3 qualities companies look for in their BD leads

three man in discussion

The rapid rise of e-commerce, digitalisation and professional services has seen the role of a business development lead or manager evolve. While the core responsibility of securing business opportunities has remained unchanged, companies today are looking for business development leads who understand that it’s not just about making the immediate deal, it’s about the long-term.

“Companies are looking for business development professionals who are able to think long-term as they can help accelerate businesses forward,” says Victor Susantyo, Senior Consultant, Sales & Marketing, Robert Walters Indonesia. He explains, “These business development leads possess the ability to perceive market changes or difficulties and navigate the company through these challenges.” He also adds three important qualities employers are keen on when hiring a business development manager:

1) Long-term, strategic mindset

In this era of rapid change, business development managers who can help drive growth and business objectives in a consistent and sustainable manner are in high demand. These professionals are able to understand their clients and their buying trends, map out their markets, develop comprehensive strategies and well-thought-out action plans, among other things.

“While companies may place a strong emphasis on finding the next sales opportunity, business development managers should focus on identifying small cracks of opportunities amidst tight market situations to drive long-term growth,” advises Victor. “To stand out from other candidates during your interviews, consider preparing a business case presentation tailored to the company you’re applying for. This will showcase your ability to develop new company strategies and generate revenue streams.”

2) Consultative and client-focused

As the sales process becomes increasingly digitalised, it is important for the business development manager to do more than just sell a product or service to keep clients coming back. They need to think of themselves as a partner who helps clients achieve their business goals through lasting solutions – not just a one-time quick-fix vendor.

“The solutions and quality of execution are often what clients are looking for,” shares Victor. “However, to be able to deliver an effective long-term solution, the business development lead first needs to understand client needs and identify the root of their challenges. This all begins with building a good relationship.”

3) Ability to leverage marketing

In addition to the traditional methods of networking, emailing, cold-calling and referrals, companies are also seeking business development leads who know how to work with marketing to generate a steady stream of inbound leads that are easy to convert.

“It is important for business development professionals to recognise that while sales and marketing are two different functions, these departments work together to pursue a similar objective – creating opportunities to drive the business,” says Victor. “By working closely with the marketing team, business development professionals will be able to create long-term business opportunities. At the same time, they will also be able to strengthen their own personal brand, which will help to drive sales in the long-run.”

Positioning yourself in the best light

If you’re looking for your next business development role, make sure to highlight the above qualities in your CV and interview. Hiring managers will often ask for further detail during the interview, so prepare to provide concrete examples that are relevant to the position. A recruitment consultant can help you identify the best experiences for each individual job opportunity, ensuring you stand out the competition.

To learn more about opportunities for business development manager roles in Indonesia, contact Victor Susantyo, Senior Consultant, Sales & Marketing, Robert Walters Indonesia today at victor.susantyo@robertwalters.co.id or +62 21 2965 1518 for an in-depth consultation.



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