Business Development Manager - Strategic Accounts (Parcel Lockers)

Quadient Parcel Lockers Division has a number of new career opportunities to join a new team dedicated to finding and securing host locations. You would be helping create a brand-new business, working within an exciting, fast-paced work environment, allowing you to make an immediate impact on our company. We are looking for someone who is positive, creative and above all else, self-starting. You are probably from the parcels or retail industry, highly tech-savvy, and you understand the challenges facing the eCommerce industry today. If you are looking for a company where everyone works together and "wears a few hats", "rolls up their sleeves" to get the job done, this opportunity may be perfect for you. This is an excellent opportunity to join a high performing sales team and further your career. This is a national role, so you can be based anywhere within the UK. There will be national travel involved, with a minimum of 3 days per week on the road with the others days at home. Your role in our future: Strategic account development - Identify and prioritise national and regional organisations capable of supporting large-scale locker deployment opportunities. Past examples would be companies like (but not limited to) Morrisons, Co-op, Shell, Freedom Leisure, Stonegate, Northern Rail. - Develop comprehensive account plans for target organisations, including stakeholder mapping, strategies and commercial objectives. - Research complex organisations to identify decision makers and influencers across property, operations, commercial, procurement, facilities, sustainability and executive leadership functions. - Build and maintain a pipeline of strategic partnership opportunities capable of delivering significant network growth. New business development - Create and execute targeted business development strategies within priority sectors. - Engage senior decision makers through a consultative sales approach focused on long-term partnership opportunities. - Present compelling business cases demonstrating the commercial, operational, customer experience and sustainability benefits of Parcel Pending by Quadient. - Differentiate Quadient’s proposition within a competitive market and effectively position the value of an open locker network. Commercial negotiation and deal leadership - Lead complex sales opportunities involving multiple decision makers, and buying groups. - Structure, negotiate and close commercial agreements that support sustainable long-term growth. - Navigate procurement, legal, operational, and executive approval processes within large organisations. - Develop commercial models that create value for both Quadient and host partners, including estate-wide agreements, pilots, rollout plans and scalable deployment frameworks. - Take ownership of opportunities through the full customer lifecycle, from prospecting and agreement through onboarding, deployment, and growth. Customer success and account growth - Work closely with Customer Success to develop and execute account growth plans across existing strategic partners. - Identify opportunities to expand locker deployment within existing customer portfolios, increasing location density, network coverage and commercial value. - Conduct regular business reviews with strategic partners, demonstrating value delivered and identifying future growth opportunities. - Support joint growth initiatives that increase locker adoption, utilisation and commercial performance. - Act as the commercial lead for strategic accounts, ensuring customer feedback is incorporated into future opportunities and service improvements. Operations and implementation partnership - Partner closely with Operations, Deployment and Onboarding teams to ensure a seamless transition from contract signature to live implementation. - Act as the commercial point of coordination for strategic projects, helping remove barriers to deployment and maintaining customer momentum through implementation. - Monitor implementation progress and proactively engage internal stakeholders to drive timely locker deployment and customer activation. - Work cross-functionally with Operations, Customer Success, Marketing, Finance, Legal and Product teams to maximise the value delivered to strategic partners. Your profile: - Proven success in strategic business development, enterprise sales, national account management or partnership development. - Experience selling complex solutions into large, multi-site organisations. - Strong track record of securing and growing strategic partnerships. - Experience navigating complex buying groups and longer sales cycles. - Commercially astute with strong negotiation, influencing and value-selling skills. - Excellent account planning, opportunity management and pipeline development capability. - Experience managing strategic accounts beyond initial contract signature, with a track record of driving long-term account growth. - Strong project ownership and stakeholder management skills, with the ability to coordinate multiple internal and external parties. - Highly self-motivated with the ability to work autonomously in a fast-paced growth environment. - Strong presentation and communication skills. - Experience using CRM systems, ideally Salesforce. Measures of success - Strategic target accounts identified, prioritised and actively developed. - New multi-site host partnerships secured. - Existing strategic accounts expanded through additional locations and stronger commercial engagement. - Contracted opportunities progressed quickly into onboarding and locker implementation. - Strong pipeline quality, Saworlesforce discipline and forecast accuracy. - Clear collaboration with Customer Success, Operations and internal support teams.