Business Development Manager - Branded Vouchers

Job Purpose

The Business Development Manager - Branded Vouchers is responsible for driving Blu Voucher’s non-gaming redemption growth while leading the UniPin 2.0 relaunch into retail and e-commerce channels. The role encompasses acquisition, onboarding, and in-life growth of retail, lifestyle, and e-commerce partners, ensuring commercial profitability and sustainable scale. The incumbent will validate UniPin’s margin model vs Blu Voucher, support Blu Voucher’s diversification beyond gaming, and contribute to Africa/global expansion pilots. While the primary focus is on Blu Voucher and UniPin, the incumbent must operate with an understanding of voucher interoperability across Blu Voucher, UniPin, and Ringas, to ensure consistent partner positioning and commercial alignment.

Key Responsibilities

Market Analysis and Research

• Conduct research on retail and e-commerce trends, competitive dynamics, and regulatory environment
• Analyse consumer adoption patterns, retail category growth, and competitor benchmarks
• Prepare market intelligence reports for decision-making and partner targeting

Business Development and Sales:

Develop and execute acquisition plans:

• Build a structured pipeline of retail groups, e-commerce platforms, utilities, and lifestyle providers
• Prioritise targets using commercial modelling and redemption forecasts
• Set quarterly acquisition targets aligned to UniPin 2.0 milestones and Blu Voucher diversification goals

Source, prospect, and negotiate deals:

• Engage C-level decision-makers at retailers and e-commerce companies
• Prepare business cases showing projected FV uplift, redemption adoption, ROI, and interoperability value where relevant
• Support BV Exec in negotiations covering commercial terms, partner-funded marketing, and margin models
• Oversee partner handover to Product/Ops for onboarding (APIs, QR, PoR, retail rails

UniPin 2.0 Relaunch:

• Deliver phased relaunch into retail and e-commerce channels
• Support full migration to BLD infrastructure for cost control and commercial flexibility
• Secure and activate strategic redemption partners as proof-of-concept

Client Relationship Management

• Act as key account manager for non-gaming partners
• Run structured QBRs, reviewing commercial performance, partner satisfaction, and growth opportunities
• Implement improvements based on partner feedback and market needs

Strategic Planning and Execution

• Develop annual BD plans for Blu Voucher (non-gaming) and UniPin
• Identify risks and opportunities within the retail/e-commerce verticals
• Track execution and adjust tactics to deliver results

Financial Management

• Track FV, ARPU, margin contribution, and retention for all retail/e-commerce partners
• Conduct profitability analysis for every account; validate UniPin’s uplift vs Blu Voucher
• Collaborate with Marketing Manager to measure ROI and value extracted from partner-funded campaigns
• Deliver quarterly BD packs (budget utilisation, forecasts, profitability dashboards)

Cross-functional Management

• Partner with Product on UniPin infrastructure migration, integrations, and interoperability features
• Collaborate with Marketing on campaigns and retail/e-commerce visibility
• Engage BI/Finance for reporting accuracy and commercial dashboards
• Support Legal in ensuring onboarding complies with KYC/AML, exchange control, and data privacy standards
• Maintain full contract lifecycle and CRM data for audit readiness

Work collaboratively

• Build a culture of respect and understanding across the organisation
• Recognise outcomes which resulted from effective collaboration between teams
• Build co-operation and overcome barriers to information sharing, communication and collaboration across the organisation

Self-Management

• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Demonstrate consistent application of internal procedures
• Plan and prioritise, demonstrating abilities to manage competing demands
• Demonstrate abilities to anticipate and manage change
• Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs