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Key Responsibilities and Required Skills for New Business Manager

💰 $ - $

SalesBusiness DevelopmentClient AcquisitionRevenue Growth

🎯 Role Definition

The New Business Manager is the primary engine of commercial growth within an organization. This role is fundamentally focused on identifying, pursuing, and securing new revenue streams by converting prospective clients into long-term partners. They are strategic hunters, responsible for building a robust sales pipeline, navigating complex sales cycles, and ultimately closing deals that align with the company's strategic objectives. A successful New Business Manager combines sharp commercial acumen with exceptional relationship-building skills to expand the company's market presence and drive sustainable financial success.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Business Development Representative (BDR)
  • Account Executive (New Business Focus)
  • Senior Sales Executive

Advancement To:

  • Head of New Business / Director of New Business
  • Sales Director
  • Commercial Director

Lateral Moves:

  • Senior Account Director
  • Strategic Partnerships Manager
  • Commercial Strategist

Core Responsibilities

Primary Functions

  • Proactively identify, research, and qualify potential new clients and business opportunities through a variety of channels, including strategic market research, professional networking, and targeted outreach.
  • Develop and execute a comprehensive new business strategy designed to achieve and exceed ambitious sales targets and expand the company's customer base in designated territories or verticals.
  • Build and meticulously manage a robust pipeline of qualified leads, diligently tracking all activities, stages, and communications within the company's CRM system (e.g., Salesforce, HubSpot).
  • Initiate and lead insightful discovery calls with senior decision-makers to deeply understand their business challenges, strategic priorities, and purchasing processes.
  • Design and deliver compelling, high-impact sales presentations and product demonstrations that are tailored to address the specific needs and pain points of each prospective client.
  • Craft, present, and negotiate sophisticated commercial proposals, master service agreements, and contracts, ensuring mutually beneficial terms that protect company interests and profitability.
  • Cultivate and nurture strong, trust-based relationships with key stakeholders and influencers within target organizations, positioning the company as a valued long-term strategic partner.
  • Manage the entire end-to-end sales cycle, from initial prospecting and qualification through to intense negotiation and successful deal closure.
  • Consistently meet and surpass monthly, quarterly, and annual sales quotas and other key performance indicators (KPIs) related to pipeline growth and revenue generation.
  • Develop an expert-level understanding of the company's full suite of products, services, and core value propositions to articulate benefits and differentiators with confidence.
  • Represent the company with professionalism and enthusiasm at industry events, trade shows, conferences, and networking functions to generate leads and enhance brand visibility.
  • Conduct continuous analysis of the competitive landscape and market trends to identify emerging opportunities, anticipate potential threats, and inform sales strategy.
  • Provide a seamless and comprehensive handover of newly signed clients to the Account Management or Customer Success teams to ensure a successful onboarding experience and foster long-term loyalty.
  • Lead the response process for complex Requests for Proposals (RFPs) and Requests for Information (RFIs), coordinating with internal teams to develop winning, high-quality submissions.
  • Utilize data and sales analytics to inform strategic decisions, identify high-potential customer segments, and optimize the sales process for maximum efficiency and effectiveness.
  • Prepare and present regular, detailed reports on sales activities, pipeline health, forecasting, and progress against targets for senior leadership and key stakeholders.
  • Act as a powerful brand ambassador in the market, consistently embodying the company’s values, vision, and professional standards in all external interactions.
  • Gather and relay critical feedback from the market and prospective clients to internal product, marketing, and strategy teams to influence future development and go-to-market plans.
  • Establish and maintain strategic relationships with industry partners, consultants, and agencies that can act as valuable referral sources for new business.
  • Conduct thorough needs analysis and consultative sessions to uncover latent client challenges and strategically align the company's solutions with their overarching business goals.

Secondary Functions

  • Collaborate with the marketing team to align on messaging, provide feedback on campaign effectiveness, and optimize the lead-generation funnel.
  • Provide market and competitor insights to product and strategy teams to inform the long-term product roadmap and company direction.
  • Participate in the training and mentoring of junior sales or business development team members, sharing best practices and expertise.
  • Contribute to the continuous improvement of sales processes, playbooks, and collateral to enhance team-wide performance.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Software Proficiency: Advanced knowledge of major CRM platforms like Salesforce, HubSpot, or similar systems for pipeline management and reporting.
  • Sales Pipeline Management: The ability to build, manage, and accurately forecast a sales pipeline from lead generation to close.
  • Lead Generation & Prospecting: Expertise in modern prospecting techniques, including social selling (LinkedIn Sales Navigator), cold outreach, and networking.
  • Strategic Account Planning: Skill in researching and developing detailed plans for penetrating and winning key target accounts.
  • Proposal & RFP Writing: Ability to write clear, persuasive, and professional proposals and responses to formal procurement requests.
  • Contract Negotiation: Strong commercial acumen and experience negotiating pricing, terms, and legal clauses in business contracts.
  • Presentation Skills: Mastery of presentation software (PowerPoint, Google Slides) and the ability to deliver engaging and persuasive presentations.
  • Sales Forecasting: Competency in data analysis to produce accurate sales forecasts and reports for leadership.
  • Market Research: Ability to conduct thorough market and competitor analysis to identify strategic opportunities.
  • Financial Acumen: A solid understanding of business finance, including pricing models, margins, and ROI calculations.

Soft Skills

  • Exceptional Communication: Articulate, persuasive, and clear communication skills, both written and verbal, with an ability to engage senior executives.
  • Relationship Building: A natural ability to build rapport, trust, and long-term professional relationships with clients and partners.
  • Resilience & Tenacity: The determination to persevere through long sales cycles, overcome objections, and stay motivated in the face of rejection.
    -Strategic & Consultative Mindset: The ability to think beyond the immediate sale and act as a trusted advisor to clients, understanding their business deeply.
  • Persuasion & Influence: A talent for influencing decision-making processes and building consensus among multiple stakeholders.
  • Self-Motivation & Drive: A proactive, results-oriented approach with a strong internal drive to succeed and exceed targets.
  • Active Listening: The critical skill of listening intently to understand client needs, challenges, and motivations fully.
  • Adaptability: The flexibility to adjust sales approach and strategy based on client feedback, market changes, and new information.
  • Time Management & Organization: Excellent organizational skills to manage a high volume of leads, tasks, and priorities effectively.
  • Problem-Solving: A creative and analytical approach to overcoming obstacles and finding solutions for complex client requirements.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree

Preferred Education:

  • Master of Business Administration (MBA) or a related Master's degree.

Relevant Fields of Study:

  • Business Administration or Management
  • Marketing or Communications
  • Economics

Experience Requirements

Typical Experience Range:
5-10 years of progressive experience in a B2B sales, business development, or new client acquisition role.

Preferred:
A demonstrable and consistent track record of exceeding sales targets in a complex solution-selling environment. Experience managing multi-stakeholder sales cycles from inception to close is highly valued, particularly within a related industry (e.g., SaaS, Technology, Professional Services, Media & Advertising).

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