BUSINESS DEVELOPMENT MANAGER JOB DESCRIPTION
We are seeking a Business Development Manager who will focus on acquiring new business and expanding existing accounts. Key responsibilities include increasing sales and profitability, enhancing customer success and satisfaction, and growing sales in their designated region. This role also involves developing account plans, contributing to sales and marketing strategies, participating in sales meetings, and managing PR and social media contributions. Additionally, the manager will maintain a pipeline of new opportunities and oversee CRM systems.
An Overview of Business Development Manager Job Description Responsibilities and Qualifications
1. A Business Development Manager in our Global Rental and Used Equipment Services division partners with Caterpillar dealers and external partners to craft and execute business strategies for the Rental Services sector, aiming for accelerated growth. The role involves launching projects with targeted dealers, ensuring adherence to recommendations, and driving a dedicated business model that focuses on establishing separate organizations, creating a unique company culture, and achieving excellence in processes.
Business Development Manager Duties and Roles:
- Lead a team of experts; Market Professionals, Senior Rental & Used Consultants, Finance professionals and industry experts with a deep knowledge of the rental industry.
- Understand dealer performance gaps in the rental space.
- Quantify the total rental revenue and OPACC (profitability) lost opportunity.
- Define plans to re-engage dealers to close those gaps.
- Apply the Caterpillar Rental “recipe” for success i.e. organization, culture, people, metrics, coverage, investments, operational excellence, etc.
- Provide dealers with an overview of the opportunity for profitable participation in the rental space.
- Articulate dealer organizational, process, and operating requirements
- Set expectations for engagement going forward and deliverables for Rental Services and Heavy Rents Investment Plan
- Formulate strategic alternatives for improving territory performance for those dealers who are explicit regarding their unwillingness to adopt recommended improvements.
- Ability to lead and drive change at the dealers across the various hierarchical levels in their organization
Business Development Manager Qualifications & Experience:
- A bachelor’s degree or higher from an accredited college or university
- Seasoned commercial skills and a broad background including various areas such as finance, dealer development and field experience, marketing-commercial, Rental experience, and seasoned supervisory experience.
- A successful track record in activating a sales organization
- The ability to negotiate and achieve sound financial enterprise decisions.
- Outstanding communication and collaboration skills, ideally coupled with a successful experience in a matrix organization
- Demonstrated ability to get results through people, process, and technology
- Demonstrated ability to deal with Dealer Principals and Senior Management.
- Excellent interpersonal skills required to deal with sensitive issues, develop others, persuade others (including Caterpillar independent dealers), take specific actions, make major investment decisions, and/or establish a new or improved rental organization.
2. A Business Development Manager is responsible for building, engaging, and nurturing a network of government or defense contacts and potential customers while staying ahead of business and technology trends, market forces, and sales opportunities. They understand customers' objectives, buying criteria, and decision-making processes to form long-term business partnerships and promote Unico as a preferred supplier/partner, particularly in the government or defense sectors.
Business Development Manager Functions:
- Building, engaging and nurturing a network of government or defence contacts and potential customers.
- Keeping ahead of business and technology trends, market forces and sales opportunities for Unico.
- Understanding customers' objectives, buying criteria and decision-making processes and form long-term business partnerships in order to promote Unico as a preferred government or defence supplier/partner.
- Assisting in preparation and presentation of major sales proposals.
- Monitoring progress of delivery, keeping oversight of the technical integrity of the project, and assist in managing customer expectations, especially during negotiation of change requests.
- Proven consultative sales ability including negotiation and persuasive ability
- Self-drive and motivation, particularly in building and nurturing customer and prospective customer relationships in Defence.
- Deep and relevant experience selling into government or defence sectors, coupled with strong analytical skills.
- Adaptability with a knack for applying existing techniques and methodologies to new uses.
Business Development Manager Requirements:
- Minimum of 5 years experience in consulting, engagement/project management, and/or business development
- A strong network in the defence industry
- Due to the industry environment, you must be eligible to obtain an Australian Defence Security Clearance or currently hold one.
- Excellent infrastructure to support working from home, securely and comfortably.
- Culture of continuous learning and development with space to grow professionally
- Great working environment with modern equipment
- Self-motivated and driven to find and develop new business opportunities
- Skills, maturity, and confidence to develop relationships with key decision-makers
3. The Business Development Manager will focus on expanding in government, education, healthcare, and mid-tier financial organizations. The ideal candidate will have experience working with Microsoft products and solutions, a proven track record of business development and sales experience with the ability to prove consistent achievement against targets and KPIs.
Business Development Manager Roles:
- New business acquisition and growing existing accounts.
- Measured on a range of metrics including sales, revenue, profitability, as well as customer success and satisfaction
- Growth of sales numbers in their identified region
- Account plan development and regular reporting
- Contribution to regular sales meetings and wider sales and marketing strategy – including agreed targets related to input to PR, Social Media and other brand ambassador building activities
- Development and maintenance of a pipeline of new opportunities including maintaining CRM
- Representation of Veritec at company events as well as customer, industry, and partner events
Business Development Manager Qualifications:
- Microsoft training and certifications
- Excellent written and oral communication skills, both technical and analytical
- Collaboration with government and commercial customers, partners and Veritec delivery teams to identify, shape and influence RFx opportunities (e.g. Tenders / RFI / RFQ / RFP and Panel Contracts) and support new business development activities.
- The ability to work effectively with internal and external stakeholders and organisations
- Proven ability to work well as part of an extended sales team
- Self-motivated with a great sense of urgency and follow-through
4. The Business Development Manager is responsible for identifying and developing new wholesale partnerships through both inbound and outbound efforts. This role involves executing account plans and activities that align with the business strategy, aiming to meet performance targets and ultimately drive the success of partners.
Business Development Manager Duties and Responsibilities:
- Deliver exceptional results across a portfolio of channel partners
- Respond and work with inbound leads, grow existing revenue and win incremental business
- Onboarding of new resellers onto the TPP Wholesale partner program
- Provide outstanding partner (customer) service with quick response times
- Build and manage an effective sales pipeline with accurate forecasting
- Manage, monitor, review and report activity against KPIs, identifying and raise trends and any issues
- Resolve customer escalations to enhance sales effectiveness and improve partner outcomes
- Influence and educate partners on TPP’s vision, value propositions and product suite
- Update internal systems so all stakeholders have an accurate view of the business
- Work closely with the Account Manager team to ensure a smooth handover
- Represent TPP at industry events
Business Development Manager Skills, Experience, Qualifications:
- Demonstrated multi-year success in a Business Development Manager or similar role in the IT (or related) industry; with a specific focus on B2B and Wholesale channel sales
- Strong track record of exceeding specified targets/KPI's
- A high level of energy, determination, integrity, creativity and a drive to succeed
- Be a team player and actively support the inclusive TPP culture
- Excellent communication skills (presentation, written, presenting)
- Highly proficient in Salesforce or other CRM systems plus Google Suite and/or Office 365
- Accountable; embraces the mantra “if it’s to be, it’s up to me”
- Exceptional ability to build strong relationships internally and externally
- An executor; you aren’t afraid to get your hands dirty
- Be challenged; love collaborating cross-functionally
- Thrive in a fast-paced and agile environment
- High attention to detail and excellent communication skills
- Able to work under pressure and meet deadlines and ability to work on multiple projects simultaneously
- Flexible and a team player
- Ambitious yet humble
5. The Business Development Manager is driven by a passion for mobile ad technology and the mobile industry. The perfect candidate will have a deep enthusiasm for Lamwork, experience in mobile gaming, and a thorough understanding of the Ad Tech ecosystem. They must possess a strategic, analytical mindset and an extensive network of industry contacts. This role offers a unique opportunity to develop essential products that will significantly boost revenue for Lamwork.
Business Development Manager Functions:
- Identify, structure and execute deals with potential partners who can advance our efforts across the global markets;
- Execute on a strategic plan that includes specific account targets to achieve quarterly revenue goals;
- Specifically tasked to own workstream, specific projects, including lead qualification, deals or initiatives;
- Communicate the value of our programmatic platform by evangelizing its unique benefits and walking prospects through detailed demonstrations;
- Develop a deep understanding of market trends, strategies and technologies to be able to identify partnership opportunities that can accelerate product development and improve product quality;
- Participate in product road map build out discussions based on client needs with senior leadership, product, & engineering;
- Collaborate closely across engineering, marketing, operations and strategic partnerships teams to help build business roadmaps and execute on the commercial plans and partnerships.
Business Development Manager Knowledge, Skills and Abilities:
- Experience in mobile advertising in outbound sales mobile app field with track of successful records;
- Close relationships with mobile app publishers and their technology decision-makers
- Experience in managing longer sales cycles with mobile app publisher, ad network, ad exchange, ad server, and/or DSP;
- Experience delivering thought leadership through research and data-driven approaches;
- Strong quantitative skills and negotiations ability;
- Self-starter – ability to thrive in a dynamic, fast-paced environment with the ability to quickly grasp new technology and product changes;
6. The Business Development Manager will be a self-directed and self-motivated individual, responsible for collaborating interactively with senior management and a diverse team including operations, sales, and marketing personnel. The role aims to create both immediate and long-term sales impact for the organization. Key responsibilities include working closely with TXC’s Director of Marketing & Media Relations and other sales staff to maintain and report metrics on a weekly, monthly, quarterly, and annual basis. Metrics tracked will include: total bid/proposal opportunities received, total bids/proposals submitted, win/loss ratio, and detailed breakdowns by area, client, service offering, and contract type. The manager will also track the distinction between negotiated vs bid projects won.
Business Development Manager Details:
- Be involved in all aspects of the sales, project delivery and project close-out phases and not simply sales generation.
- Build and manage long-term relationships and partnerships with key and target clients.
- Assist in establishing quarterly and annual sales goals
- Work in conjunction with senior management and the other sales professionals to develop and implement a sales strategy for targeting potential clients as well as other professionals in the construction industry such as Real Estate Brokers, Project/Construction Managers, Architects, Engineers, Facility Managers and others in order to expand existing client relationships and develop new relationships.
- Work in collaboration with TXC’s Director of Marketing & Media Relations and other Sales staff, on the development of client presentation materials.
- Coordinate Statements of Qualifications (SOQ’s), Request for Proposals (RFP’s), Marketing and presentation materials, etc. in coordination with others to advance and close the sale.
- Follow-up on new leads and referrals.
- Work with potential clients to identify the needs and objectives of their project(s) and communicate this information to TXC Operations’ staff to ensure the address of these issues in project responses.
- Work with TXC management to qualify new prospects.
- Mining of client information associated with project opportunities (i.e. identifying key client decision makers, implied needs for project, etc.) to assist Operations in responding to project opportunities.
- Utilize Operations personnel to participate in client meetings as part of the sales pursuit and to support operational selling.
Business Development Manager Requirements:
- Participate in proposal team “Pitch” Preparations and coaching Operations’ personnel on presentation skillsets.
- Coordinate and be a resource to clients to ensure client satisfaction during the project delivery process;
- Coordinate with clients during project close-out and beyond to ensure client continued.
- Experience in Business Development (Construction industry related is preferred, but not required).
- Candidate must possess a strong “Book-of-Business” and extensive relationships with End Users, Real Estate Brokers, Project/Construction Managers, Architects, Engineers, Facility Managers and others in Northern California and specifically Silicon Valley.
- Construction knowledge/experience is a benefit.
- Strong verbal and written skills.
- Strong communication and personal skills.
- Strong commitment to “team” and ability to work in a collaborative team environment.
7. The Business Development Manager will identify and prospect new sales opportunities, proactively reaching out through email or phone to solicit new orders and acquire customers. Responsibilities include leveraging CRM platforms, managing sales leads, and participating in national tradeshows and events within the United States.
Business Development Manager Roles and Responsibilities:
- Proactively reach out through email or phone to solicit new orders and obtain new customers
- Identify and prospect new sales opportunities through following up with leads, researching and executing cold calls and reaching out to dormant accounts
- Follow up with new leads from trade shows and new online customer registrations
- Develop and manage sales leads by utilizing online, offline, and marketing resources including preparing presentations and pitches for new and prospective customers.
- Leverage CRM platforms to track leads, manage communications and document progress
- Must have flexibility and adaptability to changes in the territory and follow opportunities as they develop
- Participate in national tradeshows and events within the United States
- Assist in customer service related tasks regarding customer orders, shipment inquiries and account information
Business Development Manager Skills, Experience, Qualifications:
- Bachelor's degree in Sales, Communications, or related fields
- 2-5 years of Sales experience
- Innovative thinker with a strong Marketing mindset
- Strong interpersonal and customer service skills
- Proficient with Microsoft Office (Excel, Word, and Outlook)
- Interest in home décor and industry