The posting
Job Description
Company
Collinson is a global, privately owned company helping more than 400 million consumers travel with ease and confidence through airport experiences, loyalty and customer engagement, and insurance solutions.
We operate Priority Pass, the original and leading airport experiences programme, providing access to more than 1,800 lounges and travel benefits across over 650 airports in 148 countries. Our partners include major payment networks, more than 1,400 banks, 90 airlines and 20 hotel groups.
Collinson Loyalty designs and operates loyalty programmes for leading organisations, supported by our loyalty consulting capability and the rewards marketplace operated through Valuedynamx. Our global success is driven by more than 1,800 colleagues worldwide.
Purpose of the job
The Senior Business Development Representative is responsible for originating, developing and progressing strategic enterprise opportunities for Collinson Loyalty across a defined portfolio of priority accounts and sectors.
The role owns named-account strategy and early-stage opportunity development, from market insight and executive engagement through discovery, qualification and progression to an agreed sales stage. It carries agreed annual sourced-pipeline and opportunity targets and is accountable for the quality, value and conversion of the opportunities created.
Working across Loyalty Consulting, Technology, Marketing, Proposition and strategic partners, the role develops commercially credible points of view, leads initial executive conversations and shapes the value proposition and pursuit strategy for each qualified opportunity.
This is a senior individual-contributor role requiring independent commercial judgement, confidence with director and C-suite stakeholders, and the ability to coordinate complex, multi-party enterprise pursuits. The role reports to the VP Loyalty Business Development.
Key Responsibilities
Commercial accountability
Own agreed annual targets for sourced and sales-accepted enterprise pipeline, measured through pipeline value, opportunity quality, conversion and progression.
Own a defined portfolio of strategic accounts or market sectors and determine account prioritisation, engagement strategy and resource requirements.
Lead opportunities from the initial account hypothesis through discovery, qualification and progression to the agreed sales stage, remaining accountable for momentum and stakeholder engagement.
Exercise judgement to qualify, prioritise or disqualify opportunities based on strategic fit, commercial value, buying readiness and likelihood of progression.
Strategic account development
Research priority organisations, their customer propositions, loyalty programmes, technology landscape, commercial priorities and relevant trigger events using CLIO and other approved tools.
Develop and maintain account pursuit plans, including stakeholder maps, value hypotheses, competitive considerations, partner strategy and recommended next actions.
Map and engage stakeholders across loyalty, CRM, customer experience, digital, data, marketing, commercial and technology functions.
Executive engagement and discovery
Develop personalised, insight-led engagement across email, phone, LinkedIn, events and partner channels.
Lead initial discovery and diagnostic conversations with director and C-suite stakeholders, translating customer priorities into defined commercial opportunities.
Facilitate loyalty health checks, executive workshops and strategic roundtables, coordinating specialist input from Consulting, Technology and Proposition teams.
Communicate sophisticated loyalty, technology and transformation propositions in concise, outcome-led language.
Opportunity shaping and progression
Assess the business problem, desired customer behaviours, stakeholder commitment, strategic importance, potential value and realistic path to change.
Shape the initial value proposition, business case and commercial narrative, positioning the appropriate entry point across Loyalty Advisory, Salesforce technology or a combined transformation engagement.
Prepare clear qualification and opportunity briefs and coordinate effective handovers while remaining involved in the pursuit as it progresses.
Co-lead proposal and pitch development and participate in customer presentations, commercial workshops and agreed negotiation stages.
Partners and go to market
Own joint account planning and pipeline development with selected strategic partners, including Salesforce and relevant consulting and technology partners.
Lead regular partner pipeline reviews and track the value, progression and conversion of partner-originated opportunities.
Act as the commercial lead for selected sectors, propositions or campaigns, using market evidence to recommend improvements to targeting, messaging and proposition development.
Work with Marketing on campaigns, events and lead management, maintaining clear feedback loops on lead quality, conversion and market response.
Present pipeline performance, market intelligence and investment recommendations to Loyalty leadership through regular business reviews.
Commercial systems and CLIO
Maintain accurate, timely account, activity and opportunity information in CRM and apply consistent qualification standards.
Act as business owner for commercial-development use cases within CLIO, prioritising requirements, coordinating user testing and measuring its impact on research quality, outreach effectiveness, productivity and pipeline conversion.
Use evidence, conversion data and prospect feedback to test and improve account selection, messaging and engagement approaches.
Leadership and collaboration
Coordinate cross-functional teams and partners around priority pursuits.
Mentor less-experienced business development colleagues, establish standards for account research and qualification, and support onboarding and capability development.
Model credible, respectful and commercially disciplined engagement with prospects, colleagues and partners.
Measures of success
Achievement of agreed sourced-pipeline and sales-accepted pipeline targets.
Value and number of qualified opportunities progressing to the agreed sales stage.
Conversion from initial engagement to qualified opportunity and onward sales progression.
Depth of strategic-account coverage and engagement with senior decision-makers.
Partner-sourced pipeline, campaign effectiveness and quality of market insight.
Contribution to proposals, pitches and closed revenue, alongside measurable improvement in CLIO adoption and effectiveness.
Key Skills
Experience and commercial capability
Three to Five years of experience in enterprise B2B business development, consultative sales, customer engagement, CRM, marketing technology or professional services.
Demonstrable experience creating and progressing high-value opportunities through complex enterprise buying groups and longer sales cycles.
Evidence of delivering against sourced-pipeline, qualified-opportunity or revenue-related targets.
Experience leading discovery conversations with director and C-suite stakeholders and turning organisational insight into a commercial point of view.
Experience contributing to value propositions, business cases, proposals and pitches.
Experience in at least one of loyalty, customer experience, Salesforce, CRM, marketing technology, travel, financial services, retail or consulting.
Skills and behaviours
Strong commercial judgement and the confidence to prioritise, qualify and challenge constructively.
Excellent written and verbal communication, with the ability to make complex capabilities easy to understand.
Strong research, account-planning and stakeholder-mapping capability.
Confidence working across sales, consulting, technology, proposition, marketing and partner teams without direct authority.
Strong organisation and disciplined management of multi-touch, long-cycle opportunity development.
Curiosity about customer behaviour, loyalty, data, technology, AI and business transformation.
Resilience, sound judgement and a commitment to learning through evidence and feedback.
A collaborative approach and the ability to coach and raise standards across the wider team.
Reward & Benefits: What's in it for me?
We want our people to feel recognised, supported and able to thrive both at work and beyond it.
We offer a competitive reward package designed to support your financial, physical and mental wellbeing, alongside opportunities to learn, develop and be recognised for the contribution you make. Benefits vary by role and location, and full details will be shared as part of the application process.
Equal opportunities: Our commitment to inclusion
Collinson Group is an equal opportunities employer. We welcome applications from people of all backgrounds, identities and experiences, and believe that different perspectives make our business stronger.
