WHAT DOES A BUSINESS DEVELOPMENT SPECIALIST DO?
The Business Development Specialist conducts proactive, research-driven outreach to generate leads, collaborating with Customer Experience and sales teams to pinpoint and engage target profiles to boost pipeline activity and support growth. This position utilizes tools like CRM and LinkedIn Sales Navigator, the role involves researching customer needs, managing prospecting activities, and demonstrating the ROI of lead generation efforts. Additionally, this specialist works on implementing sales and marketing strategies, ensuring the execution of merchandising, promotions, and service standards across distribution channels while staying updated on product developments.
A Review of Professional Skills and Functions for Business Development Specialist
1. Business Development Specialist Duties
- Marketing Material Creation: Create Marketing Materials
- Presentation Customization: Customize standard presentations
- Customer Handout Updating: Print and Update customer handouts
- Sales/Customer Analysis Preparation: Prepare statistics and sales/customer analysis
- CRM Data Quality Assurance: Ensure all the existing data quality in the CRM system
- Event Organization: Organize meetings, conferences and events
- Customer Presentation Preparation: Prepare customer presentations
- Client Engagement Initiation: Initiate meetings/visits or calls for the clients and other stakeholders for Ceva’s sales representatives
- Offer Preparation and Follow-Up: Prepare offers and then will follow up
- Sales Analysis Preparation: Prepare sales-related analysis and internal statistics for different stakeholders
- Sales Pipeline Creation: Create a prospective sales pipeline and allocate prospects and leads across assigned sales executives
- Sales Liaison: Serve as a liaison between the sales, marketing, and customer service departments
- Market Lead Support: Supporting Market Leads with engagement and business development initiatives such as proposal writing/editing, tailoring sales packages, and presentation development/coordination
- Business Development Team Participation: Participating as a member of the business development team by sharing information and leveraging standard methodologies
2. Business Development Specialist Details
- Outbound Activities: Perform daily proactive, value-added, and research-driven outbound activities (lead generation, sales engagement) on prospective leads using a combination of tactics.
- Collaboration: Work closely with the Customer Experience Team (CXT) and sales teams to identify target customer profiles and work to identify targets.
- Demand Generation: Engage to drive demand and enhance pipeline activity to support the company’s overall growth objectives.
- Research and Data Collection: Conduct research and data collection to understand a customer's specific needs and identify new business opportunities.
- CRM Utilization: Leverage CRM, market intelligence, and sales discovery tools, like LinkedIn Sales Navigator, to uncover and manage prospecting activities.
- Lead Flow Consultation: Work with the CXT to consult on lead flow processes and efficiency.
- ROI Demonstration: Demonstrate ROI yielded from new and existing lead generation efforts.
- Sales Tracking: Utilize CRM software to track and measure all sales activity.
- Customer Service Improvement: Create and improve customer service in a specific market, and set standards.
- Marketing Plan Creation: Create the marketing plan peer account.
- Sales Plan Implementation: Implement sales & trade marketing plan and ensure all the sales activities, such as merchandising, promotion, and services, are correctly implemented across the distribution.
- Campaign Collaboration: Collaborate with Retail Performance Manager for all planned campaigns and activations ensuring retail team per client if needed.
- Product Updates: Stay up-to-date with new product and feature launches.
3. Business Development Specialist Responsibilities
- Sales Strategy Participation: Participate in sales strategy creation and business development to enhance business growth.
- Relationship Building: Maximize the sales performance by establishing strong relationships and gaining insight into the customers' needs.
- Account Management: Manage and coordinate all aspects of the account and act as the point of communication for all internal and external stakeholders.
- Customer Support: Provide support in troubleshooting and resolving customer issues and complaints.
- Negotiation Handling: Attend to the negotiation meetings and be aware of the contracts with the client and the timeline of performance set by the customer and Head of Business Development.
- Performance Analysis: Set account KPIs, monitor, analyze, and report market sales and marketing activities and results.
- Database Management: Create, develop, and maintain the customer database.
- Reporting: Plan and present reports on account progress, goals, and quarterly initiatives to the HBD and later to the customer together to share with team members, stakeholders, and possible use in future case studies or company training.
- Campaign Collaboration: Collaborate with sales and marketing teams on new campaigns and strategies.
- P&L Management: Participate in effectively P&L account management and sales forecast made at the beginning of the year by achieving the agreed-upon total revenue and profit objectives set for the account and territory (weekly, monthly, quarterly, annually).
- Order Management: Review pending orders and specific customers' requests to ensure excellent customer service and customer experience.
4. Business Development Specialist Job Summary
- Market Development Coordination: Supporting Market Development Leaders and pursuit teams in executing strategies and initiatives in support of national and regional business and market plans, in coordination with BGLs, Technical Leads/Subject Matter Experts, and Key Client teams.
- Strategy Development: Supporting the development of strategies to capture new business with major clients and facilitate business development programming and strategic initiatives.
- Strategic Program Research & Development: Performing the research and development of strategic development programs and capture plans for target clients and projects.
- Bid Review & Prioritization: Reviewing bid opportunities and prioritizing them to the appropriate Digital practices/specialists.
- Bid Decision Recording: Recording for leadership which bids we have decided to pursue.
- Market Intelligence Analysis: Supporting teams in identifying market competitors with intelligence gathering and facilitating the process of comprehensive strengths/weaknesses analyses as part of the strategic development programs and/or capture plans.
- Meeting Coordination & Documentation: Attending and summarizing meetings and next steps.
- Bid & Meeting Coordination: Coordinating and involving relevant people for bids and meetings.
- Presentation Assistance: Assisting in presentation development.
- Proposal & Pitch Support: Gathering information for proposals and pitches (perhaps editing and content writing).
- Marketing Collaboration: Collaborating with Marketing to involve Digital in seminars, conferences, client events, speaking opportunities, sponsorships, and charity-related events.
- Project Research: Performing research of upcoming major projects and initiatives for target clients.
- Sales Tracking & Reporting: Assisting with sales tracking and reporting to ensure accuracy of information.
- Market Trends Monitoring: Remaining abreast of overall proposal and backlog trends, threats, and opportunities within the area/market/team.
5. Business Development Specialist Accountabilities
- Proposal Preparation: Preparation of proposals, tenders, capability statements, and other client presentations for Moscow EIPAF, occasionally for the Tashkent office.
- Marketing Campaigns Execution: Execute a range of targeting and cross-selling initiatives and campaigns including seminars, conference sponsorships, and thought leadership.
- Campaign Development: Develop campaigns and client alerts, including monitoring the client contact lists.
- Legal Directories Management: Manage the legal directories process including drafting submissions (Legal 500, Chambers & Partners, etc.), league tables, and award entries.
- Database Maintenance: Maintain lawyers’ biographies and databases to ensure matters are correctly profiled and entered into the Firm’s Matter Profile System database, and opportunities are captured in the Firm’s CRM database.
- Event Planning: Preparation of BD and clients' events.
- Internal Communication Contribution: Contribute to the office’s internal newsletter and to other firm marketing reports.
- Information Sharing Facilitation: Facilitate the sharing of information with marketing colleagues in other offices and practices.
- Profile Raising Support: Support profile-raising initiatives, including in social media, online, internally, and externally.
- Application Evaluation: Evaluate specific applications for long-chain polyamide for fit with new and developing NYCOA long-chain nylon chemistries for specific industrial and consumer markets.
- Market Analysis Performance: Perform and document competitive market positions of different long-chain nylon products in specific applications and markets of interest.
- Test Identification and Evaluation: Identifying tests required and working with NYCOA R&D to prepare, evaluate, and interpret results of testing specific to applications and markets of interest.