BUSINESS DEVELOPMENT MANAGER
Remote, United States
The primary role of the Business Development Manager is to prospect for new customers by networking, cold calling, advertising or other means of generating interest from potential customers. They must then plan persuasive approaches and pitches that will convince potential customers to do business with the company. They must develop a rapport with new customers, and set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to customers. Business Development Managers 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. While the exact responsibilities will vary from company to company, the main duties of the Business Development Manager can be summarized as follows:
New Business Development
- Assists with developing and meeting assigned targets for profitable sales growth in assigned product and service lines
- Collaborate with marketing team for lead generating solutions.
- Work closely with senior management to create and implement sales strategies, including technologies and processes that increase sales opportunities.
- Analyze effectiveness of sales strategies and provide recommendations for improvement to senior management and marketing
- Track and provide analysis / evaluation of the effectiveness of sales methods, costs and results
- Provide input in sales meetings, offer suggestions for continuous improvements and best practices
- Prospect for potential new customers and turn this into increased business.
- Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. Meet potential customers by growing, maintaining, and leveraging your network.
- Identify potential customers, and the decision makers within the organization.
- Research and build relationships with new customers.
- Set up meetings between customer decision makers and company’s practice leaders/Principals.
- Plan approaches and pitches. Work with team to develop proposals that speaks to the customer’s needs, concerns, and objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
- Present an image that mirrors that of the customer.
- 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 customer debriefs.
- Business Development Planning
- Attend industry 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.
- 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.
Business development management positions require a bachelor’s degree and 3 or more years of sales or marketing experience.