InPost UK
Strategic Business Development Manager
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Want to be part of a UK hub, in a global business that is scaling rapidly, evolving fast and radically changing the decades-old delivery universe? If so, read on, as we’re looking for a Strategic Business Development Manager to join our Commercial team!
Our mission? To switch up the status quo and become the UK’s leading out-of-home business. With a fast-growing network of thousands of smart lockers, hundreds of leading retail partners and the launch of our transformative Send service, we’re bringing freedom to anyone with a parcel.
At InPost UK, we’re building an unparalleled group of talent that’s committed to help us power our mission to reshape the way parcels move, and redefine eCommerce logistics. Our team is packed full of top-notch experts in e-commerce, technology, scale-up growth, sustainability, logistics and supply chain. We’re a passionate bunch with high ambition – we collaborate, innovate, support each other, and leave egos at the door.
About The Role
The biggest deals. The longest cycles. The most senior rooms. This is InPost's highest-stakes new business role — and it takes someone who can hold their own at C-suite level, think across borders, and close deals that change the shape of the business.
This isn't a UK-only position. You'll work closely with InPost's Group teams in Poland and commercial counterparts across multiple European markets — co-ordinating multi-territory deal strategies, aligning on cross-border pricing and SLA structures, and presenting a coherent, joined-up InPost proposition to enterprise clients who operate at scale across borders. Cross-cultural agility and international commercial experience are genuine differentiators here.
Close Transformational Deals
Lead the most complex, highest-value new business sales cycles in the organisation — from first contact to signed agreement and go-live. You'll manage multi-year pursuits, navigate intricate procurement and legal processes, and operate at C-suite and board level throughout.
Win Across Borders
Co-ordinate cross-market pursuit strategies with InPost's international teams and Group HQ in Poland. Identify where enterprise clients' international operations represent significant incremental volume — and build the commercial case across multiple geographies.
Shape the Enterprise Strategy
Act as InPost UK's most senior new business expert in the enterprise segment — influencing the go-to-market strategy, refining the enterprise value proposition, and feeding deep client insight directly into the product roadmap and international proposition.
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What You’ll Be Doing
- Build and maintain a focused, high-quality pipeline of enterprise retail targets — with deeply researched, highly tailored pursuit strategies for each.
- Lead end-to-end enterprise sales cycles including RFPs, RFIs, formal tender submissions, security and compliance reviews, and multi-party contract negotiations.
- Engage at C-suite, board, and executive director level — building trusted relationships with the most senior decision-makers across commercial, logistics, technology, and finance functions.
- Design and deliver commercially sophisticated, highly customised enterprise proposals — structuring bespoke pricing, volume commitments, SLA arrangements, and long-term partnership terms.
- Co-ordinate cross-border pursuit strategies with InPost's international market teams, and represent the UK in international commercial working groups and enterprise client engagements.
- Identify cross-market opportunities where enterprise clients' international operations represent significant incremental volume or revenue beyond the UK.
- Feed enterprise client insight and unmet needs into InPost's product roadmap and international proposition development — representing the segment at the highest level internally.
- Maintain accurate, strategically insightful enterprise pipeline records and deliver timely performance reports and pipeline reviews to the Head of New Business.
What We Need From You
We’re looking for people who are ready for a fast-paced environment, get their kicks out of problem solving and can balance getting today's stuff done, whilst building for the future. We’re looking for people with drive and natural curiosity – who want to do things differently. And do them brilliantly.
Essential Experience
- 5+ years in B2B/ B2C enterprise or strategic new business development, selling high-value services to major retail or e-commerce organisations
- Proven track record closing high-value, complex enterprise deals with major retail organisations, significantly exceeding targets
- Managing and closing complex multi-stakeholder enterprise sales cycles including RFP, tender, and formal procurement
- C-suite and board-level commercial engagement — building relationships with the most senior decision-makers in major retail
- Cross-market or international commercial collaboration, including Group or international business unit engagement
- Full UK driving licence (field-based role)
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Valued Experience
- Background in logistics, parcel delivery, e-commerce service provision, or last-mile solutions at enterprise scale
- Strong existing C-suite and director-level network across UK enterprise retail or e-commerce
- Experience with cross-border or international commercial engagements, including multi-territory deal structures
- Contributing to enterprise go-to-market strategy, value proposition design, or product roadmap input
- Senior sales methodology certification — Challenger, MEDDIC, Sandler, or equivalent
- Familiarity with enterprise technology procurement, IT security, and compliance review processes
Commercial Skills
- Expert-level pipeline generation and pursuit management for long-cycle, high-complexity enterprise deals
- Advanced commercial negotiation — structuring highly bespoke enterprise frameworks and closing at C-suite level
- Ability to design and deliver board-level presentations that compellingly articulate the InPost proposition
- Deep understanding of enterprise retail commercial models, procurement, and decision-making structures
- Advanced data analysis, commercial modelling, and pipeline management
- Strong cross-market and international commercial acumen
Education
- A-levels or equivalent — required
- Degree-level education — preferred
- Sales methodology certification at senior level — advantageous
- Exceptional commercial track record at enterprise level matters above all else
The InPost Process
We pride ourselves on our candidate experience. We want to make this as straightforward as possible, for you and for us! We will try our best to get back to you within a few days to let you know if we’d like to take you to the first stage. This normally involves a 20-minute chat with our Talent Team. If we both feel the connection, you’ll then go through another one or two stages, depending on the level of the role.
At InPost, we love uniqueness. Our strength is our people.
We strive to create an open, equal, inclusive environment in which everyone has the opportunity to flourish and be themselves.
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