Shuffle
Business Development Representative
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Role Overview
Position Title: Business Development Representative (BDR)
Department: Sales
Reports To: Head of Sales
Location: Field-based covering Glasgow
Employment Type: Full-time
Purpose of Role
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
Prospecting & Lead Generation
- 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
Market Intelligence
- 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
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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
- Manage expense claims
Working Pattern
- Tuesday - Friday: Field-based prospecting in designated cities (9am - 6pm)
- Monday: Office-based admin, planning, follow-ups, and team meetings, 1:1s
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
Essential Attributes
- 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
Skills & Competencies
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- Strong verbal communication and active listening
- Ability to qualify opportunities quickly and accurately
- CRM proficiency
- Basic understanding of business financials and funding concepts
- Organised approach to territory management
- Comfortable with technology (mobile apps, mapping tools, etc.)
Career Development Path
- 12 – 18 Months: Senior BDR with territory management responsibility
- 18-24 Months: Account Executive role (closing deals independently)
- 24-36 Months: Senior Account Executive or Team Lead 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
Base Salary
£24,000 - £28,000 per annum (dependent on experience)
Variable Compensation
- Uncapped commission structure
- Monthly bonuses for exceeding targets
- Quarterly accelerators for consistent performance
- On-Target Earnings (OTE): £40,000 - £50,000
Benefits Package
- 25 days annual leave + bank holidays
- Company laptop and mobile phone
- Mileage allowance
- Comprehensive expenses policy
- Pension contribution (3% employer match)
- Professional development budget
- 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.
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