When it comes to building a successful sales strategy, understanding the distinction between a business development manager and a sales manager is key. Sure, their roles overlap in some areas, but they bring unique skills and focus to the table. Imagine running your company without these two roles—it’d be like trying to steer a ship without a rudder.
Sales managers focus on achieving revenue goals by taking leads down the sales funnel, while business development managers are the growth architects: building partnerships, seeking new opportunities, and setting the stage for long-term success. You need both for the perfect balance. Let’s break it all down.
Responsibilities of a Business Development Manager
At their core, business development managers think big picture. They’re like the scouts of an army, always on the lookout for new opportunities to grow the company. They don’t just execute; they ideate and strategize. Some of their core responsibilities include:
- Strategizing: They create, implement, and oversee all big-picture business growth strategies.
- Researching Opportunities: Digging into market trends to identify potential areas of growth—always thinking a few steps ahead.
- Improving Offerings: Suggesting improvements to your products or services so they’re more competitive and attractive to customers.
- Building Partnerships: Contacting businesses and forming relationships that can evolve into collaborations or partnerships.
- Hiring & Training Teams: They lead the charge in finding new talent and making sure the business dev team is ready to perform.
- Setting Goals & Quotas: Yep, they set the benchmarks the team works toward.
- Sealing Deals: From creating proposals to attending networking events, they do what’s necessary to secure strategic new business ventures.
In short, business development managers are all about growth.
Responsibilities of a Sales Manager
If the business development manager lays the groundwork, the sales manager makes sure the team runs efficiently on that foundation. They’ve got a more focused goal: increasing revenue in the here-and-now. Some of their main duties include:
- Team Leadership: Running the sales team, motivating them, and keeping everyone moving toward hitting targets.
- Researching Leads: They dig into market data to find potential clients worth pursuing.
- Recruiting & Coaching: Bringing in fresh talent and mentoring teams of SDRs (Sales Development Representatives) to hit their potential.
- Problem-Solving: Sales isn’t always smooth sailing. Sales managers need to think on their feet when challenges arise.
- Tracking Progress: Regularly reviewing team performance and creating detailed management reports.
- Collaboration: Working across departments, including marketing and finance, to hit revenue benchmarks.
Sales managers excel by making processes more efficient while guiding their teams to success.
Skills to Look for in a Business Development Manager
A great business development manager is like the Swiss army knife of your team. They wear a lot of hats, so they need some killer skills to get the job done:
- Communication: They’re constantly engaging with people and need to convey your company’s value in a way that sticks.
- Project Management: Juggling strategies, timelines, and resources comes with the territory.
- Product Knowledge: A sharp eye for improvements to products or services is crucial.
- Negotiation: They need to secure partnerships on terms that benefit your business.
- Leadership: Guiding teams, managing cross-department collaboration, and pushing for growth—strong leadership is non-negotiable.
- Motivation: Self-starters are a must for this role. They need to drive the growth engine day in and day out.
Skills to Look for in a Sales Manager
Sales managers are the pillars of your revenue team. A strong candidate for this position will usually shine in the following areas:
- Coaching: The best managers share their knowledge and guide SDRs to deliver results.
- Communication Skills: Effective sales strategies require clear direction and messaging.
- Problem-Solving: The sales process doesn’t always go smoothly, so quick thinking and adaptability are key.
- Tech Proficiency: From CRM software to data analytics tools, a little tech-savviness goes a long way.
You’re looking for someone who can implement strategies and inspire their team simultaneously.
Differences Between Business Development and Sales Managers
At the end of the day, business development and sales managers have different roles, but they work beautifully together. Sales managers focus on finding and closing leads, while business development managers look for ways to grow the business through partnerships and opportunities. Sales roles are more transactional and short-term, whereas business development is strategic, relational, and long-term. Sales managers tend to operate at a lower management level than business development managers and have slightly lower average salaries. Though their roles overlap, the main difference lies in their goals and approach.
Business Development Manager Job Description Template
Here’s how you’d typically describe what you’re looking for in a business development manager:
We’re seeking a business development manager to lead the charge in identifying new business opportunities and building strong partnerships. The ideal candidate will be a strategic thinker, a relationship builder, and a team leader.
What you’ll need:
- A bachelor’s or master’s degree in business, marketing, or a related field.
- Proven success in business development or sales.
- Excellent communication, leadership, and interpersonal skills.
- Experience managing complex projects and working across departments.
- Tech-savviness with CRM and market research tools.
Sales Development Manager Job Description Template
For a sales manager, your job ad might look more like this:
We’re looking for a sales development manager to oversee our sales team, implement revenue-building strategies, and track progress towards goals. You’ll work closely with clients and SDR teams to keep sales flowing.
The requirements:
- A bachelor’s or master’s degree in business, marketing, or related fields.
- 4-6 years of experience in sales or team management.
- Strong communication, mentoring, and analytic skills.
- Tech expertise in CRM and other sales tools.
In the End
Here’s the deal: business development managers and sales managers are equally important, but they bring different strengths to the table. While sales managers drive immediate revenue, business development managers ensure the company is set up for long-term growth.
If you’re unable to hire both right now, you can always consider outsourcing your needs to sales professionals who excel in bridging that gap. Either way, bringing in skilled leaders in these areas is a game-changer for your company’s success.
So, what’s your next step? Building your team with a clear understanding of these roles could be the best move you’ll make for your business.
