Business Development Manager

Reports to: Head of Sales

Department: Sales

Candidate must be able to demonstrate long-term right to work in the UK for this role.

Company Background

As the leading provider of software solutions for public and private sector transport management and smart ticketing, for 20 years Unicard has been trusted by millions of passengers to get them where they need to be. Today, our solutions can be found throughout the UK, processing approximately 4 billion transactions a year. We estimate that 1 in 4 public transport journeys in the UK are powered by a Unicard system at some point.

Since we started in 2003, a wide range of local authorities, transport operators and hardware manufacturers have depended on our capabilities in strategy, design, development, testing and delivery. We support a variety of customers, from simple single-user and concessionary travel programmes, to complex multi-modal and multi operator configurations. Examples include:

• We enable cEMV tap and go on rail for Transport for Wales
• We provide the ticketing back office for all UK smartcard rail travel

Our technology powers Transport for West Midlands trailblazing Swift integrated ticketing system, one of the most well-respected schemes in the UK, and the largest after Oyster in London.

We are trusted by 75+ local authorities to deliver their vital elderly, disabled and social concessionary travel programmes for disadvantaged passengers more than 40% of the market. This recently included enabling free travel for 300,000 young people in Scotland.

We are the smart ticketing provider to two Future Transport Zones, which are the Department for Transports dedicated innovation zones• Over 30% of all smartcard terminals in the UK run on Unicard software.

We have approximately 4.5 million cardholders currently under management. We have received two R&D grants from Innovate UK to develop game changing and disruptive technologies.

Software Sales Business Development Manager Version 1.1 Dated Apr 2025 We are a product-led business using a range of development technologies (primarily Java or full-stack Javascript) to deliver a variety of frontend products for web, mobile and native apps and a range of enterprise backend data collection and management systems.

Employing approximately 115 people across England, Scotland, and Bulgaria, our in-house research, strategy and development capabilities give us an affordable, well-managed ability to develop market leading technologies and affordably maintain existing products. As a small-to-medium-sized enterprise, we pride ourselves on our reputation for outstanding products, technical support, delivery capability and high levels of customer service.

Role Purpose

To help achieve Unicards budgeted sales, distribution, revenue & profit targets we are looking for an ambitious and energetic Business Development Manager to help us develop and expand our client base. You will be at the front line representing the Unicard organisation and will have the ability to create, develop, and apply an effective sales strategy. The goal is to drive sustainable financial growth through boosting sales, identifying and winning new business, whilst forging strong relationships with clients.

The Business Development Manager will need to successfully manage the current base whilst solution selling additional products and services into both existing and new customers. Minimising churn, and maximising revenues, whilst driving revenue growth are key performance indicators.

The role will be based in Poole, however travel to customer locations is essential.

Essence of Role - Key Accountabilities

• Develop a growth strategy focused both on financial gain and customer satisfaction.
• Follow and manage the CRM and invoicing procedures
• Achieve company targets for growth and development within nominated accounts.
• Identify new markets and customer needs.
• Build long-term relationships with new and existing customers and arrange business meetings with prospective clients.
• Continue building out Unicards status as a preferred supplier in the market.
• Promote the companys solutions which prove capable of addressing current or future clients needs and objectives.
• Prepare sales contracts ensuring adherence to law-established rules and guidelines.
• Keep records of sales, revenue, invoices etc.
• Provide trustworthy feedback and after-sales support.
• Deliver solutions that drive usage in line with the wider sales targets.
• Continue to deliver end to end customer experience through proactive account management.
• Develop effective relationships with internal and external customers.
• Seek and use customer feedback to improve the level of service offered.
• Ensure that customer solutions are effectively delivered.
• Escalate and resolve service affecting issues that arise.
• Complete and execute Account Development Plans for nominated accounts to develop High Value customer relationships to maximise profitability.
• Have an understanding of the customer offer and experience delivered by competitors.
• Provide accurate and timely forecasting.
• No direct reports - indirect co-operation with a virtual team to include: Customer care, Project Management Technical Delivery, and Finance.

Role Dimensions

Financial:

• Managing and developing UK based Customer Accounts
• Increasing existing and development of new revenue streams
• Retention and development of all customers
• Selling of the full portfolio of Unicard Solutions and Services
• Work within the constraints of a developing business
• Maximising margin and/or profit in accordance with company objectives

Non-Financial:

• Management of customer relationships

• Follow all Unicard governance and procedures

• Responsible for coordination of virtual teams

• Champion the customer in line with Unicards business expectations

  Technical Specification

• Extensive experience of successfully selling and delivering sales solutions to a target within a new business B2B environment

• Extensive experience in software sales

• Demonstrable record of over-achievement against target in an account management role

• Previous experience of engaging and operating at all levels to drive through sales

• Face to face customer engagement experience at all levels

• Commercial acumen and sound business understanding

• Competent IT skills- Excel, Word and PowerPoint.

• Presentable and articulate

• A full UK driving license

  Person Specification

• Pro-active approach

• Positively communicates with enthusiasm and clarity

• Putting customers first

• Determination to succeed

• Analytically minded

• Open-mindedness

• Ability to translate business requirements into tangible solutions

• Works collaboratively with others

• Manages risk

• Displays sound judgement, makes effective, timely decisions

• Dependable, takes personal responsibility

• Open, trustworthy and trusting

• Commercial awareness

• Self-disciplined and able to manage own time and resources

• Analyses market forces and make appropriate decisions in response

• Manages cost whilst maintaining profitability

• Seeks opportunities to learn and develop

• Able to advise and direct stakeholders

• Ability to influence and win respect

  Desirable Professional Skills/Experience

• Experience in complex solution-based sales, and ideally in selling consulting services

• Knowledge of Unicards core products and service

• Knowledge of the Transport Ticketing Industry

  What we offer

• Company funded Healthcare plan

• Life Assurance

• Company pension

• Hybrid working (minimum 4 days office attendance)

• 2 days per annum paid volunteer days

• Modern working environment and friendly atmosphere

• Knowledge sharing (working with experienced professionals)

• Autonomy and trust in decision-making

• Office in a central location

• Regular team building and office events

• Career development Charitable organisation

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