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…