Business Development Manager

The Role
 
Responsibilities:
 
Distributor’s Partners
 
  • Identify potential new distribution partners for the company’s product range to reach new additional sales channels (e.g. Exertis, Bluestar, Westcoast, etc.)
  • Once distributor has been sign you will work with the partner on GoToMarket strategies with all their resellers
  • You will be responsible for signing assigned tier 1 & 2 resellers from the Distributor’s contact book (specific responsibilities for resellers are listed below)
 
Resellers
 
  • You must pre-qualify opportunities to ensure we are going after the right targets, as a Senior Business Development Manager you should be chasing resellers capable of committing to min 50 systems per month
  • Proactively hunting new strategic (tier 1 & tier 2) resellers
  • Working to a defined and structured commercial framework and escalating to the board where deals deviate from standard terms on bespoke proposals
    • Standard pricing on all hardware for resellers
    • Standard recurring revenue commission
  • Managing contractual agreements with new and existing resellers (from standard terms to be provided)
  • Set and manage KPIs for all resellers you onboard:
    • Expected monthly hardware sales volumes
    • Expected support from the company to the reseller
  • Account managing existing tier 1 & tier 2 resellers accounts to drive revenue growth
    • Conducting bi-weekly or monthly calls with resellers to track KPIs and explore further growth opportunity
    • Conducting quarterly review meetings to review previous quarter and set new targets
  • Directing business teams (e.g. marketing, operations, support and accounts) to ensure the reseller is onboarded correctly and all stakeholders are engaged in their roles to play:
    • Ensuring marketing collateral to support the reseller to promote to their customers
    • Ensuring logistics processes agreed
    • Ensuring support processing agreed
    • Ensuring accounts reconciliation is in place
 
Lead Partners
 
  • Identify new partners that can be a lead source to the company direct sales channel (e.g. payment partner or technology partner within in App Store)
  • Working to a defined and structured commercial framework and escalating to the board where deals deviate from standard terms on bespoke proposals
    • Minimum 40% revenue share
    • Lead for lead
    • For any Merchant Services provider you will work with the GBDD to agree the strategy prior to committing as this is a strategic stream for the business
  • Ensuring we have minimum commitments from partners where development is required to outweigh the investment opportunity
  • Managing contractual agreements with new and existing partners (from standard terms)
  • Set and manage KPIs for all partners you onboard:
    • Expected revenue share
    • Expected lead volume
  • Account managing existing tier 1 partners accounts to drive revenue growth
 
KPI’s
 
  • Develop & manage a rolling pipeline of at least £950,000 per quarter (5 x revenue)
  • Deliver a minimum of £190,000 revenue per quarter through resellers/distributors
  • Secure lead agreements from partners that generate minimum 6,000 leads per annum for the Direct Sales team
  • As a team target (Global Business Development) we should bring on board min. 6,000 customers onto the company platform
 
The Candidate
 
The role characteristics needed are:
 
  • A great opportunity spotter
  • Able to quickly qualify opportunities to proceed to the next stage (including qualifying out quickly)
  • Being able to think laterally and strategically
  • Excellent presentation skills at Board Level
  • Excellent relationship builder
  • Outstanding negotiation skills
  • True hunter - able to find and generate your own leads to close
  • Technology savvy - particularly understanding the technologies within the POS and Payments industry
  • Demonstrable and proven significant experience business development
 
How to apply
 
Email your CV to Dominique.mobbs@tpn.co.uk and for an initial discussion call Dominique on 01604 766851
 
Date posted: 16/07/2018
Salary: £50,000 DOE
Location: Norwich, Manchester, London
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