Business Development Manager
Department: General Manager
A Business Development Manager works to improve an organization’s market position and achieve financial growth. This person defines long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.
Business Development Managers work in a senior sales position within the company. It is their job to work with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for the company.
To achieve this mission, Business Development Managers need to search in all markets to find potential new customers, meet them, then ultimately convert them into clients, and continue to grow their business in future with the company.
Business Development Managers will also help manage existing clients and ensure they stay satisfied and positive. They meet with the company important clients from times to times to insure customer satisfactions, listen to their needs and solving their problems by finding solutions and services that meet their needs or other clients’ needs in future.
The primary role of the Business Development Manager is to prospect for new clients by networking, direct visiting, phone calling, advertising or other means of generating interest from potential clients.He must then plan effectively on how to approaches, participate or pitches the convince potential clients to do business with the company. He must develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. BDM also required to grow and retains existing accounts by presenting new solutions and products to clients, work with mid and senior level management, marketing, and technical staff.
He/she may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop the pipeline of new business coming in to the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors. The main duties of the Business Development Manager can be summarized as follows:
New Business Development
· Prospect for potential new clients and turn this prospects into new relations or contracts to increase the company income.
· Cold call as appropriate within Local and international market or geographic area to ensure a robust pipeline of opportunities. Meet with potential clients for growing, maintaining, and leveraging company sales business network.
· Identify potential clients, and the decision makers within the clients organization.
· Research, build and develop relationships with old & new clients.
· Set up meetings between client decision makers and company’s practice leaders/Principals.
· Plan approaches and pitches.
· Work with as a team to develop the proposals and services that met the client’s needs, concerns, and objectives.
· Participate in pricing the solutions/services.
· Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
· Use a variety of styles to persuade or negotiate with the customers appropriately.
· Present the real image to the management that mirrors the client specification and status.
· Present new products and services and enhance existing relationships.
· Work with technical staff and other internal colleagues to meet customer needs.
· Arrange and participate in internal and external client debriefs.
Business Development Planning
· Attend industrial functions, such as association events and conferences, and provide feedback and information on market and creative trends.
· Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
· Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
· Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
· Finding & Employee qualified employees to increase the power & efficiency of his division.
Management and Research
· Submit weekly progress reports and ensure data is accurate.
· Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
· Forecast sales targets and ensure they are met by the team.
· Track and record activity on accounts and help to close deals to meet these targets.
· Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
· Ensure all team members represent the company in the best light.
· Present business development training and mentoring to business developers and other internal staff.
· Research and develop a thorough understanding of the company’s people and capabilities.
· Understand the company’s goal and purpose so that will continual to enhance the company’s performance.
· Bachelor’s degree
· 3-5 years of sales or marketing experience.
· An MBA is often requested as well.
· Other Skills and Qualifications:
o Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.
Computer programs (Word, Excel, PowerPoint, Office).