Job Description

SUMMARY

The Business Development Manager is responsible for driving business growth by identifying, pursuing, and acquiring new customers across target markets. This role develops and executes sales strategies, builds a strong pipeline of qualified prospects, conducts client presentations, negotiates commercial agreements, and converts opportunities into long-term business relationships. The position works closely with operations and service teams to ensure customer requirements are met while achieving revenue, profitability, and market expansion objectives. Key success measures include new customer acquisition, pipeline generation, conversion rates, revenue growth, and customer retention.

KEY ACCOUNTABILITIES

Market Research

•Monitor market trends, emerging customer needs, and competitor activity to identify attractive target segments, new markets, and new business opportunities, and recommend appropriate acquisition strategies.

Lead Generation

•Drive revenue growth by identifying and prioritizing high-potential industries, target accounts, and decision-makers aligned with Drake's service lines.

Execute multi-channel prospecting through tele-sales, targeted email campaigns, client visits, networking events, referrals, social media, and industry engagements to generate qualified new-business leads.

•Build, maintain, and actively manage a pipeline of prospective clients, ensuring timely qualification, follow-up, stage progression, and forecasting against established acquisition targets.

Client Acquisition

•Introduce the Company to prospective clients, conduct discovery discussions, and assess their needs, buying criteria, decision process, and commercial potential.

•Develop and submit tailored proposals, presentations, business cases, and solution recommendations to prospective client companies, referral sources, and other interested parties.

•Convert qualified leads to new clients in accordance with agreed sales, revenue, profitability, and conversion targets within the business development plan.

•Deliver client presentations and lead negotiations on scope, pricing, service levels, and commercial terms through contract approval and closure.

•Coordinate and complete all accreditation, due diligence, tender, and pre-engagement requirements for prospective clients.

•Represent the Company at trade shows, conferences, networking events, and other business engagements, and follow up promptly to convert contacts into qualified opportunities.

New Client Onboarding and Handover

•Coordinate with operations and service teams to translate agreed requirements into a clear implementation plan, support account startup, and complete a structured handover once the new client is successfully mobilized.

Prospect Engagement

•Build credible relationships with prospective clients, referral partners, and key decision-makers throughout the sales cycle to progress opportunities and generate introductions to additional prospects.

•Gather structured feedback from prospects on needs, decision criteria, objections, competitors, and proposed solutions to improve conversion performance and market positioning.Marketing and Channel Management

•Provide input on marketing/business development materials to ensure accuracy and effectiveness.

Administrative

•Manage business development budget and submit required liquidation reports on a timely basis

•Maintain accurate CRM records and submit regular reports on prospecting activity, pipeline value, conversion rates, sales forecasts, new-client wins, and other information required by Management.

•Perform other tasks that may be assigned from time to time

Quality and Compliance

•Ensure compliance with company policies, standard operating procedures, quality management processes, ISO requirements, and applicable legal and regulatory standards.

•Maintain accurate and complete documentation in accordance with company and ISO quality standards.

•Support internal and external audits by adhering to established processes and promptly addressing compliance requirements and corrective actions.

•Promote a culture of quality, continuous improvement, risk management, and compliance across all business development activities.

People Management

•Partner with HR on recruitment, employee engagement, policy implementation, and the management of discipline, performance, and team development, while promoting employee well-being, safety, and a positive workplace culture as core leadership responsibilities

QUALIFICATIONS

•A bachelor's degree in marketing/management/or in a relevant field and/or significant experience working in a similar role in consulting industry.

•At least five (5) years of experience in B2B sales, preferably in the Business Process Outsourcing industry

•Experience in account management, client retention, upselling, and cross-selling within existing client portfolios.

•Excellent communication (written and oral), and negotiation skills.

•Strong research skills.

•Critical and analytical thinking skills.

•Agility and adaptiveness to business changes. Attention to detail.

•Skill in prioritizing obligations.

•Proficient in Microsoft Office Applications.