Business Development Manager

Key Responsibilities

Lead Generation & Qualification

• Actively prospect new clients (new logo’s) and identify strategic new buying points within existing accounts to expand the business.
• Use a variety of strategies, including outbound calls, social outreach, email campaigns, lapsed client campaigns and other sales techniques.
• Prospect new decision-making units within current clients where the current account lead cannot gain traction or where there is a different type of buyer, understanding the organization’s structure to identify needs across different departments, enabling cross-selling, up-selling, and tailored solutions.
• Manage and qualify inbound leads generated through marketing campaigns, ensuring timely follow-up and prioritizing prospects with a high likelihood of conversion.
• Conduct thorough research on target accounts to identify key decision-makers and foster engagement with executive-level contacts.
• Collaborate with Growth Strategy leaders to build and nurture the sales pipeline, setting up qualified discovery meetings that lead to demos and active opportunities.
• Partner with internal marketing teams to generate and cultivate leads, ensuring alignment on messaging and strategy.
• Successfully re-engage lapsed clients through targeted campaigns, revitalizing relationships and uncovering new business opportunities.

  Sales Support & Operations

  • Accurately enter and maintain data in HubSpot to track sales activities, measure performance against targets, and optimize sales processes.
  • Work with the Sales Operations team to ensure smooth execution of sales activities and operational tasks and support the development of sales enablement materials and marketing assets to enhance industry awareness and engagement.

  Client Nurturing & Revenue Generation

  • Quickly establish rapport and build trust with executive audiences, actively listening for their needs and influencing decision-making.
  • Maintain continuous communication with clients to deepen relationships, ensuring repeat business and revenue growth.
  • Drive opportunities through the sales funnel, advancing new business deals with a focus on closing and revenue accountability.
  • Leverage existing business relationships to penetrate new accounts and expand sales efforts.

  Collaboration & Strategy

  • Work closely with the Regional Managing Director and Client Teams to understand regional client needs, target prospects and growth criteria (sector, market, brands).
  • Work together with internal experts and customer success managers to increase the chance of winning.
  • Develop business development strategies, using knowledge of market trends, competitor analysis and client needs to approach prospective buyers.
  • Recognize new market segments and opportunities for business development, presenting a clear case for investment in resources.
  • Drive sales initiatives to expand the marketplace and generate excitement around our offerings, leveraging insights and client feedback to improve positioning.
  • Align offerings with market needs and client goals, ensuring the positioning of our solutions is scalable and compelling.

  Skills, Knowledge and Expertise

  • Prospecting/Outbound Sales Expertise
  • Lead Qualification
  • Active Listening
  • Pitching
  • Drive for Results
  • Market Research
  • Sales Process Proficiency
  • Client Relationship Management
  • Communication & Interpersonal Skills
  • Rapport Building
  • Influencing & Persuasion
  • Collaboration
  • Strategic & Analytical Thinking
  • Growth Mindset
  • Creative Problem-Solving
  • Attributes
  • Passionate & Driven
  • Dynamic & Energetic
  • Adaptable