HEAD OF BD :Education B2b

Role title Head of Business Development 
(uniforms, books, essentials) & school transport / 
mobility solutions 

Role Purpose 
 two businesses serving the same institutional customer- K12 school networks, 
education groups and large campuses - with distinct offerings across school supplies and school mobility. This is a founding, 
high-ownership mandate: the Head of Business Development will be the first dedicated hire for this vertical, personally 
carrying the pipeline and closing anchor accounts, while simultaneously setting the strategy, playbook and positioning that 
a future team can eventually scale. 
Success will be measured first by the quality and pace of new institutional accounts won, and over time by the maturity of 
a repeatable, evidence-based Business Development model spanning both business lines. 

Strategic Mandate 
• Set the Business Development strategy and go-to-market approach for institutional and Key Account growth across 
both business lines. 
• Personally own the deal pipeline and close anchor institutional accounts- this is an active selling role, not purely 
strategy. 
• Build a Key Account and new-client acquisition playbook tailored for education institutions, prioritising fewer, high
value deals over SMB volume. 
• Create differentiated positioning for the integrated offering that combines  supply ecosystem
mobility solutions. 
• Lay the foundation - process, pipeline discipline, and proof points - for a Business Development team to be built out as 
the function scales.

Experience 
• 15+ years in B2B, institutional, or enterprise sales / business development. 
• Experience selling to the education ecosystem, school networks, transport, services, or SaaS preferred. 
• Proven track record of personally sourcing and closing large institutional deals with a long-cycle, solution-selling 
approach, not transactional sales. 
• Comfortable operating as an individual contributor in a founding mandate, with the ambition and credibility to grow 
into a function leader as the team is built out. 
• Comfortable engaging with founders, CXOs, trustees, and promoters. Strong negotiation and commercial acumen. 
Availability 
We are looking to fill this role quickly. Immediate joiners are strongly preferred; candidates who can join within 30 days will 
also be considered. 

ey Accountabilities 
1. New Client & Strategic Account Acquisition 
• Identify and win marquee institutional accounts with large school groups and campus chains, bringing new school
chain clientele into both businesses. 
• Build CXO-level relationships with founders, trustees and promoters of target institutions. 
• Lead the full deal lifecycle from prospecting and pitching to negotiation and closure. 
• Target anchor clients that set the benchmark for institutional partnerships across both verticals. 
2. Key Account Management & Growth 
• Own revenue and account P&L for each strategic partnership. 
• Drive cross-selling across both verticals, school supplies and transport, to create integrated value for institutional 
clients. 
• Build multi-year engagement plans with institutions and ensure high retention with scope for expansion. 
3. Business Development Strategy & Playbook 
• Own the Business Development charter for both business lines, setting strategy, targets and go-to-market approach. 
• Build a Key Account and new-client acquisition playbook tailored for education institutions. 
• Establish pipeline, forecasting and reporting discipline from day one, so the model is provable and repeatable before 
it is scaled into a team. 
4. Stakeholder & Relationship Management 
• Be the single-point relationship owner for large accounts. 
• Engage deeply with school promoters, trustees, procurement and operations teams. 
• Earn trust at every level and translate institutional needs into solutions. 
5. Market Expansion 
• Map and prioritise high-potential clusters across metros and tier 1/2 cities. 
• Build strategic relationships with school networks, education groups and chains to expand footprint for both comapny