Business Development Representative in Glasgow

The Business Development Representative is the frontline of Shuffle's growth engine, responsible for identifying and qualifying hospitality venues across Glasgow that would benefit from Shuffle's innovative funding solution. This role focuses on generating high quality leads and warm introductions for the senior sales team (city managers) to convert into partnerships.

Primary Objectives

• Lead Generation: Generate 40 qualified leads per month across Glasgow
• Territory Penetration: Build comprehensive knowledge of the hospitality landscape in each city
• Relationship Building: Create positive first impressions and establish Shuffle's credibility in the market
• Pipeline Development: Ensure a consistent flow of opportunities for the senior sales team to close

Key Responsibilities

• Conduct daily door to door visits to hospitality venues (restaurants, bars, cafes etc)
• Identify and engage with on-site staff to understand venue ownership structure
• Qualify venues based on Shuffle's ideal customer profile and Shuffle score
• Gather accurate contact information for decision-makers (owners, GMs operations directors)
• Schedule meetings or initial calls between decision makers and senior sales team
• Maintain detailed records of all interactions in CRM system
• Research hospitality venues in designated territories prior to visits
• Identify expansion opportunities, new openings, and venue groups
• Track competitor activity and market trends
• Report on venue feedback, objections, and market sentiment

Relationship Management

• Create positive first touchpoints with venue staff and management
• Follow up on initial conversations to maintain momentum
• Support senior sales team with additional information gathering
• Attend scheduled meetings when appropriate to maintain relationship continuity
• Build rapport with key influencers in the hospitality community

Administration & Reporting

• Update CRM daily with visit notes, contact details, and lead status
• Provide weekly activity reports and pipeline updates
• Track key performance metrics
• Coordinate scheduling with senior sales team and City Managers

Working Pattern

• Tuesday - Friday: Field-based prospecting in designated cities (9am - 6pm)
• Monday: Office-based admin, planning, follow-ups, and team meetings, 121’s

Success Metrics

• Primary KPIs: Number of qualified leads generated per month (target: 40), Number of meetings scheduled for senior sales team (target: 15), Conversion rate of visits to qualified leads (target: TBD)
• Secondary KPIs: Number of daily venue visits (target: 15), CRM data quality score (completeness and accuracy), Lead-to-opportunity conversion rate, Territory coverage percentage

Ideal Candidate Profile

• Resilient & Self-Motivated: Comfortable with rejection and able to maintain energy in a field-based role
• Excellent Communicator: Able to engage strangers quickly and build rapport in brief interactions
• Organised & Disciplined: Strong time management and ability to work independently
• Hospitality Understanding: Appreciation for the challenges and opportunities in the sector
• Goal Oriented: Driven by targets and motivated by achievement

Experience & Background

• Previous experience in sales, lead generation, or business development (1-2 years preferred)
• Background in hospitality highly advantageous
• Experience with face to face selling or door to door engagement
• Comfortable working autonomously in an unstructured environment
• Strong verbal communication and active listening
• Ability to qualify opportunities quickly and accurately
• Basic understanding of business financials and funding concepts
• Organised approach to territory management
• Comfortable with technology (mobile apps, mapping tools, etc.)

This role provides an excellent foundation for a career in B2B sales, with clear progression into closing roles for high performers.

Compensation & Benefits Structure Overview

• Uncapped commission structure based on qualified leads and meetings scheduled
• Monthly and quarterly bonuses for exceeding targets
• Additional incentives for meetings that convert to closed deals
• £24,000 - £28,000 per annum (dependent on experience)

Variable Compensation

• Uncapped commission structure
• Monthly bonuses for exceeding targets
• Quarterly accelerators for consistent performance

Benefits Package

• 25 days annual leave + bank holidays
• Company laptop and mobile phone
• Comprehensive expenses policy
• Pension contribution (3% employer match)
• Team social events and incentives

Why This Role Matters

As Shuffle's BDR, you're not just generating leads; you're opening doors to help independent hospitality businesses grow without sacrificing equity or taking on restrictive debt. You'll be the first point of contact for venues that could transform their business with Shuffle's funding model, making you a crucial part of our mission to reimagine hospitality funding. Every conversation you have, every contact you secure, and every meeting you schedule brings us closer to supporting more independent operators across Glasgow. This role is perfect for someone who wants to combine the autonomy of field sales with the satisfaction of helping real businesses grow.