What a business development manager does
A business development manager focuses on growth that does not come from your existing customer list. They identify new markets, sectors or partners, build relationships with senior decision-makers, and shape opportunities that may take months to close. In smaller companies the role often combines strategy and hands-on selling; in larger ones it may lead a team or concentrate on strategic partnerships. Either way, it is a role you hire when you want to reach territory your current team does not.
These hires are hard to judge from a résumé because business development results often unfold slowly and involve many people. Finch digs into the opportunities each candidate personally sourced, how they gained access to decision-makers and what came of their efforts. We also look at their network and sector knowledge, since a manager who already understands your target market can start opening doors much sooner than someone learning it from scratch.
Typical responsibilities
- Research and identify new markets, customer segments and partnership opportunities
- Build relationships with senior decision-makers and industry contacts
- Develop proposals, pricing strategies and business cases for new opportunities
- Negotiate agreements and coordinate with legal, finance and operations on terms
- Represent the company at industry events, associations and trade shows
- Report on pipeline, market feedback and growth results to leadership
Qualifications and credentials
- Experience in business development or senior sales, often within the same or an adjacent industry
- A track record of opening new accounts, markets or partnerships
- Strong negotiation and presentation skills with senior audiences
- Ability to build a business case and understand margins and pricing
- A university degree in business or a related field is often preferred
Who hires a business development manager
- Manufacturers expanding into new sectors or regions
- Technology and software companies
- Engineering, construction and professional services firms
- Logistics, distribution and supply chain companies
- Healthcare and life sciences suppliers
Where we recruit business development manager candidates
We fill business development manager roles for employers across Toronto and the GTA, including North York, Scarborough, Etobicoke, Vaughan, Markham, Richmond Hill, Mississauga, Brampton, Oakville, Burlington, Oshawa and Pickering, and for employers across Canada. GTA employers can meet us at our North York office by appointment.
What Finch checks before you meet a candidate
- New business they personally originated, separated from accounts they inherited
- Sector knowledge and relationships relevant to the markets you want to enter
- Experience with long sales cycles and multiple stakeholders
- Whether they expect to lead a team or work as an individual contributor, compared with your plan
- Commercial judgement around pricing, margins and deal structure
Interview questions to ask
- Tell me about a new market or partnership you opened. How did you get the first meeting?
- Which opportunity took you longest to close, and how did you keep it moving?
- If you joined us, how would you decide which market to pursue first?