New Business Development Manager

2 vacancies available | Rapidly expanding e-commerce marketplace

We are looking for experienced and commercially driven New Business Development Managers to join a rapidly expanding e-commerce marketplace team.

With 2 vacancies available, this is an exciting opportunity to join a growing digital business and play a key role in expanding its marketplace seller network across a broad portfolio of categories.

Working alongside another New Business Development Manager, you will take responsibility for a defined portfolio of categories, identifying and securing high-quality sellers and brands that expand product range, address customer demand and create sustainable commercial growth.

You will lead a team of New Business Leads and Executives, combining strategic category planning with hands-on business development, commercial negotiation and people leadership.

Role Overview

As a New Business Development Manager, you will own seller acquisition across an allocated portfolio of categories, using customer insight, marketplace data, competitor analysis and commercial priorities to identify where growth opportunities exist.

You will be responsible for building a strong and well-qualified pipeline of prospective sellers and brands, leading negotiations, closing new partnerships and ensuring new sellers move efficiently from signed agreement through to successful launch.

Alongside your commercial responsibilities, you will lead and develop a team of New Business Leads and Executives, setting clear expectations, coaching performance and creating a high-performing new business function.

The role combines business development, marketplace growth, commercial negotiation, category strategy, pipeline management and people leadership, making it ideal for an experienced marketplace or e-commerce professional who enjoys both winning new business and developing others.

Key Responsibilities

You will be responsible for:

Owning seller acquisition across an allocated portfolio of marketplace categories.

Identifying category, brand and product opportunities using customer demand, search insight, competitor analysis and commercial priorities.

Setting clear acquisition priorities and targets across your allocated categories.

Leading and developing a team of New Business Leads and Executives, setting individual objectives and supporting professional development.

Coaching team members on prospecting, relationship building, negotiation, pipeline management and commercial performance.

Building a motivated, accountable and high-performing new business team.

Identifying, prospecting and qualifying prospective sellers, brands and strategic partners.

Building and managing a robust, prioritised new business pipeline with clear stages, forecasts, next actions and conversion targets.

Leading the full commercial sales process from initial outreach through to pitch, negotiation and contract closure.

Developing compelling commercial pitches and value propositions for prospective sellers and brands.

Negotiating commissions, fees, commercial terms and partnership arrangements.

Balancing seller appeal with margin, customer value and long-term marketplace performance.

Working with Digital Trading and category teams to identify range gaps, adjacent categories and opportunities for assortment expansion.

Targeting sellers who can add the right combination of product quality, choice and competitive value.

Identifying and developing strategic brand partnerships, including opportunities for exclusive ranges and joint growth plans.

Working with Retail Media and commercial teams to identify opportunities for advertising, promotional activity and wider seller investment.

Working closely with Compliance to ensure prospective sellers meet required product, service, legal and financial standards before trading.

Coordinating the handover of signed sellers into onboarding with a clear launch plan and defined requirements.

Tracking time-to-live, catalogue readiness and early trading performance to ensure new sellers launch successfully.

Supporting the resolution of issues that could delay seller launches.

Monitoring new seller performance during the early trading period and identifying opportunities for additional support.

Representing the marketplace at industry events, trade shows, webinars and other relevant commercial activities.

Building relationships with marketplace agencies, integrators, channel partners and other organisations that can introduce new sellers.

Working closely with the other New Business Development Manager to align acquisition priorities, share market insight and ensure a consistent approach across the full category portfolio.

Contributing market insight, competitor intelligence and pipeline visibility to Marketplace leadership.

Producing regular reporting on pipeline health, acquisition performance, conversion, new sellers, live SKUs and incremental GMV.

Identifying opportunities to improve the new business process, sales performance and speed to market.

Continuously refining acquisition strategies in line with marketplace growth and changing customer and commercial priorities.

Essential & Desirable Skills

We are looking for someone with:

Proven experience in new business development, seller acquisition, partnerships or commercial growth within an e-commerce marketplace, online retailer, digital platform or similar environment.

A proven track record of acquiring new sellers, brands or commercial partners.

Strong experience managing the full sales cycle, from lead generation through to negotiation and contract closure.

Strong commercial negotiation skills, with a sound understanding of commission structures, fees, margin and marketplace economics.

Proven experience managing a high-volume, multi-stage sales or acquisition pipeline.

Strong CRM discipline and the ability to maintain accurate pipeline data and reliable forecasts.

Experience using customer, search, competitor or category data to identify commercial opportunities.

The ability to identify range gaps and prioritise acquisition opportunities based on customer and business needs.

Experience operating across multiple categories, brands, channels or customer propositions would be advantageous.

Proven experience leading, coaching and developing a sales, business development or commercial team.

Strong relationship-building skills, with the ability to engage confidently with founders, brand owners and senior commercial decision-makers.

Excellent presentation, communication and negotiation skills.

Strong influencing skills and the ability to work effectively across Compliance, Digital, Operations and other internal teams.

Strong analytical and numerical capability, with confidence interpreting commercial performance data.

Excellent organisational and prioritisation skills, with the ability to manage multiple opportunities and competing deadlines.

A proactive, resilient and results-focused approach.

Experience working within a rapidly growing marketplace or digital business would be highly advantageous.

What You'll Bring to the Role

You will be growth-driven and commercially astute, with the ability to identify the right opportunities and turn them into successful marketplace partnerships.

You will understand that effective marketplace growth is about more than simply increasing seller numbers. You will focus on securing partners who add meaningful range, choice, value and customer relevance, while delivering sustainable commercial returns.

You will be confident leading a team, setting clear expectations and developing people to achieve their potential. You will lead by example while creating a culture of accountability, collaboration and continuous improvement.

You will also be resilient and comfortable working through longer sales cycles, complex negotiations and the inevitable challenges that come with new business development.

Most importantly, you will be excited by the opportunity to help shape a rapidly expanding e-commerce marketplace, with significant scope to influence seller acquisition strategy, category growth and team performance.

What Success Looks Like

Success in this role will include:

New seller and brand acquisition targets being delivered across allocated categories.

A strong, well-qualified pipeline with accurate forecasting and clear commercial visibility.

Priority range and category gaps being addressed through the right seller and brand partnerships.

New sellers launching efficiently, with strong catalogue readiness and minimal onboarding delays.

Growth in new live SKUs and incremental GMV from newly acquired sellers.

New sellers achieving healthy early trading performance and establishing sustainable marketplace relationships.

Every new seller completing the required vetting and due diligence before trading.

New Business Leads and Executives being engaged, developed and consistently delivering against agreed objectives.

Strong team performance, coaching and professional development across the new business function.

Improved conversion rates, pipeline efficiency and speed from initial engagement through to go-live.

Senior stakeholders having clear visibility of marketplace acquisition performance, market opportunities and future growth potential.

Permanent | Full-time | London

If you have the relevant experience as detailed, please submit an up to date CV by using the ‘apply’ button.

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