Business Development and Sales

Business Development Manager

A Business Development Manager drives lead generation and customer growth by partnering with sales teams. Their team typically focuses on lead generation (also labeled ‘logo acquisition’) for the company. They know the industry and competitors well, think strategically about the business, work with sales reps and partner sales teams, and may develop new markets. A synonymous title is Inbound/Outbound Sales Manager/Director, whose teams focus on inbound leads (generated from marketing/self-service) or outbound leads (cold outreach from the Business Development Representative). (BA/BS, MBA/MS 5+ yrs. Exp.)

Market Development Analyst

Market Development Analysts study markets, consumers, and competitors and offer actionable insights to help the firm develop marketing plans. They help enhance global or regional markets by focusing on new opportunities for firm offerings based on customer needs and wants, often in a competitive landscape. (BA/BS, MS, 3+ yrs. Exp.)

Business Outreach Coordinator/Partner

A Business Outreach Coordinator/Partner is responsible for developing and executing outreach and engagement strategies to support the company’s strategic and tactical goals. They identify and cultivate new opportunities for partnerships with new or existing partners and contribute to communications and reporting efforts that support future market development goals. (BA/BS, 3+ yrs. of Exp.)

Business Development Associate/Sales Consultant

A Business Development Associate/Sales Consultant assists the Business Development Managers identify and generate business opportunities through leads. They have excellent communication and presentation skills, represent the firm’s offerings with potential clients, and may engage in cold outreach activities. (BA/BS, 2+ yrs. Exp.)

Business Development Coordinator/Sales Support

A Business Development Coordinator provides day-today administrative and operations support to the business development team. They research the market, prospective clients, contacts and assist the sales team in closing deals for a portfolio of brands or products. (AA, BA/BS, 1+ yrs. Exp.)

Sales Representative/Agent/Associate/Lead

These roles are similar, but more junior, to that of the Business Development Coordinator. A Sales Representative is responsible for preparing qualifying leads at the initial stages of the sales funnel. They may research potential clients, connect with prospects, and educate them before handing them off to the closers in the sales team. (H.S. Diploma, AA, BA/BS, 0-1 yr. Exp.)

Chief Revenue Officer

The Chief Revenue Officer oversees all teams and processes related to revenue generation within an organization. This executive position ensures sales and marketing alignment, identifies opportunities for long-term sales growth, and seeks to maximize profits. They develop strategic revenue plans and streams, and partnerships for long-term revenue growth. They typically oversee Sales, Business Development, Account Management, and Customer Success operations, and may also oversee the Marketing department in order to create more synergy between the business units. (BA/BS, MBA/MS, 12+ years)

Chief Sales Officer/Head of Sales/VP of Sales

The Head of Sales is responsible for the strategic development, performance, and maintenance of the sales team’s activities. Their job is to lead and manage the operational elements of sale. They focus on the overall sales number of a company and are the face of the sales organization. Business Development, Sales, and Relationship Managers will roll into this role. (BA/BS, MBA/MS, 10+ years)

Sales Manager/Director

A Sales Director develops sales strategies, tactics, and action plans. They build sales teams and direct them to meet and exceed sales targets within the assigned territories and accounts. They understand the market trends and customer needs and wants. (BA/BS, MBA/MS, 7 yrs. Exp.)

Regional/National Sales Manager/Director

A Regional/National Sales Manager/Director oversees an organization’s regional strategies, policies, objectives, and initiatives. They design short- and long-term sales strategies and evaluate and benchmark the effectiveness of existing sales programs. They project future sales goals, build teams, and train them to address challenges locally, regionally, or nationally. (BA/BS, 5+ yrs. Exp.)

Relationship/Account Managers/Director

A Relationship Manager oversees the reps focused on existing accounts. They sell more products/services into the account, increasing penetration and expanding the relationship. They may also take on more of a churn mitigation role, looking to increase product or service usage with the client and prevent churn in the business. (BA/BS, 5+ yrs. Exp.)

Customer Success Manager/Director

A Customer Success Manager/Director manages the sales customer support teams and resolves customer-related issues and business activation. They may work with the customer to deploy the product, educate the customer on the product, and support the customer in using it. They plan departmental operations and continuously monitor them to meet all work requirements and connect with customers to address their needs and wants. (BA/BS, 5 yrs. Exp.)

Contract Manager

Contract Managers oversee, negotiate, and prepare contracts. They know the details and benefits of contracts and potential disadvantages, and they often focus on mitigating churn— customers who stop using the product or service. This position often requires basic legal training and several years of experience in contract negotiations. (BA/BS, 3+ yrs. Exp.)

Sales Operations Analyst/Audit Analyst

A Sales Operations Analyst/Audit Analyst collects, cleans, and analyzes sales and other data from various systems such as customer-relationship management and points-of-sales systems. They monitor and forecast sales data and identify seasonal effects and trends across business units. Sometimes, they are responsible for commission calculations and the sales department’s headcount forecasts. (BA/BS, 2 yrs. Exp.)