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Business Development Manager (BDM) 

Builds market position by locating, developing, defining, negotiating, and
closing business relationships. 


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 their organization. To achieve this, they need to find potential
new customers, present to them, ultimately convert them into clients, and continue to grow business in the
future. Business Development Managers will also help manage existing clients and ensure they stay satisfied
and positive. They call on clients, often being required to make presentations on solutions and services that
meet or predict their clients’ future needs. 
The primary role of the Business Development Manager is to prospect for new clients by networking, cold
calling, advertising or other means of generating interest from potential clients. They must then plan
persuasive approaches and pitches that will convince potential clients to do business with the company.
They must develop a rapport with new clients, 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 clients. 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 

Prospect for potential new clients 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 clients by growing, maintaining, and leveraging your network. 
Identify potential clients, and the decision makers within the client organization. 
Research and build relationships with new clients. 
Set up meetings between client decision makers and company’s practice leaders/
Principals. 
Plan approaches and pitches.  Work with team to develop proposals that speaks to the
client’s needs, concerns, and objectives. 
Handle objections by clarif ying, emphasizing agreements and working through differences
to a positive conclusion. Use a variety of st yles to persuade or negotiate appropriately. 
Present an image that mirrors that of the client. 

Client Retention 


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 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, identif y and develop the company’s
unique selling propositions and differentiators. 

Management & Research 


Identify trendsetter ideas by researching industry and related events, publications, and
announcements; tracking individual contributors and their accomplishments. 
Submit weekly progress reports and ensure data is accurate. 
Ensure that data is accurately entered and managed within the company’s 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 pre qualification 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.