Business Development Manager

Department: Business Development
Location: UK - Nationwide
Require Travel: required

Job Description

 

As Business Development Manager you will be responsible for driving revenue growth through our indirect sales channel to tier 1 & tier 2 partners.

To be successful in this role you must have proven end-to-end business development experience within the POS or Payments Industry.  You will be a relentless self-starter who can manage the entire business development cycle from hunting to closing.

You will have a solid understand of industry solution and how they can fit together in partnership to deliver value to our partners and merchants.

 

Accountabilities

Revenue Generation

Distributors partners

  • Identify potential new distribution partners for Epos Now 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 Epos Now 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 Epos Now 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 
  • 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


Development & Technology

  • Develop a fundamental understanding of the technologies that drive ours and our customer’s business, including:
  • AppStore 
  • APIs
  • Understanding the development efforts when onboarding and new reseller or partner and ensuring we have committed commercial benefit that justifies any resources we are committing to the partner.  It’s imperative that we defined and qualify commercial benefit before we commit any business resource or expense to initiatives


SalesForce and Reporting

  • Log all new leads in SalesForce
  • Maintain all pipeline status in SalesForce 
  • Send a Friday weekly report to the GBDD summarising:
  • Success
  • New Opportunities
  • Failures
  • Threats
  • Planned activity for the week ahead

 

Required skills

  • 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