A business development representative cultivates relationships with an organization’s potential business clients. To effectively represent products and services, this job typically requires marketing experience and familiarity with a given industry. A degree can be beneficial, but it is not always required, depending on the position. People who want to advance in the business development department might find it beneficial to pursue higher education because it will make them more competitive.
This employee is well-versed in the company’s product and service offerings, as well as the types of organizations for which they might be useful. The business development representative collaborates with the marketing and development teams to gather demographic data in order to determine who the company is already selling to. This enables employees to determine where they should focus their efforts in order to expand their professional network and attract new clients. For example, a software program may be useful for medical offices, but sales to the medical community may be low, indicating that the company needs to establish itself in this market.
Following the identification of companies and industries that might benefit from a company’s offerings, outreach and the development of contacts can be undertaken. To reach out to potential clients, a business development representative may attend conferences and trade shows. Additionally, sales calls and mailings may be included as part of the work to establish a line of communication with businesses that may want to work with the company. When leads call back to express interest, the representative works with them to figure out what they require and how the company can provide it.
A business development representative’s main goal is to expand the customer base among businesses that might use the company’s products and services. This can be accomplished reaching out to new demographics, gaining a larger share of the market, and assisting the company in developing new products that will appeal to customers. A thorough understanding of the industry, as well as familiarity with the company and competitors, is frequently required. Scientific instrument manufacturers, for example, work with scientists and researchers who expect representatives to be well-versed in their field.
A business development representative typically requires several years of experience in customer service, marketing, and sales. Excellent communication skills and the ability to adapt to a variety of situations are essential. Skilled representatives can identify a customer’s preferred communication style and adjust their approach to make them feel at ease, increasing the chances of a new account and a long-term relationship.