Business Development Manager

We are seeking a high-energy, commercially driven Business Development Manager to win new business and drive revenue growth across SME and mid-market customers.

This is a predominantly outbound, hunter role. You will own the full sales cycle – from initial prospecting through to close and early account establishment – on a tech-enabled logistics platform where customers book jobs directly via portal or API.

Your primary mandate:

• Win new platform customers across SME and mid-market segments




• Build and manage a healthy forward pipeline with accurate forecasting




• Convert new accounts to contracted or committed recurring revenue




• Drive platform adoption and automated self-serve booking behaviour

Key Responsibilities

• New business development




• Proactively identify and target ideal customer profiles across SME and mid-market segments




• Build and manage a consistent outbound pipeline through cold outreach, referrals, networking and lead follow-up




• Conduct structured discovery calls to understand customer volume, service needs, booking frequency and margin potential




• Demonstrate platform capability and present a compelling onboarding process




• Own the full sales cycle from first contact through to close




• Close new accounts and convert to contracted or committed revenue where appropriate




• Maintain CRM hygiene with accurate pipeline staging and forecasting at all times




• Reactivate lapsed accounts – diagnose why they stopped and reposition the offer based on current needs




• Platform adoption




• Encourage customers to self-book and reduce reliance on manual intervention




• Increase portal usage and API integration where appropriate




• Work closely with operations to resolve root causes of friction and booking issues




• Reporting and performance




• Report weekly on: new revenue secured, pipeline value, automation %, and churn risk




• Own your revenue target and margin contribution – know your numbers




• Use CRM (HubSpot) as the primary tool for planning and tracking activity

What Good looks like (Within 6 months):

• 20-30 new active trading accounts won and onboarded (1m annualised revenue growth)




• 2-4 contracted Tier 1 accounts secured




• Reactivation wins from dormant account database




• A full, clean CRM pipeline with predictable weekly forecast




• Consistent self-serve and automated booking behaviour across new accounts




• A reputation internally and with customers for being responsive, commercial and delivery-focused

Candidates must demonstrate:

• 5+ years in B2B sales or business development (logistics, marketplace or platform preferred)




• A proven track record of winning new business and hitting revenue targets




• Experience selling operational or technology-enabled services




• Confidence managing the full sales cycle independently




• Experience working with CRM systems (HubSpot, Salesforce or similar)




• Commercial understanding of margin, pricing and contribution




• Confidence handling objections and pushing deals forward without passive follow-up

Desirable:

• Experience in same-day, courier, freight or transport sectors




• Experience selling self-serve or automated platforms




• Exposure to API or systems integration conversations

This Role Is Probably NOT For You If…

• You prefer slow-paced or heavily layered corporate environments




• You enjoy strategy more than execution




• You are uncomfortable with accountability and pace

Base pay £40,000 – £45,000

OTE :£55,000 – £90,000 (uncapped commission – revenue & margin KPIs)

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