Role Overview – Senior Business Development Manager
We are seeking a high-performing Senior Business Development Manager to drive new business growth within the retail and hospitality sectors, selling technology services and solutions including managed services, infrastructure solutions and services, maintenance and break-fix services, and digital transformation programs.
This role is responsible for acquiring new clients, developing strategic relationships, and delivering revenue growth through the sale of end-to-end retail and hospitality technology solutions and services.
The successful candidate will operate as a trusted advisor to our customers, owning the full sales lifecycle from pipeline generation through deal closure and relationship expansion.
Purpose of the Role
The Senior Business Development Manager is responsible for driving new business growth within the retail and hospitality sectors by selling technology services and solutions including managed services, infrastructure solutions, maintenance and break-fix services, and digital transformation programs.
The role will acquire new clients, develop strategic relationships, and deliver revenue growth through the sale of end-to-end retail and hospitality technology solutions and services. The successful candidate will operate as a trusted advisor to customers, owning the full sales lifecycle from pipeline generation through to deal closure and relationship expansion.
Main Tasks and Objectives
- Identify, target, and secure new retail clients across the UK and Ireland.
- Build and maintain a robust pipeline of qualified opportunities.
- Execute structured outreach and vertical market strategies.
- Build executive engagement plans for strategic customers.
- Proactively engage with Vista’s partners for mutual opportunities.
- Manage the full sales lifecycle from lead generation, discovery and qualification through to solution positioning, proposal development, commercial negotiation and contract closure.
- Adopt a consultative, value-led sales approach, aligning solutions to client business outcomes.
- Develop long-term client relationships at all levels and identify opportunities for upsell, cross-sell, multi-site rollouts and expansion.
- Drive recurring revenue growth through managed services contracts.
- Build relationships with CIO, CTO, IT leadership, retail operations, store systems, procurement and commercial stakeholders.
- Work closely with pre-sales, solution architects, delivery teams, service teams, marketing and partners to ensure alignment between customer needs and service capability.
- Maintain accurate CRM records, sales pipeline and forecast data, reporting on performance, pipeline health and opportunity progression.
Outcomes and Deliverables
- Consistent achievement of targets.
- Delivery of annual sales quota and new logo acquisition targets.
- Strong pipeline coverage, opportunity conversion and forecast accuracy.
- Growth in average deal size, contract value and recurring managed & support services revenue.
- Successful development of strategic retail and hospitality customer relationships.
- Development and maintenance of strategic account plans
- Accurate and timely reporting of pipeline health, opportunity progression and sales performance.
Knowledge, Skills and Experience
- 5–10+ years’ experience in business development or sales, ideally within retail technology, IT services or managed services.
- Proven success in winning new business and exceeding revenue targets.
- Experience managing complex B2B sales cycles and enterprise deals.
- Strong understanding of retail operations, multi-site environments, POS systems, store technology, payments, IT infrastructure, managed services or SaaS solutions.
- Experience selling into sectors such as grocery, fashion, hospitality or convenience retail.
- Excellent consultative selling, negotiation, presentation and communication skills.
- Ability to build credible relationships at C-level and navigate complex buying groups.
- Strong commercial acumen, including deal structuring and margin awareness.
- CRM proficiency, for example Salesforce or HubSpot.
Personal Attributes
- Results-driven with a strong hunter mentality.
- Highly self-motivated and resilient.
- Strategic thinker with strong problem-solving ability.
- Collaborative team player with the ability to influence across functions.
- Professional, customer-focused and commercially aware.
Performance Metrics
- Annual sales quota
- New logo acquisition targets
- Pipeline coverage and conversion rates
- Average deal size and contract value
- Recurring revenue growth
Compensation & Benefits
- Competitive base salary & commission structure
- Car allowance / travel expenses
- Pension, healthcare, and flexible benefits
- Career progression
Why Join?
- Work with leading retail customers across the UK and Europe
- Sell cutting-edge technology and services that drive digital transformation
- Join a high-growth organisation with strong market momentum
- Opportunity to make a measurable impact in a fast-evolving retail technology landscape
Vista Values
- Customer Focused
- Teamwork
- Professional Standards
- Creative and Innovative
- Passionate and Proud
- Responsible and Accountable
- Ethical
- Honesty
- Trust and Respect
- Environmental Sustainability
- Socially Responsible
Email your CV to; hrsupport@viatasupport.com