A Glimpse Over a Business Development Manager’s Job

Every businessman starts his business with an aim to grow in terms of annual sales. However, starting up a business seems easier, but making it a big one is not everyone’s cup of tea. It needs great efforts and hard work to get your business on the heights of success. According to a research, it has been observed that only one-tenth of 1 percent of companies will ever reach $250 million in annual revenue.

In order to develop a business, you need to make a growth strategy that must cover market perception, market growth, product development, alternative channels, new products, etc. Here, comes the need for a business development manager. He is the most important part of an organization, who needs to work with the marketing people, internal team and other seniors to develop the strategies for enhancing the sales opportunities, thus, increasing the profits. Let’s have a glance over the job of a business development manager:

Role of a business development manager

Well, the role of the concerned person can be categorized as follows:

• Outlook for new clients: It is perhaps the primary role of a business development manager to search for new clients. This can be done through various ways including cold calling, networking, advertising and more.

• Planning influential approaches: The next important thing is planning a proper influential approach that can encourage the prospective clients to do business with the company.

• Developing a bond: Developing a good relationship with new customers is really necessary if you want to develop your business. This can be done by setting targets and proving the required support to the customers for improving the bond.

• Grow and retain existing accounts: Developing a good relationship with new customers is not just enough. What more require is growing and maintaining the existing accounts. In order to retain the current customers the manager should be ready with new solutions and services that he/she can present to the customers as and when required.

Above are some of the primary roles of a business development manager. Apart from this, he/she is responsible for making a strategic planning for developing a new business coming in to the company. For this, the person must possess a sound knowledge of the current market condition, services that company can provide and most importantly who are the company’s rivals.

Qualifications and skills required for the business development manager

• Educational qualification: As the job of a business development manager is quite challenging, he needs to have certain skills that can assist him in facing all the hurdles. As per the reports of online job placements on Monster.com and PayScale.com, the educational qualification required for Business Development Manager Jobs is first of all a bachelor’s degree in business administration or any other related field. Having a good experience in sales or marketing will be added advantage. Though, some companies may prefer the candidates who hold a master’s degree in this field.

• Key skills: As far as skills are concerned, the person should be highly motivated, problem solver and must have prospecting skills, territory management, market knowledge, presentation skills, closing skills, professionalism, etc.

Significant result areas of business development manager

To achieve the desired results, it is very essential to be crystal clear about everything so that the concerned person will be able to focus on the results. Generally, the key result area should be:

• Clear, precise and measurable: A clear, precise and measurable key area will help in defining the exact results that have been achieved and how well they are achieved.

• Under the control of business development manager: The key result area should be under the control of the concerned person. When he/she does it in a right way, it will contribute towards a major value to a business and to the career of the responsible person.

• A vital activity of the business: A key result area is unquestionably the important output that will turn out to be an input to the next result area.

All the above information will surely help you to get an idea about the job of a business development manager.

What Does a Business Development Specialist Do?

Job titles continually evolve based on the changing needs of companies. An evolution of a sales function could look like: sales person, account manager, business development specialist.

A job of a sales person is to sell to customers and prospective customers. An account manager makes sure that existing accounts are taken care of and services. A business development specialist might also work on specific accounts to help develop the business to its full potential.

Business development specialists might work on accounts but they might also work with the executive team of a company to develop the business in general. This can be done through several methods, such as:

  • Gathering Business Intelligence – A specialist can help you learn about things going on in business and in your industry that can help you strategise.
  • Generating Leads – Lead generation and follow-up are vital aspects of making money. A specialist can help you uncover new leads and ensure that you are taking full advantage of every hot and warm lead you get.
  • Strategic Planning – Are you planning for the future based on business intelligence and competitive analysis? A consultant or specialist can help.
  • Marketing – Your marketing strategy will have a direct impact on your success. A specialist can help you market effectively and measure your success to help you continue to plan and grow.

A business development specialist is typically a cross between a marketing and a sales person. In many cases this role is a liaison between sales, marketing, procurement, and management. They’ll sometimes work internally and at times they’ll work directly with clients as well.

Should You Develop Your Business?

Companies that choose to hire people in these roles (or that choose to hire a consultant) want to ensure that not only are they servicing existing customer needs but that they capitalize on opportunities as well. Those opportunities can exist based on existing customers, prospects, and industry changes, such as new products and / or services.

It’s no longer enough to simply manage your business. It needs to continually evolve with the changing tide of business in general as well as the changes in your specific industry. So many things need to be considered when trying to service your existing customer base and grow. Some business development specialists are worth their weight in gold; working with your customers, your sales force, your management team, and even with your vendors to ensure that you’re best able to position their products as well.

Business Development Companies – Should They Be a Part of Retirement Planning?

VCs, Angels, BDCs, what are they? How are they different? How can an ordinary investor get involved? Do they offer an opportunity for high yield dividend payouts during retirement? These are all questions that anyone planning for retirement should know the answers to in order to have the opportunity to include one of the least understood, and highest dividend paying, categories into their portfolio as part of a diversified plan for retirement.

Venture Capitalists (VCs), Angels (accredited investors), and Business Development Companies (BDCs) essentially fulfill the same role: to help small and medium sized companies obtain financing when more traditional means of funding (bank loans) are unavailable. Bank financing almost always requires a certain amount of guarantees such as accounts receivable, inventory, buildings or equipment or other assets that can be held as collateral for a loan or line of credit. Smaller companies, start-ups, or even individuals with an idea for a business, or medium sized companies that don’t have sufficient funds to grow their business often don’t have the capital required, nor do they have the requisite assets or accounts receivable required by traditional banks to meet their strict loan requirements. This is where Angels, VCs, and BDCs come in. Angels are regulated by the SEC and must be “accredited investors” with a net worth of at least $1,000,000 in order to get involved with a private placement of stock which means that they provide funds for a smaller company and in return own a percentage of the business. VCs are generally partnerships of accredited investors that provide the same type of funding. In addition, they often offer other “incubator” type services to help their portfolio companies to prosper, frequently including the placement of their own management personnel on the board of directors or on the management team. In the case of both Angels and private VC firms these activities are, by regulation, the realm of wealthy investors and beyond the reach of most individuals.

As part of a broad base attempt to level the playing field and give smaller investors an opportunity to become involved in growing smaller businesses, congress passed The Investment Company Act of 1940 which, among other things, created a new class of business called Business Development Companies. While similar to VCs in function, unlike VCs, Shares of BDCs are traded on the major exchanges, and anyone can own them. Similar to Real Estate Investment Trusts, BDCs do not pay income tax on their profits as long as they pass along at least 90% of their profits to their shareholders who then pay tax at their individual tax rates. Since they are required to pay out nearly all of their profits to stock holders, BDCs often fund their growth by issuing additional shares. When this occurs, a stockholder, or potential stock holder, must determine whether or not dilution, caused by the sale of the new shares, will be more than made up by the new business that the incoming money will fund. Generally a BDC will announce, at least in broad terms, how the proceeds from the new offering of stock will be used. Additionally, it is important to evaluate how successful the company has been in the past, how leveraged they are, and how management has reacted to changing market conditions. In other words, like any other investment, doing the proper due diligence, and knowing and understanding the company prior to investing is critical in making the right investment choices.

Because of the pass through tax structure as well as the inherent risk in this type of venture, BDCs typically pay significantly higher dividends than the average company. For that reason it makes good sense to consider them as a part of a diversified retirement portfolio. If you are building up a nest egg for retirement, dollar cost averaging into quality BDCs is an excellent way of creating a high yield position as part of your overall mix. If you are in retirement already, quality BDCs can provide an excellent income stream that will continue to payout regardless of market fluctuations.

A word of caution, BDCs should not be bought and forgotten, like most investments, past performance is no guarantee of future results. By the very nature of the business, BDCs frequently change their portfolio of businesses, may change their risk tolerance levels, may change their leverage, may be impacted by changes in interest rates, etc. Fortunately all of this type of information is readily available in annual and quarterly reports, and BDCs are required to publish any material changes in their business. With the proper due diligence, and appropriate vigilance, BDCs make sense for anyone interested in boosting their retirement income through higher dividends. They are especially valuable in IRAs and other tax free venues where the higher yields can compound free of taxation.

How to Become a Business Development Executive?

A business development executive (BDE) plays an imperative role in the growth of a company. It is the job of a BDE to promote the product/service segment of the company. At some organisations, business development executives are also called sales executives. If you want to build a career as a business development executive, below career guide would ease your journey.

Some of the duties of a business development executive-
1) As a BDE, you would need to frequently interact with potential clients to establish new business relations.
2) It is the job of an executive to do market analysis. On the basis of these market reports, business strategies would be formulated.

Required education & qualifications
The stream in which you have completed your graduation doesn’t play a crucial role because students from all fields can apply for the job. Moreover, top-notch companies prefer to hire candidates who know two or more foreign languages. In fact, this is a kind of job where your soft skills would be more beneficial than your academic qualifications & degree.

It is advised to gain some good work experience in finance and management by pursuing a business-related course. If you want to work in a technical company then it is important to have some good technical background and sales experience in a particular field.

Some crucial skills
1) Excellent business knowledge
2) Good communication skills
3) Learner
4) Negotiable skills
5) Team player
6) Analytical ability

Scope of business development executive jobs
In the near future, there would be a great rise in the number of BDE job positions, especially in fast developing fields like online commerce and pharma. As more and more companies are vying for the online space, there would be a huge demand of business development executives who can help a company in expanding its online business.

The package
Typically, the salary structure of a business development executive includes basic pay and commission. The basic salary of a BDE can vary anywhere between Rs 2-3 lakh/annum. If you hit the target then you will also earn commission and incentives.

Where to look for BDE jobs in India?
The jobs are available throughout the country. However, there are few Indian cities, like Delhi, Gurgaon, Mumbai, Chandigarh, Bangalore, Chennai and Pune, where you can find booming job opportunities in diversified sectors. Various top-notch companies have opened their offices in these cities and therefore, there is a high demand of BDE in these areas.