Business Development Manager

PAPCO INC - San Jose, CA


Business Development Manager

Business Development Managers work in a senior advisory position with our customers. It is their job to work with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for their customers. To achieve this, they need to penetrate existing customers, present to them, ultimately convert them into believers, and continue to show profitable business in the future.

This person should be able to:

Define long-term organizational strategic goals

Build key customer relationships

Identify business opportunities

Knowledgably present processes and overcome objections

Negotiate and close internal customer processes

Follow up on processes and business ideas

Regularly report profitability and sales increases to business owners

Maintain extensive knowledge of current market conditions

Job Summary

Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop the pipeline of profit coming into the company and customers. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.

The main duties of the Business Development Manager can be summarized as follows:

New Business Development

  • Meet customers by growing, maintaining, and leveraging your network.
  • Identify decision makers within the organization.
  • Research and build relationships with customers and team members.
  • Set up meetings between decision makers and leaders.
  • Plan approaches and pitches. Work with our team to develop proposals that speaks to the client’s needs, concerns, and objectives.
  • Present the profitability in the solution/service.
  • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Persuade or negotiate appropriately.
  • Present an image that mirrors that of the client.
  • Dress Professionally
  • Walk the lot
  • Know the inventory
  • Ensure addendums are added
  • Present new processes and services to enhance existing relationships.
  • Work with management staff and other internal staff to increase profitability.
  • Arrange and participate in internal customer debriefs.
  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
  • Present to our customer’s management on business trends with a view to developing new services, products, and distribution channels.
  • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in profit.
  • Using knowledge of the market and competitors, identify and develop the customer’s unique selling propositions and differentiators.
  • Check daily progress reports and ensure data is accurate.
  • Ensure that data is accurately entered and managed within the CRM or other sales management system.
  • Track and record activity to close more sales.
  • Present business development training and mentoring to customer’s staff.
  • Align the customer’s goal and purpose with our goal and purpose.


Business development management positions require a bachelor’s degree and 3-5 years of sales or marketing experience. An MBA is often requested as well.

Other Skills and Qualifications

Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.

Areas for Development

Sacramento Region

Fresno Region

South Bay and Peninsula Region

North Bay and East Bay Region


PTO, Healthcare, Dental & Vision after 90 days of employment

401k available after 1 year of employment

Job Type: Commission


  • Sales: 3 years (Preferred)

Work authorization:

  • United States (Required)