for building and managing StayKSA&rsquo;s accommodation portfolio, driving profitable growth for both hotel partners and StayKSA. You will own the full partner lifecycle: from contracting and onboarding to performance optimization, revenue enhancement, and relationship management.
 </p>
 <p>
  You will act as the trusted commercial advisor and consultant to hoteliers, ensuring their inventory, rates, and content are competitive while delivering sustainable margins for StayKSA. This role demands a strategic sales mindset, strong negotiation skills, and data-driven account optimization capabilities.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Responsibilities:
  </strong>
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Hotel Acquisition &amp; Contracting
  </strong>
 </p>
 <ul>
  <li>
   Drive
   <strong>
    end-to-end hotel acquisition
   </strong>
   across priority cities and areas.
  </li>
  <li>
   Negotiate commercial agreements, commission levels, and participation in StayKSA campaigns.
  </li>
  <li>
   Secure
   <strong>
    competitive rates, parity agreements, and inventory commitments
   </strong>
   .
  </li>
  <li>
   Map supply gaps and execute market acquisition strategies aligned with demand trends.
  </li>
 </ul>
 <p>
  <strong>
   Partner Onboarding &amp; Implementation
  </strong>
 </p>
 <ul>
  <li>
   Ensure new hotels are
   <strong>
    fully onboarded and live
   </strong>
   with accurate rates, content, and availability.
  </li>
  <li>
   Coordinate with extranet/channel manager teams to enable seamless connectivity.
  </li>
  <li>
   Train partner revenue and reservations teams on StayKSA tools and dashboards.
  </li>
 </ul>
 <p>
  <strong>
   Account Management &amp; Relationship Building
  </strong>
 </p>
 <ul>
  <li>
   Manage a
   <strong>
    portfolio of hotels within your assigned area
   </strong>
   , building multi-level relationships with GMs, revenue managers, and owners.
  </li>
  <li>
   Conduct
   <strong>
    quarterly business reviews
   </strong>
   with key partners to align on performance and strategy.
  </li>
  <li>
   Serve as StayKSA&rsquo;s
   <strong>
    ambassador
   </strong>
   in the hospitality ecosystem, strengthening long-term trust.
  </li>
 </ul>
 <p>
  <strong>
   Revenue Optimization &amp; Performance Growth
  </strong>
 </p>
 <ul>
  <li>
   Analyze partner performance using KPIs (bookings, ADR, conversion, cancellation rate, margin, etc.).
  </li>
  <li>
   Develop and implement
   <strong>
    joint business plans
   </strong>
   to increase occupancy and revenue for hotels.
  </li>
  <li>
   Recommend
   <strong>
    pricing strategies, promotions, and visibility programs
   </strong>
   to maximize market share.
  </li>
  <li>
   Proactively identify underperforming accounts and implement recovery actions.
  </li>
 </ul>
 <p>
  <strong>
   Business Development &amp; Strategic Initiatives
  </strong>
 </p>
 <ul>
  <li>
   Identify upselling and cross-selling opportunities.
  </li>
  <li>
   Collaborate with marketing to design
   <strong>
    destination-specific campaigns
   </strong>
   .
  </li>
  <li>
   Provide market intelligence and competitor benchmarking to improve StayKSA&rsquo;s value proposition.
  </li>
 </ul>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Qualifications :
  </strong>
 </p>
 <p>
  <br/>
 </p>
 <ul>
  <li>
   Bachelor&rsquo;s degree in Business, Hospitality, or Tourism.
  </li>
  <li>
   <strong>
    Solid experience
   </strong>
   in OTAs, hotel distribution, or hospitality sales.
  </li>
  <li>
   Proven track record in
   <strong>
    hotel acquisition, negotiations, and account growth
   </strong>
   .
  </li>
  <li>
   Strong analytical skills: can interpret partner KPIs and translate them into opportunities and action plans.
  </li>
  <li>
   Excellent communication and presentation skills in
   <strong>
    Arabic and English
   </strong>
   .
  </li>
  <li>
   Familiarity with
   <strong>
    channel managers, PMS, extranet systems
   </strong>
   , and OTA tech.
  </li>
 </ul>
 <p>
  Entrepreneurial, resilient, and able to thrive in a
  <strong>
   fast-paced startup environment
  </strong>
 </p>
</div>


Account Manager

Agram HR

<p><b>We&rsquo;re Hiring: Sales Manager &ndash; Pipes / Oil &amp; Gas / Manufacturing Industry </b></p><p><b>Note - This job is for Saudi national candidates.</b></p><p><b>Location: Jeddah </b></p><p>Are you a results-driven sales professional with a strong background in Pipes / Oil &amp; Gas / Manufacturing? We&rsquo;re looking for a <b>native/fluent Arabic speaker</b> to lead sales growth, manage key accounts, and capture new business opportunities.</p><p><b>What You&rsquo;ll Do:</b></p><ul><li>Drive sales growth in the assigned area by managing existing accounts and securing new business within the Pipes / Oil &amp; Gas / Manufacturing industry.</li><li>Build and maintain strong relationships with key customers, ensuring high satisfaction and repeat business.</li><li>Identify market opportunities, monitor competitor activities, and prepare strategies to win business.</li><li>Lead contract initiation, bid preparation, and proposal submissions, ensuring accuracy and competitiveness.</li><li>Conduct technical presentations, attend trade shows/seminars, and visit project sites to promote products.</li><li>Collaborate with internal teams to communicate customer needs and ensure timely delivery of solutions.</li><li>Ensure compliance with all QHSE policies, maintaining a safe and organized working environment.</li></ul><p>Job Type: Full-time</p><p>Pay: &#65020;18,000.00 - &#65020;25,000.00 per month</p><p>Application Question(s):</p><ul><li>What is your current Salary?</li><li>Which industry you have experience (Oil &amp;Gas / Manufacturing / Pipes / Fiber Glass</li></ul>

Sales Manager - Jeddah - Saudi National

Explore 279+ Business growth manager filipino cuisine in Jeddah this November. Find roles across top companies and apply now to boost your career.