Business Development Manager

Highlights

Country

Remote

Employment

full-time

Salary

Salary will be discussed later

Share this job

The Business Development Manager (BDM) will own the end-to-end sales cycle, including responding to Requests for Proposals (RFPs), conducting product demonstrations, and driving new client acquisitions globally. The ideal candidate is highly self-motivated, results-driven, and skilled at building relationships with prospects. You will identify, engage, and convert qualified leads into long-term customers while collaborating closely with internal teams to deliver tailored solutions. This role is crucial in expanding the company’s global footprint and revenue growth.

Key Responsibilities:

Market Research & Analysis

• Conducting market research to identify trends, competitor activity, and new business opportunities.
• Analyzing market data to inform sales strategies and identify target customer segments.
• Contributing to the development of pricing strategies and discount structures for different markets or customer segments.

Sales Cycle Management

• Own the full sales cycle, from lead generation to contract negotiation and closure.
• Respond to RFPs and develop customized proposals that address client needs.
• Conduct engaging product demonstrations and presentations tailored to client requirements.
• Identifying opportunities to upsell or cross-sell additional products or services to existing clients.

Lead Generation & Prospecting

• Identify and qualify sales opportunities through inbound and outbound activities, including email campaigns, calls, networking events, and social media outreach.
• Research target accounts, identify key decision-makers, and create tailored prospecting strategies to penetrate accounts globally.
• Respond to incoming leads within 24 hours and clearly present the company’s unique sales advantages and features.
• Collaborate with the Marketing department to increase the number of inbound leads through targeted campaigns and initiatives.
• Representing the company at industry conferences, trade shows, and networking events to generate leads and build brand awareness.

Pipeline Development

• Build and maintain a robust sales pipeline to ensure consistent revenue growth.
• Track and manage leads and opportunities using CRM tools (HubSpot, Salesforce, etc.).

Client Engagement

• Act as the initial point of contact for prospects, building trust and establishing Mercans as a leading solution provider.
• Drive attendance for webinars, live demos, and conferences to generate leads.
• Be available for client meetings and product demonstrations outside standard business hours as required.

Collaboration

• Work closely with sales, marketing, implementation, and operations teams to ensure seamless handoffs and successful client onboarding.
• Guide and support junior team members on strategic sales initiatives and best practices.
• Providing training and mentorship to other sales team members.
• Review and update sales collaterals, including sales presentations and technical proposals, to ensure alignment with market trends and company offerings.
• Coordinate business development activities and RFP responses across multiple teams within the company, including QCRM, Product, and Compliance teams.
• Analyze customer requirements and develop a solution design that meets customer expectations.

Strategic Partnerships

• Identifying and developing strategic partnerships with complementary businesses or potential channel partners.
• Negotiating partnership agreements and managing ongoing relationships.

Product Development Input

• Providing feedback from the field to the product team on market needs, customer pain points, and potential product enhancements.

SMART Goals

• Increase Sales Pipeline: Build and maintain a pipeline with a minimum of 30 qualified leads per quarter.
• Conversion Rate Improvement: Achieve a 15% lead-to-customer conversion rate within the first 6 months.
• Response Time Efficiency: Respond to all incoming leads within 24 hours with a tailored response and engagement strategy.
• Revenue Growth: Contribute to at least $1 million in closed annual recurring revenue within the first year.
• Client Acquisition: Secure at least 10 new enterprise-level clients per year.
• Sales Presentations & Demos: Conduct at least 20 product demonstrations per quarter to high-value prospects.
• CRM & Data Management: Maintain 100% accurate CRM records and document all customer interactions and progress within HubSpot.
• Collaboration & Training: Work closely with internal teams and provide at least two training sessions per quarter to ensure alignment on sales strategies and client needs.

Experience & Qualifications

• Education: Bachelor’s degree in Sales & Marketing, Business Administration, HR & Payroll Management, or a related field. Equivalent practical experience is also accepted.
• Sales Experience: Minimum 8 years of experience in sales roles within HR outsourcing, payroll outsourcing, PEO services, HRMS, ATS, or SaaS platforms.
• Industry Experience: Proven experience in the SaaS and payroll outsourcing industry.
• Technical Skills: Proficiency in CRM systems (HubSpot, Monday.com), LinkedIn Sales Navigator, and business analytics tools (e.g., Tableau, Google Apps).
• Software Proficiency: Ability to learn the company’s software product and configure it for demo purposes to effectively showcase its capabilities.
• Presentation Software: Proficiency in MS PowerPoint and Google Slides for creating and delivering effective presentations.
• Communication Skills: Exceptional verbal and written English communication skills.
• Client Understanding: Ability to identify customer pain points and align solutions to meet business needs.
• Time Management: Strong organizational skills with the ability to manage multiple opportunities simultaneously.
• Industry Knowledge: Familiarity with payroll, HRMS, and global compliance requirements is highly desirable.
• Language Skills: Proficiency in English is required. Additional language skills are a plus.
• Independence: Proven ability to work independently and maintain focus on closing sales opportunities effectively.