Business Development Manager

Business Development Manager

Location: Remote/Home Based

Reports to: CEO

Salary: £55,000 depending on experience (plus annual bonus & commission) (OTE £80,000)

Join a growing team making a real impact

At Tugela People, we provide expert, people-first HRIS consultancy services to businesses across the UK and beyond. We’re growing, and we’re looking for a commercially driven Business Development Manager to win new clients, build our referral and partner network and expand our presence across the HR technology and payroll market.

This is a role for someone who enjoys being out in the market, speaking with people, building networks and opening new conversations. You will be motivated by creating opportunities, winning new business and making things happen.

Why this role matters

Growth is central to our vision. Our clients and partners rely on us as trusted advisors, delivering compliant solutions to their HR technology issues, allowing them to focus on their business.

As Tugela People continues to expand as part of the wider Impact HR group, we are focused on winning new clients and building strong relationships with referral partners, technology vendors and professional networks across the UK.

This role plays a key part in:

• Generating new business opportunities and new client wins

• Growing new recurring revenue across System Selection, PS & Payroll implementations, MS and AS

• Increasing Tugela People’s visibility within the HR technology and payroll market

• Building long-term referral and partner relationships that generate new introductions

• Supporting cross-service growth opportunities across the Impact HR group

• Strengthening Tugela People’s reputation as a trusted HRIS advisor

• You will be one of the key ambassadors for the Tugela People brand.

What you will be doing

You will be responsible for identifying, generating, developing and closing new business opportunities, taking new clients from first conversation through to contract signature and a smooth handover into delivery. You will work closely with the Group Marketing Team to help identify campaigns, events and activity to target and engage with our ICPs.

This is a new business role. Customer success, ongoing account management, client reviews, renewals and retention for existing clients are managed by a separate team and sit outside the scope of this role. Your focus is on growing the client base and bringing new revenue into the business.

You will work closely with the PS, MS, Finance and leadership teams to support sustainable growth across the business.

Your day to day will include:

New Business Sales (System Selection, PS & Payroll implementations, new MS and AS)

• Own the end-to-end new business sales process, including discovery, arranging scoping, pricing, negotiation, and contract close.

• Generate new sales opportunities through networking, referrals, partnerships and lead generation with the marketing team.

• Build relationships with business owners, Managing Directors, HR, Payroll and Finance leaders and senior decision makers.

• Attend face-to-face client meetings where appropriate, discovery sessions and introductory discussions as required.

• Develop and maintain a strong and accurate new business pipeline, ensuring forecast accuracy and visibility.

• Achieve agreed activity and new revenue targets.

Lead Generation & Prospecting

• Research and identify target organisations aligned to our Ideal Client Profile.

• Work with the marketing team to support prospecting activity and lead generation, as well as LinkedIn and networking.

• Follow up inbound and marketing-generated enquiries promptly and professionally.

• Qualify opportunities and understand prospective clients’ HR technology and payroll challenges and objectives.

• Collaborate with Marketing on lead generation, campaigns, webinars and go-to-market activity.

Partnerships, Networking & Brand Representation

• Develop and strengthen relationships with referral partners, technology vendors and strategic partners to generate new client introductions.

• Represent Tugela People at networking events, seminars, exhibitions, user groups and industry events.

• Act as a visible ambassador for the Tugela People brand, maintaining a professional and credible presence both online and in person.

• Support webinars, roundtables and thought leadership activity.

• Work with the wider group to identify and share cross-sell opportunities into new clients for wider group benefit.

Pipeline, Reporting & Commercial Oversight

• Ensure accurate HubSpot management, including pipeline, deal and sales activity data.

• Produce regular pipeline, activity and opportunity reports.

• Track lead conversion, win rates and new business performance.

• Work closely with System Selection, PS & MS teams to align sales commitments with delivery capacity.

• Support forecasting, budgeting and commercial planning for new business.

• Share market, competitor and prospect insight with the leadership team.

Handover & Cross-Functional Collaboration

• Ensure newly won clients are handed over smoothly into onboarding, delivery and the customer success team, with clear scope and expectations.

• Coordinate with Finance and Delivery to ensure new business commercial processes run smoothly.

• Contribute to the development and continuous improvement of the sales process.

What Success Looks Like (First 12 Months)

• Consistent generation of qualified new business opportunities and commercial conversations.

• New client wins across System Selection, PS & Payroll implementations, MS and AS.

• New recurring revenue generated against agreed targets.

• Increased partnership activity, with trusted referral partners generating new introductions.

• Consistent networking and market visibility for Tugela People.

• Accurate HubSpot reporting and pipeline management.

• Smooth handover of new clients into delivery, with positive feedback from clients and colleagues.

• Active contribution to group growth objectives.

About You

You are a skilled business development professional, confident communicator, natural relationship builder and commercially aware partner. You are energised by meeting new people, opening conversations and winning new business.

You are proactive rather than reactive and comfortable taking ownership of your own activity, pipeline and success, working autonomously within a wider team. You understand that successful business development is built on trust, consistency and follow-through, not hard selling. You are able to travel for client and partner meetings and events as required.

You will likely bring:

• Proven experience in business development, sales, consulting or client relationship roles, with a track record of winning new business.

• The ability to understand and articulate complex business requirements and challenges.

• Strong domain knowledge in HR and payroll processes and regulations.

• Proven experience helping organisations overcome HR and payroll challenges by guiding them to practical, best-practice solutions that deliver real business value.

• Experience using CRM systems (ideally HubSpot) and managing a sales pipeline.

• Excellent communication (verbal & written), presentation, and interpersonal skills.

• Strong analytical skills with the ability to analyse data, draw insights, and make data-driven decisions.

• Self-motivated and results-oriented, with the drive to create and close new opportunities.

What We Offer

• Flexible working hours

• Remote working (laptop and equipment will be provided)

• 25 Days Holiday + 1 day for Birthday

• Paid training days

• Professional body memberships

• YU Life – access to employee engagement and wellness platform

• Group life insurance (5x salary)

• DSE Eye tests

• Long service award

• Feel valued as part of a small team with growth plans, which will include you!

Ready to shape the future of Tugela?

We are looking for HRIS professionals who want to make a real impact, not just tick boxes. Join us for an exciting opportunity to work within a high-performing consultancy team that genuinely supports growth through their people. If that is you, we would love to hear from you!