Business development managers, sometimes abbreviated BDMs, are key members of the go-to-market (GTM) team. They are responsible for building lists of sales leads, then pitching to these prospects to build the company’s client list. In sales lingo, they help move people from the top of the sales funnel to the goal of being a signed customer. The business development role uses many business skills, including strategic planning, project management, and successful negotiation.

Responsibilities:

While the role will vary depending on the company and the industry, you might expect your tasks to include:

• Identifying opportunities in target markets for your organization’s products and services

• Generating leads through cold calling prospective clients or networking at trade shows

• Developing and nurturing relationships with key customer accounts

• Keeping up with the latest industry developments, including market positioning of corporate competitors

• Assessing client needs and the company’s ability to meet those needs

• Following up with new leads and referrals generated from the sales team

• Preparing status reports on goals

• Using customer relationship management (CRM) software, such as Hubspot, to manage interactions

Successful business development managers often move into more senior business development and sales management roles.