JOB SUMMARY
The Business Development Manager will manage and implement the sales forecasting planning and buyer-driven sales and marketing processes, establishing a high level of quality, accuracy and process consistency for the sales and marketing department/team. Craft strategies for sales teams.
PRINCIPAL DUTIES
Business Development
- Build long-term customer relationships and propose solution offerings that anticipate customers’ needs and exceed expectations.
- Formulate strategic business development plans for target markets and ensure alignment with the organization's strategic direction.
- Lead negotiation processes to achieve desired outcomes.
- Drive customer adoption using strategic insight derived from detailed data analysis.
- Evaluate implications of strategies and business targets to seek endorsement.
- Guide communication to stakeholders on opportunities to gather buy-ins.
Partnership Management
- Evaluate and drive inter-organizational initiatives, and negotiate strategic information exchange with key partners.
- Manage inter-organizational initiatives, programs, and projects.
- Evaluate potential organizations and assess the costs and benefits of a shared partnership.
- Recommend potential organizations with shared or complementary objectives, or which allow for mutual benefits of a shared partnership.
- Negotiate the strategic exchange of information with key partners or stakeholders.
- Co-create a robust inter-organizational strategy to effectively address common issues faced.
- Evaluate the effectiveness of partnerships and identify room for enhancement.
Business Proposal Writing
- Identify necessary information and sources of information.
- Analyze market potential for business opportunities.
- Conduct customer needs analysis to determine market demand.
- Evaluate business opportunities to assess viable options.
- Approve proposals to capitalize on viable business opportunities.
Business Presentation Delivery
- Establish objectives of presentations and identify appropriate presentation modes to meet organizational requirements.
- Review presentation outcomes to enhance future performance.
Business Negotiation
- Manage and direct negotiation policies and develop negotiation limits.
- Drive the establishment of the organization's negotiation policies and limits.
- Set negotiation guidelines to be used during the negotiation process.
- Evaluate and refine negotiation policies and limits based on negotiation outcomes.
Market Research
- Lead the assessment of the market and develop organizational market research policies and procedures.
- Analyze market trends and developments to forecast emerging market needs.
- Guide market research activities to align research objectives with organizational needs.
- Identify competitors in accordance with evolving business objectives and emerging market needs.
- Establish benchmarks in which customer behaviours can be assessed based on industry best practices.
- Establish the organization's market research policies and procedures based on industry standards.
QUALIFICATION AND EXPERIENCE
- Bachelor's degree in business administration, marketing, mass communication, or equivalent.
- MBA or relevant professional certification in marketing/sales will be an added advantage.
- Minimum of 10-12 years of experience in the construction, architecture, or real estate industry.
- Vast and strong network within the commercial and residential real estate space.
- At least 7 years of experience working with commercial real estate clients.
- Experience using sales tools like LinkedIn Navigator, Close.io, etc., to drive outbound activities.
SKILLS AND COMPETENCY REQUIREMENTS
- Proficiency in converting Spacefinish-style inbound leads (short-term).
- Experience networking and nurturing long-term relationships toward conversion.
- A strong track record in identifying partnership deals and managing those partnerships.
- Proven ability to prepare RFPs for prospective bids.
- Proven record of bringing in revenue of a minimum of $500,000 to over a million dollar.
- Proven ability for technical selling and the ability to prospect, commercialize, and maintain accounts.
- Experience building sales systems, having worked within a structured environment.
- Excellent interpersonal skills and the ability to clearly communicate to a variety of audiences, including senior management, customers, and co-workers.
- Strong technical background and excellent organizational skills.
- Self-motivated team player with exceptional people skills, strong character, and a desire to thrive in a fast-paced, entrepreneurial, and lean environment.