Business Development Representative

Position Title: Business Development Representative (BDR)

Reports To: Head of Sales

Location: Field-based covering Glasgow

Employment Type: Full-time

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.

• 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

• 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
• 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

• 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

• 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

• Tuesday - Friday
  :
  Field-based prospecting in designated cities (9am - 6pm)
• Monday
  :
  Office-based admin, planning, follow-ups, and team meetings, 121’s

• 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)

• Number of daily venue visits (target: 15)
• CRM data quality score (completeness and accuracy)
• Lead-to-opportunity conversion rate
• Territory coverage percentage

• 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

• 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
• Strong verbal communication and active listening
• Ability to qualify opportunities quickly and accurately
• Basic understanding of business financials and funding concepts
• Organised approach to territory management
• Comfortable with technology (mobile apps, mapping tools, etc.)

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.

• Uncapped commission structure…