UGS Store Manager – Business Development (D2U)

Internal Posting Only

Job Title: UGS Store Manager – Business Development (D2U)

Department:  University Gear Shop

Reports to: District Manager

Position Summary: This is an extended role, building on the existing Store Manager agreement. All store management responsibilities remain as set out in the original contract. The UGS role adds a Direct-to-You (D2U) promotional products function, with dedicated additional hours allocated to business development, account management, and outreach. The UGS acts as a regional distributor — managing a defined set of university campuses and client accounts, while also actively seeking new business from local organizations and the wider community.

Essential Duties and Responsibilities:

D2U – Direct-to-You Promotional Products:

• Manage a defined region or select set of client locations as a promotional products distributor
• Act as the primary point of contact for assigned accounts — building strong, long-term relationships
• Research products and make tailored recommendations based on client briefs and budgets
• Negotiate best pricing with suppliers and prepare competitive customer quotes
• Coordinate sample orders and client presentation materials
• Manage the end-to-end order process: from brief to proof approval to fulfilment
• Communicate proactively and professionally with clients and manufacturers via phone and email
• Resolve queries and problems with creative, commercially sound solutions
• Enter and track orders accurately through the company’s internal systems
• Support with client presentations and product pitches as required

Outreach & Business Development:

• Proactively identify and pursue new business opportunities across allocated universities and campuses
• Engage local businesses, organizations, and community groups outside of allocated locations to grow the client base
• Generate leads through networking, cold outreach, referrals, and on-campus presence
• Build and maintain a pipeline of prospects, tracking activity and progress through HubSpot or equivalent CRM

• Present the D2U offer confidently to prospective clients, tailoring the pitch to their needs and budget
• Follow up consistently to convert enquiries into active accounts
• Identify opportunities for upselling and repeat business within the existing client base
• Provide regular updates to management on pipeline activity, wins, and market intelligence

Requirements:

• Current Store Manager or PT Store Manager (internal applicants only — this role builds on your existing position)
• Experience in or strong interest in the promotional products industry
• Confident, proactive communicator — comfortable with outreach, pitching, and building new relationships
• Commercial awareness with the ability to negotiate pricing, manage margins, and spot new business opportunities
• Highly organized with the ability to manage multiple accounts, leads, and deadlines simultaneously
• Proficiency in Microsoft Office (Word, Excel, Outlook, Teams) and HubSpot or similar CRM
• Good understanding of basic business mathematics (margins, markups, quotes)
• Self-motivated and able to work independently within the D2U hours allocation
• Positive, adaptable, and solutions-focused approach

Hours & Structure:

This role comprises the existing Store Manager contracted hours plus an agreed allocation of additional hours dedicated to D2U and business development activities. The split will be agreed with your manager and reviewed regularly as the function grows.

Performance Standards:

The following standards apply to the D2U element of this role and will be tracked as KPIs:

• Quote velocity: all client quotes must be returned within 48 business hours of receiving a complete brief. A complete brief includes product type, quantity, decoration method, and delivery requirements
• Customer service: a high standard of client communication is expected at all times. Validated complaints will be taken into account in commission calculations and performance reviews
• Pipeline reporting: regular updates on lead activity, quote status, and wins are required for line manager review

Repeated failure to meet performance standards will be addressed through the standard performance management process.

Commission Structure:

In addition to your existing Store Manager salary, the UGS role carries a D2U commission scheme:

Individual Commission

• A 4% commission is earned on the gross sale value of any qualifying D2U order where a minimum 30% gross margin is achieved.

Shared Commission Pool

• An additional 1% shared commission pool is distributed monthly across the D2U group.
• The pool is calculated on the combined gross sale value of all qualifying D2U orders in that month where a minimum 30% gross margin is achieved.
• Distribution is based on demonstrable collaborative contribution, which may include sharing leads, supporting a colleague's pitch, or joint client activity.

Non-Qualifying Orders

• Orders that do not meet the 30% gross margin threshold are excluded from both individual and shared commission calculations.

Additional Information

• Commission is paid on a paid-on-paid basis: when the client pays, commission is paid to you the following month
• If an order is returned or cancelled after commission has already been paid, the full commission amount will be deducted from the following month's payment. If the following month's commission is insufficient to cover the amount owed, the remaining balance will be recovered from subsequent commission payments until the full amount is recouped.

Key Definitions

• Gross Sale Value: The total amount invoiced to the client, excluding shipping and sales tax.
• Gross Margin: Calculated as (Sale Price [excluding sales tax] − Supplier Cost) ÷ Sale Price.

For internal use only — please speak to your manager for further information.