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.

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.

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.

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.

Business Development Manager @ Impact HR

About this role