Business Development Manager

KEY RESPONSIBILITIES

• NEW BUSINESS DEVELOPMENT
• Identify and prioritise prospective state schools, independent schools, Multi-Academy Trusts and other relevant education-sector opportunities within the agreed territory.
• Create and execute territory plans that translate the wider business development strategy into clear prospecting, meeting, proposal and conversion activity.
• Generate new opportunities through targeted outreach, networking, referrals, events, market intelligence and engagement with key education-sector stakeholders.
• Manage the end-to-end sales process, progressing qualified opportunities from initial contact through contract signature and implementation handover.
• Build relationships with headteachers, school business managers, bursars, governors, procurement teams and other key decision-makers.
• Represent the company professionally at school meetings, presentations, trade shows and education-sector events.
• PIPELINE, CRM & FORECASTING
• Maintain accurate and timely CRM records covering contacts, activities, opportunity stage, value, probability, next steps and expected close date.
• Build and maintain a healthy, conversion-focused pipeline sufficient to achieve individual new-business targets.
• Provide reliable weekly and monthly forecasts, highlight early risks and agree recovery actions with the Head of Business Development.
• Use data and insight to prioritise activity, improve conversion and identify geographic or sector opportunities.
• PROPOSALS, TENDERS & COMMERCIAL NEGOTIATION
• Develop tailored presentations, proposals and tender submissions that clearly communicate the company’s customer proposition and respond to each school’s requirements.
• Coordinate input from finance, operations, merchandise, design, marketing, customer service and other colleagues to deliver accurate and compelling submissions.
• Support product, pricing and service recommendations that balance customer value with revenue, margin and operational requirements.
• Negotiate commercial terms within delegated authority and company policy, escalating exceptions appropriately.
• Ensure procurement requirements, deadlines, approvals and tender documentation are completed accurately and on time.
• CONTRACT HANDOVER & RELATIONSHIP DEVELOPMENT
• Complete a structured handover for every new contract, ensuring commitments, specifications, timelines, service requirements and risks are clearly documented.
• Work closely with operational, customer service, merchandise and digital teams to support a smooth implementation and launch.
• Maintain appropriate contact with newly won schools during onboarding, acting as an escalation point until the relationship is successfully embedded.
• Identify opportunities to broaden relationships across school groups, Trusts and local networks, including additional schools, products or services.
• Gather customer and market feedback and share actionable insight with relevant teams.
• COLLABORATION & PROFESSIONAL STANDARDS
• Work collaboratively with the Head of Business Development and wider sales team, sharing insight, best practice and opportunities.
• Contribute to a culture of accountability, pace, teamwork and continuous improvement.
• Ensure all customer communications, proposals and commitments are accurate, professional and consistent with company standards.
• Keep up to date with competitor activity, market developments and changes affecting school uniform procurement.
• Comply with company policies, approval processes, data protection requirements and health and safety obligations.
• KEY PERFORMANCE INDICATORS
• New direct school contracts won against individual target.
• New-business revenue and gross margin delivered against budget.
• Qualified pipeline value, coverage and stage progression.
• Conversion rates from lead to meeting, proposal and contract.
• Sales-cycle duration and forecast accuracy.
• CRM data quality and completion of agreed activity levels.
• Quality and timeliness of contract handovers and onboarding support.
• Development of Multi-Academy Trust and school-group opportunities.

PERSON SPECIFICATION

Essential

• Proven experience in business development, field sales or consultative B2B sales, with evidence of achieving new-business targets.
• Experience managing a structured sales pipeline and progressing opportunities through a multi-stage sales cycle.
• Strong relationship-building, presentation, influencing and negotiation skills.
• Ability to understand customer needs and develop clear, persuasive commercial proposals.
• Commercial awareness, including an understanding of revenue, margin, pricing and contractual commitments.
• Confident using CRM systems and sales data to manage activity and forecasting.
• Highly organised, self-motivated, resilient and comfortable working independently across a geographic territory.
• Strong written communication and attention to detail, particularly when preparing proposals and tender responses.
• Collaborative approach and the ability to coordinate effectively across multiple departments.
• Full UK driving licence and willingness to travel regularly, including occasional overnight stays or events.

Desirable

• Experience within schoolwear, education, retail, manufacturing or another product-led sector.
• Knowledge of UK school procurement, including state schools, independent schools and Multi-Academy Trusts.
• Experience contributing to formal tenders or procurement submissions.
• An existing network of contacts within the education sector.

WHAT WE OFFER

• Competitive base salary commensurate with experience.
• Performance-related bonus scheme.
• Company car or car allowance.
• Laptop and mobile phone.
• Pension scheme and 33 days’ holiday per annum.
• Hybrid and remote working flexibility, aligned with customer and business needs.
• The opportunity to contribute to a high-priority growth strategy within an established and ambitious business.
• Business Development Manager Job Description. docx