ABOUT THE JOB
The Business Development Manager (BDM) is primarily responsible for identifying, nurturing, and converting new business opportunities. The BDM acts as the "Maestro" of the pitching process, ensuring the delivery of tailored, high-quality solutions that ultimately secure the deal.
- Short-term requirement: You must have proven experience in Lead Generation or possess a strong portfolio demonstrating tailored consulting expertise relevant to the scope of Pitching Management. (Send us your portfolio if any)
- Long-term development: You must be eager and willing to develop comprehensive expertise across all business development functions.
KEY RESPONSIBILITIES
1.Lead Generation
The BDM will specialize in generating and developing business opportunities through one of the three core channels below (The ideal candidate must excel in one of these areas):
Strategic Relationship (Top Tier Corporate DX Focus)
- Targeted Corporate Network: Proactively establish and cultivate relationships with decision-makers specifically within top-tier corporations engaged in major Digital Transformation (DX) initiatives.
- Networking & Relationship Building: Develop and maintain a valuable network of personal contacts, industry stakeholders, and influencers, with a strong emphasis on the DX ecosystem.
- Referral Strategy: Actively seek out high-quality referrals from key partners or leaders within the DX space.
- Strategic Alliances: Identify and establish strategic partnerships with technology vendors, consulting firms, or platforms that service the Top Tier DX Corporate segment to generate co-selling opportunities.
- Leverage Personal Equity: Utilize personal reputation and network to gain access and establish high-level meetings with target DX prospects.
Consistent Direct Approach (Outreach)
- Sales Materials: Wrap up and showcase our built solutions to generate leads.
- Deep Prospect Research: Conduct in-depth research on target companies and individuals to ensure outreach messages are highly relevant and address specific pain points.
- Outbound Campaign Execution: Develop and execute personalized, consistent, and data-driven direct outreach campaigns (cold email, LinkedIn messaging, cold calling).
- Conversion Focus: Take responsibility for warming up cold contacts and qualifying them into viable opportunities ready for the pitching stage.
Inbound Channels (Online-Offline)
- Channel Optimization: Collaborate with the Marketing Team to optimize inbound channels (website, webinars, thought leadership content) to attract ideal prospects.
- Event & Partnership Management: Lead the planning of proprietary Flagship Events or spearhead participation in key industry conferences to generate qualified leads and establish brand authority.
- Inbound Qualification: Define and manage the inbound lead qualification process to ensure that only the most fitting opportunities are advanced to the pitching phase.
- Content Contribution: Provide input on content strategy and topics to position the company as an industry expert, thereby attracting high-quality leads.
- Channel Engagement: Actively monitor and engage with industry social channels or forums to identify and respond to potential opportunities.
2.Pitching Management
The BDM is the conductor of the entire pitching process, from brief analysis to contract signing.
Internal Leadership
- Strategic Direction: Lead the internal brainstorming sessions to deconstruct client briefs, determine the Unique Value Proposition (UVP), and define the overarching pitch strategy.
- Cross-Functional Coordination: Act as the central hub, coordinating subject matter experts (e.g., Business Proposal, Product Solutions, Business Intelligence, Proposal Estimation, Sales Operations) to ensure all components of the pitch—from technical feasibility and commercial viability to strategic fit—are cohesive, high-quality, and align with the core strategy.
- Tailor-Made Solution Development: Oversee the internal team to produce tailor-made solutions, ensuring every proposal directly addresses the client’s specific needs and challenges.
- Presentation Excellence: Guide the team in crafting and rehearsing compelling, high-impact presentations and pitch decks, setting the standard for client interaction.
Client & Commercial Dealing (Handle Client & Deal Closure)
- Client Relationship during Pitch: Maintain continuous, strategic communication with the client during the pitching phase to gather feedback, manage expectations, and solidify the relationship.
- Commercial Negotiation: Lead the commercial dealing process, including pricing strategy, contract negotiation, and final terms discussion to maximize profitability while ensuring client satisfaction.
- Risk Management: Identify potential internal and external risks during the pitch process (e.g., scope creep, timeline constraints) and proactively mitigate them.
- Deal Closure: Successfully close deals and ensure a smooth, comprehensive handover of the new client to the Account Management or Project Management team.
