The Business Development Manager will lead and scale an established BDR team, bringing structure, consistency, and accountability to the top of the sales funnel. This role is responsible for defining what “good” looks like, enforcing standards, and ensuring the team consistently delivers high-quality, qualified RFPs that convert to revenue.
This is a hands-on leadership role focused on people, process, and performance. The Manager will not be responsible for sourcing leads directly, but will own the systems, behaviors, and outputs that drive pipeline generation.
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Lead, coach, and develop a team of BDRs with clear expectations and consistent oversight
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Establish and reinforce standards for activity, qualification, and data integrity
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Hold the team accountable to KPIs including RFP volume, quality, and conversion readiness
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Conduct regular 1:1s focused on performance, skill development, and problem solving
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Identify performance gaps quickly and take corrective action
Define and Enforce “What Good Looks Like”
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Own and refine the definition of a qualified lead and RFP
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Ensure every opportunity includes clear event fundamentals, real need, and viable expo potential
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Identify and eliminate lowquality leads that are not actionable
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Reinforce strong discovery habits and effective questioning across the team
Pipeline Quality and Process Execution
Oversee the full lead lifecycle: sourcing qualification
- handoff to NSMs
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Ensure clean, consistent, and accurate data entry in Salesforce
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Improve quality and consistency of BDRtoNSM handoffs
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Partner with Sales to ensure alignment on what constitutes a viable opportunity
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Continuously evaluate and improve conversion from lead to qualified RFP
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Drive disciplined use of Salesforce, ZoomInfo, and other prospecting tools
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Monitor reporting and dashboards to track performance and identify trends
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Ensure processes are followed consistently across the team
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Identify breakdowns in workflow and implement solutions to improve efficiency
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Work closely with NSMs to align on pipeline needs and lead quality expectations
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Act as the bridge between BDRs and Sales to improve collaboration and trust
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Partner with Sales Operations on reporting, data integrity, and process improvements
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Observe team behavior and performance trends before implementing changes
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Use data and firsthand insight to recommend and implement improvements
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Build a culture of accountability, ownership, and continuous development
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Increased RFP output per BDR
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Higher quality, more actionable RFPs
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Clean, reliable Salesforce data
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Stronger collaboration and trust between BDRs and NSMs
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Clear, consistent adherence to defined processes
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Improved conversion from lead to qualified opportunity
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Proven experience leading or managing a business development or sales development team
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Strong understanding of outbound prospecting and lead qualification
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Demonstrated ability to enforce standards and drive accountability
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Highly organized and processdriven, with strong attention to detail
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Comfortable working in Salesforce and using data to manage performance
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Strong coaching skills with the ability to improve both skillset and mindset
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Able to observe, diagnose issues, and implement practical solutions
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Location: Celebration, FL
Compensation will be commensurate with experience, skills, technical expertise, and other job-related qualifications.
Comprehensive benefits package offered.
To perform this job successfully, an individual must be able to satisfactorily perform each essential duty with or without accommodation. The requirements listed above are representative of the knowledge, skill, physical demands and /or ability necessary to achieve success in this role. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Alliance Exposition Services, a leading provider of comprehensive hotel show solutions, from small-scale gatherings to large-scale expositions, provides comprehensive trade show production services tailored to show managers and event producers. Alliance Exposition is the nation’s go-to General Show Contractors at hotels. Our nationwide reach ensures seamless execution anywhere in the United States, while our proven track record of success, with a strong client retention rate, and event production in over 535 hotels, speaks volumes about our commitment to delivering exceptional results.
