Job Description
Role Title: Business Development Manager
Reports To: Sales and Marketing Director
Department: Sales
Role Purpose:
Responsible for Territory Sales Growth and overseeing the Internal Business Development Executive (BDE).
Performance Objectives
Team:
- Achieve Area Sales Target for 24/2025.
- Drive sales growth within the designated area.
- Maintain and strengthen relationships with existing customers.
Individual:
- Exceed Key Performance Indicators (KPIs).
- Participate in monthly one-to-one performance reviews with the line manager.
- Receive 360-degree feedback from managers, colleagues, and the leadership team annually.
Key Performance Indicators (KPIs)
- Sales revenue
- Product margin percentage
- Number of customer visits
- Calls made by the BDE / Appointments booked
- Pipeline value and open opportunities
Position Overview
The Business Development Manager (BDM) is responsible for achieving sales and gross profit (GP) targets within their designated area. They manage the sales pipeline, maintain a visit schedule, and provide strategic direction to the BDE on weekly priorities.
The BDM works four days a week in the field, meeting with customers. Additionally, they direct the BDE on which customers to contact and which appointments to book. The BDM also serves as the line manager for the BDE within their territory.
The BDM collaborates closely with the Marketing Manager, providing insights into new product opportunities and promotional strategies.
Values
- Speed: Act with urgency on all orders, emails, quotes, and visits.
- Trust: Build and maintain trustworthy relationships with stakeholders.
- Integrity: Communicate truthfully and fulfill all commitments.
- Persistence: Demonstrate a never-give-up attitude while understanding when to draw the line. Stay persistent until the goal is achieved.
- Care: Uphold the company's family values by caring for our people, customers, and suppliers.
- Achievement: Foster a winning mindset while celebrating the achievements of others within the team.
- Quality: Ensure excellence in every customer interaction. If quality falls short, respond immediately to restore customer confidence.
Top 5 Priorities
1. Conducting sales visits.
2. Providing a list of accounts and prospects for the internal account manager.
3. Analysing pipeline and customers to plan for business growth in the designated area.
4. Providing daily, weekly, and monthly direction for account manager activity.
5. Collecting visuals to increase the database size.
Main Responsibilities & Tasks
1. Sales Visits: Meet with customers to showcase our catalogue, understand their current needs, provide quotations, and close orders.
2. Sales Pipeline Management: Identify and record opportunities, manage the pipeline, and deliver weekly reports.
3. Sales Management: Guide the BDE in scheduling appointments and contacting customers. Serve as the BDE’s line manager, conducting monthly 1:1 performance reviews and assessing training needs.
4. Communication: Ensure that the EA, Operations, and team are aware of issues, opportunities, and relevant news.
5. Identifying Opportunities: Add new prospects to the database and discover opportunities within the territory through visuals and referrals.
6. Teamwork: Respond to requests from the Account Manager to meet customers and achieve face-to-face objectives.
7. Innovation: Evaluate market needs and provide feedback to the Marketing team.
8. Quality, Environmental, Health & Safety (QEHS): Follow all processes rigorously to maintain quality management. Always ensure compliance with Health & Safety standards in the workplace and report any issues immediately to the line manager. Similarly, report any breaches in quality or environmental policies promptly.