Business Development and Sales Manager

Below is a refined, recruitment-ready JD designed to attract an experienced Business Development Manager who can independently own a large, high-value client portfolio while driving new business acquisition and strategic account growth across multiple offerings and customer segments.
Job Description: Business Development Manager – Sales & Strategic Accounts
Experience: 8–10 years
Location: [Insert Location]
Employment Type: Full-time
Reporting To: Head of Business Development / Sales Director
About the Role
We are looking for a commercially driven Business Development Manager with 8–10 years of experience in B2B sales, business development, and strategic account management. The ideal candidate will have a proven track record of managing large and critical client portfolios, acquiring new customers, growing existing accounts, and delivering measurable revenue outcomes across multiple products or service offerings.
This role requires an entrepreneurial mindset, strong commercial acumen, and the ability to engage with stakeholders across different customer segments and organizational levels. The successful candidate will own the complete sales lifecycle, from prospecting and opportunity development to solution positioning, commercial negotiations, deal closure, and long-term account growth.
The candidate should be comfortable managing complex sales cycles, building relationships with senior decision-makers, and collaborating with internal teams to develop solutions that address customer needs and business priorities.
Key Responsibilities1. Business Development & New Customer Acquisition
Identify, qualify, and convert new business opportunities across target industries and customer segments.
Develop and execute sales strategies to achieve revenue, profitability, and business growth targets.
Build a strong pipeline through proactive prospecting, referrals, networking, partnerships, and market intelligence.
Lead customer engagements from initial discovery and needs assessment through proposal, negotiation, and closure.
Identify opportunities to cross-sell multiple offerings and expand the organization's presence within target accounts.
2. Strategic Account & Portfolio Management
Own and grow a portfolio of large, high-value, and strategically important accounts.
Develop account growth plans with clear revenue objectives, opportunity pipelines, stakeholder maps, and engagement strategies.
Build trusted relationships with CXOs, business heads, functional leaders, procurement teams, and other key decision-makers.
Identify customer needs, emerging business priorities, renewal opportunities, and potential risks to account growth.
Drive upselling, cross-selling, repeat business, customer retention, and long-term account profitability.
Maintain executive-level engagement with critical customers and proactively resolve commercial or relationship challenges.
3. Large Deal & Commercial Management
Lead complex, high-value sales opportunities involving multiple stakeholders, decision-makers, and business functions.
Own commercial proposals, pricing discussions, contract negotiations, and deal closure.
Coordinate with pre-sales, solution, delivery, finance, legal, and leadership teams to develop competitive and commercially viable proposals.
Assess deal feasibility, profitability, risks, and resource requirements before committing to customer expectations.
Manage sales cycles, customer objections, competitive positioning, and changing requirements.
4. Customer Relationship & Market Development
Develop a strong understanding of customer businesses, industry dynamics, competitive landscapes, and purchasing processes.
Position the organization's offerings as solutions to specific customer challenges and business outcomes.
Build strategic relationships that support long-term partnerships and account expansion.
Represent the organization in customer meetings, industry events, networking forums, and business reviews.
Share market intelligence and customer feedback with internal teams to identify new opportunities and improve offerings.
5. Sales Planning, Forecasting & Performance
Own sales targets, revenue forecasts, pipeline development, and account-level performance.
Maintain an accurate and qualified sales pipeline, with clear visibility into deal stages, expected closure dates, and risks.
Track sales performance against targets and take corrective action to address gaps.
Maintain customer, opportunity, and engagement data in the CRM system.
Present regular pipeline reviews, account plans, revenue forecasts, and business performance updates to leadership.
Required Qualifications & Experience
8–10 years of relevant experience in business development, B2B sales, enterprise sales, or strategic account management.
Demonstrated ownership of large, high-value, or business-critical customer portfolios.
Proven record of meeting or exceeding revenue targets and closing complex deals.
Experience managing both new customer acquisition and existing account growth.
Strong commercial negotiation, consultative selling, and relationship management capabilities.
Ability to engage with senior stakeholders and influence multi-level buying decisions.
Experience selling multiple products, services, or solution offerings to diverse customer segments.
Strong communication, presentation, analytical, and business planning skills.
Ability to work independently, prioritize opportunities, and operate in a target-driven environment.
Proficiency in CRM tools and sales pipeline management.
Preferred Skills
Experience in technology, IT services, consulting, digital solutions, training, professional services, or other B2B solution-led businesses.
Exposure to large enterprise accounts, strategic partnerships, and long or complex sales cycles.
Experience in account-based selling, solution-led sales, and multi-stakeholder negotiations.
Understanding of commercial models, pricing, margins, contract structures, and revenue forecasting.
Key Performance Indicators (KPIs)
Performance will be measured against clearly defined business outcomes, including:
Achievement of annual and quarterly revenue targets.
New customer acquisition and revenue generated from new accounts.
Growth in existing strategic accounts and total portfolio value.
Value, quality, and conversion of the qualified sales pipeline.
Number and value of high-impact deals successfully closed.
Upselling, cross-selling, renewals, and customer retention.
Account profitability and commercial discipline.
Accuracy of sales forecasting and CRM reporting.
Ideal Candidate Profile
The ideal candidate is a proactive, commercially astute sales professional who combines a strong hunter mindset with strategic account ownership. They should be able to independently manage a significant client portfolio, identify new revenue opportunities, build trusted senior-level relationships, negotiate complex deals, and consistently deliver measurable business outcomes.
We are looking for someone who takes ownership, follows through on commitments, understands the commercial impact of decisions, and can turn customer relationships into sustainable business growth.
My recommendation: Add portfolio ownership as a screening criterion
To distinguish a genuine portfolio owner from a candidate who has primarily supported sales, ask applicants to quantify these five areas during screening:
Screening area
What to establish
Portfolio ownership
Total annual revenue or portfolio value personally managed
Deal complexity
Largest deal closed and the candidate's direct contribution
New business
Revenue and customers acquired independently
Account growth
Revenue growth, cross-selling and retention achieved
Commercial ownership
Responsibility for pricing, margins, negotiation and forecasting
One important hiring decision: For an 8–10-year candidate, I recommend making demonstrable ownership of revenue and strategic accounts mandatory, while keeping experience in any one specific industry flexible. This gives you a broader candidate pool without compromising on commercial capability.

Work arrangement
Hybrid