The Digital DRA
Location: Halifax, West Yorkshire, with hybrid working and regular UK travel
Reports to: Chief Growth Officer
Contract: Permanent, full-time
Probation: 6 months
Salary: £45,000 basic salary, plus uncapped commission with significant earning potential
The Digital DRA is an FCA-authorised debt resolution agency combining responsible debt recovery with technology-led customer journeys.
We work with organisations across financial services, energy, utilities, telecommunications and other regulated sectors, providing services including:
- Contingent debt collection.
- Pre-DCA and early-arrears strategies.
- White-label payment and arrears SaaS solutions.
- Customer portals and supporting technology.
- Bespoke collection and resolution strategies.
Our approach is centred on “Resolution, not Collection.” We help clients improve commercial performance while providing customers with accessible, flexible and responsible ways to resolve their accounts.
Having established a strong client base and proven proposition, we are now looking for an experienced Senior Business Development Manager to help deliver the next stage of our growth.
The Opportunity
The Senior Business Development Manager will be responsible for identifying, developing and converting new business opportunities, with a primary focus on winning new contingent debt collection contracts.
This is a hands-on sales role, managing the full business development lifecycle from identifying target organisations and opening senior-level conversations through to proposals, tenders, commercial negotiations and contract award.
The role will focus on building a strong pipeline of contingent debt collection opportunities that are commercially attractive, scalable and capable of progressing efficiently, while also identifying where our wider early arrears, white-label and technology-enabled solutions can add value.
You will need a strong understanding of collections, arrears management, vulnerability and customer outcomes, and will work closely with the Chief Growth Officer and wider operational, compliance and client performance teams to ensure opportunities are commercially viable and operationally deliverable.
Key responsibilities
New business development
- Identify, develop and convert new business opportunities across priority sectors.
- Build relationships with senior decision-makers across collections, operations, procurement, finance and technology.
- Manage opportunities from initial contact through to proposal, negotiation and contract award.
- Deliver agreed new business, revenue and gross profit targets.
Consultative solution development
- Understand each prospect’s challenges, objectives and existing customer journey.
- Develop appropriate contingent debt collection solutions based on prospect requirements.
- Work with internal teams to ensure proposals are compliant, commercially viable and operationally deliverable.
- Lead client presentations, product demonstrations and discovery workshops.
Tenders and procurement
- Lead responses to tenders, requests for proposals and due diligence exercises.
- Coordinate input from operations, compliance, technology, information security and finance.
- Manage submission deadlines, clarification questions, presentations and negotiations.
- Ensure proposals clearly communicate The Digital DRA’s value and differentiation.
Commercial management
- Develop pricing and commercial proposals that support sustainable growth.
- Negotiate service scope, pricing, performance measures and contractual terms.
- Maintain accurate pipeline and revenue forecasts.
- Assess opportunities based on strategic fit, profitability and delivery requirements.
Partnerships and market development
- Identify new sectors, services and routes to market.
- Provide insight into prospect needs, competitor activity and market trends.
Industry presence
- Represent The Digital DRA at industry events, conferences and client meetings.
- Build a strong network across credit, collections and regulated markets.
- Contribute to webinars, events, campaigns and thought-leadership activity.
- Strengthen awareness of The Digital DRA and its technology-led proposition.
Sales governance and reporting
- Maintain accurate CRM records, opportunity plans and next steps.
- Produce regular pipeline, forecasting and performance reports.
- Ensure appropriate internal approvals and sales governance are followed.
- Support a clear handover from contract award into implementation and client management.
What we are looking for
Essential experience
- Significant business development experience within debt collection, debt recovery, credit management or arrears management.
- A proven track record of winning substantial B2B contracts within both regulated and unregulated organisations.
- Strong knowledge of the UK debt collection market, including client buying processes, procurement and commercial models.
- Experience managing complex sales cycles from initial opportunity through to tender, negotiation and contract award.
- Confidence engaging with senior stakeholders across collections, operations, procurement and executive leadership.
- An established network of relevant relationships across the UK debt collection, credit management and regulated creditor markets.
- Strong commercial judgement, pipeline management and forecasting discipline.
Desirable experience
Experience in one or more of the following would be particularly valuable:
- Selling into financial services, energy, utilities or telecommunications.
- Digital collections, early arrears, payment portals or SaaS solutions.
- Working within an FCA-regulated environment.
Knowledge and understanding
The successful candidate should have:
- Strong knowledge of the UK debt collection and credit management market.
- A good understanding of FCA and Ofgem regulation, Consumer Duty, vulnerability and fair customer outcomes.
- Knowledge of creditor procurement, outsourcing and supplier due diligence.
- Commercial awareness of debt collection pricing models and technology-enabled services.
Skills and behaviours
We are looking for someone who is:
- Commercially driven, credible and confident with senior stakeholders.
- Consultative and able to understand complex client needs.
- Proactive, resilient and comfortable developing new relationships.
- Highly organised, with strong sales discipline and attention to detail.
- Comfortable working within a growing and entrepreneurial business.
Measures of success
Success in the role will be measured against commercial and strategic outcomes, including:
- New business revenue and gross profit.
- Quality and value of the sales pipeline.
- Conversion of opportunities, proposals and tenders.
- Forecast accuracy and sales activity.
- Successful handover and implementation of new clients.
Why join The Digital DRA?
This is an opportunity to join a growing, profitable and independent business at an important stage in its development.
You will have the opportunity to:
- Sell a distinctive proposition rather than a traditional collections model.
- Benefit from uncapped commission with significant earning potential.
- Build a clear career path as the commercial team grows.
- Work directly with the owners and senior leadership team.
- Play a visible role in the continued growth of The Digital DRA.
For a high-performing individual with strong industry relationships, this role has the potential to be extremely lucrative, with uncapped commission and a clear route into senior commercial leadership.
Equality and Diversity Statement:
Everyone is afforded equal opportunities in recruitment, selection, promotion, and training. We will not discriminate on the protected characteristics of age, gender, gender reassignment, pregnancy, marital status or civil partnership, race, colour, ethnic or national origin, nationality, citizenship, disability, sexual orientation, religion, belief, or previous convictions (except for posts exempt under the Rehabilitation of Offenders Act). We will also not discriminate directly or indirectly on political beliefs or Trade Union activity.
Pay: £45,000.00-£75,000.00 per year
Benefits:
- Casual dress
- Company events
- On-site parking
Experience:
- B2B sales: 3 years (required)
Work authorisation:
- United Kingdom (required)
Willingness to travel:
Work Location: Hybrid remote in Halifax HX1 5ER
