The primary role of the Business Development Manager is to prospect for new clients/business 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 ABM.
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.
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 ABM.
This requires a thorough knowledge of the market, the solutions/services ABM can provide, and of ABM's competitors.
The Business Development Manager's main responsibilities include:
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.
Identify potential clients, and the decision makers within the client organization.
Research and build relationships with new clients.
Set up meetings with client decision makers
Plan approaches and pitches.
Work with team to develop proposals that meet the client's needs, concerns, and objectives.
Participate in pricing the solution/service.
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
Management and Research
Submit progress reports and ensure data is accurate.
Ensure that data is accurately entered and managed within the company's CRM system.
Forecast sales targets and ensure they are met.
Track and record activity on accounts and help to close deals to meet these targets.
Bachelor Degree Management or Business preferred
5-7 years of relevant experience required; 2-3 years of experience in facility services business desirable
Excellent verbal and written communication skills.
Other Skills and Qualifications
Networking, Persuasion, Prospecting, Public Speaking
Research, Writing, Closing Skills, Motivation for Sales,Prospecting Skills
Sales Planning, Identification of Customer Needs and Challenges, Territory Management
Market Knowledge, Meeting Sales Goals, Professionalism, CRM (Salesforce), and Microsoft Office.