Business Development Manager

About Acacia

Acacia Green Technologies develops and delivers connected technology for hotels and other complex buildings. Our work brings together hospitality television and guest experience platforms, Omada networking, CCTV, IoT sensors, energy and environmental monitoring, building controls, systems integration and data-led services. We operate in a practical, fast-moving environment where technology must work reliably with real properties, devices, partners and customer operations.

The role

We are seeking a Business Development Manager to create and convert opportunities within the hospitality market, with a particular focus on hotels. You will sell a joined-up portfolio spanning LG hospitality televisions and Pro Centric platforms, Omada networking, CCTV solutions, Acacia360 and Acacia’s air quality and environmental sensing products. This is a consultative, target-carrying role for someone who can open doors, understand a property’s commercial and operational needs, coordinate the right solution and close profitable business.

Role mission Build a repeatable hospitality sales engine and deliver £1 million in annual turnover at full productivity while protecting margin, customer trust and delivery quality.

Key responsibilities

• Develop new business with hotel owners, operators, management companies, developers, consultants, integrators and other decision-makers in the hospitality ecosystem.

• Sell LG hospitality televisions and the relevant LG Pro Centric Direct, Cloud and Hub solutions, presenting the operational and guest-experience case rather than relying on product specifications alone.

• Create opportunities for Acacia360, including IoT, building controls, energy and operational monitoring use cases.

• Sell Acacia air quality and environmental sensor solutions, linking accurate data to guest wellbeing, compliance, efficiency and ESG objectives where relevant.

• Develop and sell Omada networking solutions for hotel environments, including gateways, switching, managed Wi-Fi, access points and centralised network management, working with technical colleagues to scope coverage, capacity and resilience correctly.

• Develop opportunities for CCTV and video surveillance solutions, establishing the customer’s security, coverage, recording, storage and remote-monitoring requirements and coordinating an appropriate compliant design.

• Build account plans and prospect systematically through HubSpot, Apollo, LinkedIn Sales Navigator, referrals, supplier relationships, events and targeted outbound activity.

• Qualify opportunities rigorously across need, authority, budget, timing, technical fit and delivery risk; maintain accurate next steps and forecast categories in HubSpot.

• Lead discovery, presentations, site discussions, demonstrations, proposals and commercial negotiation, drawing on technical and project colleagues at the right stage.

• Develop relationships that create multi-property, refurbishment and new-build opportunities, not only one-off transactions.

• Work closely with LG, Omada and other technology suppliers on account intelligence, joint opportunities, campaigns, training and product positioning.

• Protect agreed gross margin and commercial terms; do not create unapproved delivery commitments to win an order.

• Provide structured market feedback on competitors, objections, customer needs, lost opportunities and emerging demand.

• Support a professional handover to delivery and remain commercially engaged through implementation, acceptance and future account development.

Performance framework

Annual turnover - £1,000,000 of recognised turnover from the BDM’s won business. The target should be phased in the first year to reflect start date, sales cycle and agreed inherited pipeline.

Qualified pipeline - Maintain at least 3 times forward target coverage, with credible value, timing, decision process, probability and next action recorded in HubSpot.

Gross margin - Meet the gross-margin floor agreed for each product or service line. Revenue won through unauthorised discounting or unapproved scope does not represent successful performance.

Forecast quality - Maintain a current rolling forecast; forecast calls should be evidence-led and become progressively more accurate as opportunities mature.

Activity and conversion - Agree monthly targets for new qualified meetings, site or solution reviews, proposals and wins. Review conversion by stage and improve weak points, rather than rewarding raw activity alone.

Account development - Build named target-account plans and create repeat, group, referral or partner-led opportunities from successful engagements.

Commercial discipline - Complete CRM records, timely follow-up, clean handovers, appropriate payment terms and early escalation of technical or delivery risk.

Suggested ramp for the £1 million target

The £1 million expectation should apply at full productivity. At appointment, Acacia should agree a written first-year ramp based on the start date and realistic hotel procurement cycles—for example, milestones for onboarding and pipeline creation in the first quarter, early wins in the second, and an increasing quarterly revenue contribution thereafter. The annual target should be reviewed alongside gross margin, recognised revenue and pipeline quality so that short-term discounting does not undermine the business.

Essential experience and capability

• A successful record of B2B business development or consultative sales with a meaningful personal revenue target.

• Strong prospecting, discovery, presentation, negotiation and closing capability.

• Experience managing a structured pipeline and evidence-based forecast in a CRM such as HubSpot.

• Commercial judgement across price, margin, scope, payment terms and delivery risk.

• Ability to understand technology solutions and communicate their business value to both operational and technical stakeholders.

• Credibility with senior customers and the persistence to manage long, multi-stakeholder sales cycles.

Useful additional experience

• Direct experience selling into hotels, hotel groups, hospitality developers or the hotel technology channel.

• Hospitality television, IPTV, casting, guest-room technology, managed networking, Wi-Fi, CCTV, IoT, building controls, energy or environmental monitoring.

• Existing relationships with hotel owners, operators, consultants, integrators or procurement teams.

• Experience using Apollo and LinkedIn Sales Navigator alongside a CRM.

• Partner-led selling with manufacturers or distributors.

How you will work

• Be ambitious and competitive while remaining credible, measured and attentive to the customer.

• Listen before proposing; uncover the operational and commercial reason behind the enquiry.

• Own follow-up and maintain momentum without damaging trust.

• Collaborate closely with technical and delivery colleagues and respect the commitments they must fulfil.

• Respond to setbacks with learning, renewed activity and a clear plan.

Working at Acacia

This is a hands-on role in a growing business. Priorities can move quickly as customer deployments, product development and partner opportunities evolve. You will be trusted to exercise judgement, communicate clearly and take ownership through to a practical result. Some travel to customer, supplier or project sites may be required.

Equal opportunity

Acacia Green Technologies welcomes applications from people of all backgrounds. Appointment will be based on capability, experience and alignment with the requirements of the role