Job overview
The business development manager (or Business Development Manager) is the growth strategist of a company. Responsible for identifying new market opportunities, developing strategic partnerships and driving commercial expansion, they play a key role in organisational performance and sustainability.
Their mission is twofold: identify opportunities (market research, competitive analysis, sector monitoring) and convert them into revenue (strategic prospecting, partnership negotiation, major account acquisition). Unlike traditional sales roles that execute on existing accounts, they explore new territories.
Key responsibilities
Market research and opportunity identification
Analyse the market, identify growth segments, detect new customer needs. Conduct competitive and sector monitoring. Define priority targets and growth axes.
Develop business development strategy
Design business development plan in collaboration with leadership. Set growth objectives, KPIs and budget. Identify strategic partnerships to develop.
Prospect and acquire strategic accounts
Identify and contact key prospects (major accounts, strategic partners). Lead initial commercial negotiations. Qualify opportunities and manage complex sales cycles.
Partnership negotiation
Identify and negotiate strategic partnership agreements: distributors, integrators, commercial alliances. Draft framework contracts and oversee operational implementation.
Management and reporting
Track commercial performance through dashboards (pipeline, conversion rate, revenue generated). Analyse results and adjust strategy. Present KPIs to leadership.
Cross-team collaboration
Work closely with marketing (lead generation), product (offer adaptation), operations (deliverability) and finance (pricing, profitability).
Required skills
Hard skills vs soft skills
- Mastery of B2B sales and negotiation techniques
- Expertise in market analysis and competitive research
- Deep industry knowledge
- Mastery of CRM tools (Salesforce, HubSpot, Pipedrive)
- Skills in digital prospecting (LinkedIn Sales Navigator)
- Commercial data analysis (Excel, Power BI)
- Knowledge of digital marketing and ABM
- Professional English (essential for international markets)
- Strategic vision and anticipation ability
- Autonomy and entrepreneurial spirit
- Excellent networking and relationship skills
- High-level persuasion and negotiation ability
- Resilience and stress management (ambitious objectives)
- Agility and adaptability to market changes
- Leadership and team coordination
- Results-oriented and performance focus
Salary and compensation 2026
Salary scale 2026 (gross annual)
| Experience | SME / Startup | Large company | London region |
|---|---|---|---|
| Junior (3-5 years) | 38-50K GBP | 45-60K GBP | +15-20% |
| Confirmed (5-8 years) | 50-65K GBP | 60-80K GBP | +15-20% |
| Senior (8-12 years) | 65-90K GBP | 80-120K GBP | +20-25% |
| Director (12+ years) | 90-150K GBP | 120-200K GBP | +25-30% |
Variable pay: 30% to 50% of total package
Training and career development
B2B sales representative / Account executive
Sales on existing accounts
Business developer
New account acquisition
Business development manager
Strategy and partnerships
Director of business development
Multi-country, multi-market oversight
VP Sales / Sales Director
Overall sales direction, executive team
Ideal candidate profile
Evaluation criteria for recruitment
- Minimum 5 years B2B sales experience
Must-have for this position
- Proven track record of growth
Revenue generated, new clients acquired, objectives exceeded
- Mastery of modern CRM
Salesforce, HubSpot or equivalent
- Professional English
Essential if international activity
- Deep knowledge of target sector
Network and sector expertise
- Entrepreneurial or startup experience
Nice-to-have: agility and autonomy
- Digital marketing skills
Nice-to-have: ABM, social selling
Hiring sectors
Sector-specific features
| Sector | Specifics |
|---|---|
| SaaS / Tech | High demand, short cycles, stock options, international environment |
| Manufacturing / Industry | Long cycles, complex negotiation, established networks |
| Consulting / Services | Client relationships, renewal, upselling |
| Finance / Fintech | Strict regulation, banking partnerships, security |
| E-commerce / Retail | High volume, marketplaces, distributor partnerships |
| Energy / Greentech | Large-scale projects, CSR, innovation |
Frequently asked questions about business development managers
What is the difference between business development manager and sales representative?
What are the key KPIs for a business development manager?
Is the business development manager role compatible with remote work?
How do you evaluate a candidate's potential for business development?
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