Business Development Manager - Consultants in Cardiff

The Business Development Manager - Consultants drives demand for HID Physical Access Control Solutions through the consultant, architect, engineering and specification community across the United Kingdom and Ireland. Reporting to the European Business Development Director, the role develops strategic relationships with organisations and individuals who influence security strategy, design and procurement. The role identifies projects early in the planning and design cycle, before tender requirements are fixed, and converts that influence into qualified pipeline, specifications and sales opportunities. Success is measured through consultant-influenced pipeline, opportunity progression, specifications and revenue. This is a sales and business development role; technical training and workshops will normally be delivered by appropriate HID specialists, with this role identifying demand and coordinating targeted engagement programmes.

As our Business Development Manager - Consultants, you’ll support HID’s success by:

• Develop and execute a United Kingdom and Ireland consultant and specification sales plan aligned with PACS growth priorities and agreed commercial objectives.
• Build strategic relationships with security consultants, architects, engineers, specifiers and other advisers who influence physical access control decisions.
• Identify new-build, refurbishment, migration and technology-upgrade projects early and convert them into qualified sales opportunities.
• Win influence before tender by shaping customer outcomes, security architecture, design standards, specifications and approved product lists through consultative selling.
• Own the identification, qualification and progression of consultant-influenced opportunities, collaborating with End User Business Development, regional sales and channel partners to support conversion.
• Develop account plans for priority consultant practices and maintain an active consultant-influenced pipeline.
• Maintain accurate consultant contacts, activities, project influence, opportunity values, next steps and forecasts in Salesforce or the agreed CRM platform.
• Prioritise consultant organisations and specifiers connected to strategic or sizeable opportunities, using market intelligence, existing industry relationships, networks and proactive prospecting to uncover projects and decision makers.
• Act as HID’s commercial liaison with the consultant community, coordinating discovery meetings, project activity and cross-functional follow-up that progresses opportunities.
• Plan targeted consultant campaigns, seminars, CPD activity and solution workshops with Marketing, Pre-Sales, Product and other specialists.
• Identify requirements for consultant-facing sales tools, specification content, case studies, BIM/CAD resources and technical documentation, and coordinate with the relevant internal owners.
• Represent HID at consultant meetings, specification platforms, industry associations, conferences, trade events and relevant standards or built-environment forums.
• Understand and apply external factors that shape customer requirements and specifications, including cybersecurity, NIS2, resilience, secure open standards, interoperability, smart-building design and migration from legacy technology.
• Use these drivers and relevant experience of specification-led, regulated or complex infrastructure markets to develop opportunities in areas such as secure infrastructure modernisation, mobile and digital access, smart buildings and cloud-enabled services.
• Gather and communicate intelligence on customer requirements, project trends, standards, competitors and specification barriers.
• Work independently and manage multiple priorities while collaborating effectively across HID Sales, Pre-Sales, Product, Marketing, channel teams and ASSA ABLOY to support joined-up solutions.
• Provide accurate updates on activity, qualified pipeline, opportunity progression, specifications, risks, forecasts and consultant-influenced revenue.

Education/ or Experience:

• Bachelor's degree or equivalent relevant commercial experience.
• Minimum five years' successful sales or business development experience in physical security, access control, smart buildings, construction technology or a related solution-selling environment.
• Demonstrable experience generating new business, developing qualified pipeline and progressing complex, multi-stakeholder opportunities.
• Experience engaging consultants, architects, engineers, specifiers, contractors or other design influencers and converting early engagement into specifications or commercial opportunities.
• Ability to build senior relationships, interpret specifications and technical documentation, and translate customer requirements into compelling commercial propositions.
• Excellent communication, presentation and negotiation skills, with fluent written and spoken English and experience using Salesforce or a comparable CRM platform.

What we can offer you:

• Competitive salary and rewards package.
• Competitive benefits and annual leave offering, allowing for work-life balance.
• A vibrant, welcoming & inclusive culture.
• Extensive career development opportunities and resources to maximize your potential.
• To be a part of a global organization that is pioneering the hardware, software and services that allow people to confidently navigate the physical and digital worlds.

Why apply?

• Empowerment: You’ll work as part of a global team in a flexible work environment, learning and enhancing your expertise. We welcome an opportunity to meet you and learn about your unique talents, skills, and experiences. You don’t need to check all the boxes. If you have most of the skills and experience, we want you to apply.
• Innovation: You embrace challenges and want to drive change. You'll have opportunities to share insights and contribute forward-thinking ideas that shape future outcomes.
• Integrity: You are results-orientated, reliable, and straightforward and value being treated accordingly. We want all our employees to be themselves, to feel appreciated and accepted.

HID does not accept unsolicited resumes from headhunters, recruitment agencies, or fee-based recruitment services. We are not responsible for any fees related to unsolicited resumes. HID is committed to building a diverse, equitable, and inclusive workforce that reflects the global communities we serve. As an equal opportunity employer, we consider all qualified applicants without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, disability, age, veteran status, or any other legally protected characteristic. Our goal is to create a workplace that empowers everyone to thrive and be their authentic selves, fostering an environment of mutual respect and inclusivity.

HID may use AI-assisted technology to support our Talent Acquisition team in reviewing applications by identifying job-related qualifications, skills, and experience. AI is used as a support tool only and does not make hiring decisions. All applications are reviewed by a member of our Talent Acquisition team before any selection decision is made. If you require assistance or accommodation during the application process or have questions about HID's use of AI in the recruitment process, please contact accommodations-ext@hidglobal.com.

Immigration Sponsorship Not Available: Applicants for this position must be currently and legally authorized to reside and work in the hiring country. HID Global will not offer immigration sponsorship or assume sponsorship of an employment visa for this position. International relocation or remote work arrangements outside of the hiring country will not be considered.