Business Development
Explore and establish strategic business opportunities for the organisation and translate market research and/or analysis into viable leads. This would encompass identification of new markets and potential customers, active generation and pursuit of leads and commercial opportunities, regular engagement with relevant industries to introduce and promote the organisation's IT products, services or offerings
Type
Functional
Competency Area
Sales and Marketing
Levels
Conduct research on critical or emerging markets and identify potential leads
Conduct research focusing on critical or emerging markets
Conduct research on potential leads, possible clients, companies and their needs
Analyse sales and consumptions patterns to draw insights
Identify new or potential customers when such opportunities are referred or presented by others
Maintain ongoing customer contact to understand responses to the organisation's offerings and solutions
Analyse information to support scoping and pricing of business opportunities and projects
Promote the organisation's offerings at industry events at an informal level
Analyse market intelligence data and related business functions and propose ways to capitalise on them
Analyse relevant market and competitive intelligence data to identify possible commercial opportunities
Propose ways to capitalise on new market opportunities
Incorporate insights from related business functions into business development plans
Develop content to engage relevant communities and potential customer segments
Initiate consumer contact and generate interest in the organisation's technology solutions to uncover or create sales leads
Recommend ways to develop current customer accounts into larger business opportunities
Assess existing partners’ or customers’ short-term and long-term needs and business pipeline to identify potential leads
Qualify sales leads to followup
Scope business opportunities and deals
Raise appropriate opportunities and avenues to promote the organisation's products and services
Develop a business development strategy for specific markets and engage key decision makers to generate viable leads or increase scope of business with existing clients
Develop a business development strategy for specific markets
Lead the evaluation of new market opportunities
Determine target markets and customer segments that offer new avenues for growth
Integrate lead generation efforts with sales, marketing, customer service and related business functions
Seek to engage key decision makers in other organisations to generate viable leads
Manage the deepening or broadening of the organisation's involvement with existing clients to secure new business opportunities over multiple areas
Establish guiding principles for the scoping, sizing, structuring and pricing of business deals, in line with business priorities
Promote the organisation's solutions, technologies and offerings at customer or industry events
Advocate for the organisation's offerings to a specific community
Lead sales presentations to potential clients and partners
Establish an organisational business development strategy, direct expansion into new markets and significant business opportunities
Drive a business development strategy for the organisation's operating markets
Chart direction of the expansion into new markets
Define organisational strategy for pitching products and offerings to the industry /and potential customers
Take a lead role in sourcing for, creating and evaluating new strategic opportunities
Establish relationships with senior management or key decision makers in other companies to generate viable leads
Build organisation-wide processes /and infrastructure required to transform potential commercial opportunities into viable customers
Establish organisation strategy and priorities for the scoping, sizing, structuring and pricing of business opportunities and deals
Represent the organisation at key industry or public events and media interactions
Lead critical complex or high-value sales presentations, pitches and negotiations