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Business Development Manager

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Sandton, Gauteng, South Africa Blu Label Unlimited Full time R1 200 000 - R2 400 000 per year

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

Competencies

  • Analytical, entrepreneurial, collaborative
  • Excellent communication, presentation, and negotiation skills
  • Customer-centric and adaptable in a dynamic environment
  • Ethical, resilient, and results-driven
  • Tech-savvy, adopting innovations in digital commerce
  • Retail/e-commerce ecosystem knowledge
  • Commercial modelling and profitability analysis
  • Partner acquisition, onboarding, and relationship management
  • Market research and competitor analysis
  • Contract management and CRM discipline

Education

  • Bachelor's degree in business, Marketing, Finance, or Technology (Postgraduate qualification advantageous)
  • Professional certifications in Business Development, Key Account Management, or Sales Leadership desirable

Experience

  • 5–7 years in business development, partnerships, or account management in retail, e-commerce, fintech, or payments.

Proven ability to:

  • Secure and grow large retail/e-commerce accounts
  • Negotiate high-value commercial deals with C-level stakeholders
  • Drive revenue, margin growth, and ROI through partnerships
  • Experience with voucher, aggregator, or PSP ecosystems highly advantageous
  • Exposure to cross-border partnerships (Africa/emerging markets) a plus