Business Development Manager

As a Business Development Manager working under the guidance of the Sales Manager, your primary role entails collaborating with and supporting the organisation as an integral part of a dynamic team comprising sales and marketing representatives. Together, you will strive to define and achieve the company’s sales objectives, contributing significantly to its overall expansion. 

Your responsibilities include implementing sales strategies, participating in training and development programs for personal advancement, and taking ownership of meeting individual sales targets. Additionally, the BDM will collaborate with various departments, including marketing and operations, to ensure that sales endeavours align closely with the organisation’s objectives. This alignment aims to drive revenue growth, increase market share, and enhance customer satisfaction. 

Vantage 365 Business Development Manager

Duties and responsibilities

Business Development Manager Duties and Responsibilities

These are the key duties and responsibilities associated with the position of our Business Development Managers.

  • Identifying Opportunities: BDMs identify new business opportunities and potential clients. This involves researching and analysing market trends, competitor activities, and customer needs to identify areas where the company’s products or services can meet those needs. 
  • Lead Generation: BDMs work on generating leads through various means such as networking, cold calling, attending conferences, and leveraging online platforms. They aim to create a pipeline of potential clients and opportunities for the sales team. 
  • Building and Maintaining Relationships: Establishing and nurturing relationships with clients, partners, and other stakeholders. This involves understanding client needs, addressing concerns, and building trust to facilitate long-term partnerships. 
  • Sales Strategy Development: Working closely with the Sales Manager and with the sales team to develop effective sales strategies. They may analyse market trends and create personal plans to achieve these targets. This could involve pricing strategies, product positioning, and competitive analysis. 
  • Proposal and Bid Development: Creating proposals, bids and presentations for potential clients. Collaborate with the sales and technical teams to ensure proposals align with client needs and showcase the company’s strengths. 
  • Market Research: Staying informed about industry trends, customer verticals, competitor activities, and market dynamics is crucial. BDMs must understand the evolving landscape to position their products or services and identify new opportunities effectively. 
  • Negotiation and Closing Deals: BDMs play a crucial role in negotiating and closing contracts. They must be skilled in understanding client requirements, addressing concerns, and structuring deals that benefit both the client and the company. 
  • Feedback Loop: To act as a bridge between the sales team and other departments within the organisation. Provide feedback from clients and the market to help improve products, services, and overall business strategies. 
  • Meeting Targets and KPIs: Meeting or exceeding targets set out by the Sales Manager and contributing directly to the overall success of the sales team and the company. 

Results and expectations

There are specific Key Performance Indicators that we measure to ensure that are achieving success. For this role, they are:

  • Sales Revenue target for the Financial Year: 
    • Green: 100% of target achieved or greater 
    • Amber: 80% to 99% of target 
    • Red: 79% or less  
       
  • Lead to Purchase Order rate: 
    • Green: 50% or greater  
    • Amber: 30% to 49% 
    • Red: 29% or less 
       
  • Net Promoter Score (Average Score): 
    • Green: 9 – 10 
    • Amber: 7 – 8  
    • Red: 0 – 6 
Vantage 365 Key Performance Indicators

Skills and abilities

growth

The BDM must possess the following skills and abilities. 

  • A growth mindset:
    • Embrace challenges and see them as an opportunity to learn
    • Show resilience and persistence when things get tough
    • Learn from others and welcome feedback
  • Sales and negotiation skills: 
    • Proven ability to drive the sales process from plan to close. 
    • Strong negotiation skills to close mutually beneficial deals. 
  • Communication skills: 
    • Excellent verbal and written communication skills. 
    • Ability to articulate complex technical concepts clearly and understandably. 
  • Strategic thinking: 
    • The ability to think strategically and develop effective sales strategies. 
    • Analytical skills to assess market trends competitor activities, and identify opportunities. 
  • Relationship building: 
    • Strong interpersonal skills and building and maintaining relationships with clients and stakeholders. 
    • Customer-centric mindset to understand and address client needs. 
  • Networking: 
    • Proven networking abilities to generate leads and build a professional network. 
    • Comfortable attending conferences, industry events, and networking functions. 
  • Market knowledge: 
    • In-depth understanding of the IT industry, including market trends, emerging technologies, and competitor landscape. 
    • A clear understanding of multiple customer verticals to support in the understand of the customer. 
    • Continuous learning to stay updated on industry and customer vertical developments. 
  • Adaptability: 
    • Ability to adapt to changing market conditions and adjust sales strategies accordingly. 
    • Flexibility to work in a dynamic and fast-paced environment. 
  • Results-driven: 
    • Goal-oriented with a track record of meeting or exceeding sales targets. 
    • Focus on achieving measurable results and key performance indicators (KPIs). 
  • Problem-solving: 
    • Strong problem-solving skills to address client concerns and find solutions. 
    • Ability to collaborate with internal teams to overcome challenges. 
  • Team collaboration: 
    • Collaboration skills to work effectively with cross-functional teams, including sales, marketing, and technical teams. 
    • Leadership skills to motivate and guide the sales team toward common goals. 
  • Time management: 
    • Effective time management and organisational skills to prioritise tasks and meet deadlines. 
    • Ability to handle multiple responsibilities simultaneously. 
  • Tech-savviness: 
    • Familiarity with IT products, services, and industry-specific terminology. 
    • Ability to understand and convey technical information to non-technical stakeholders. 
  • Creativity: 
    • Creative thinking to develop innovative approaches for business development. 
    • Ability to propose unique solutions to client needs. 
  • Customer focus: 
    • A customer-centric mindset with a focus on delivering value to clients. 
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