BDM Full Form: Business Development Manager, Role and Responsibilities

BDM stands for Business Development Manager. A business development manager is responsible for growing the company by opening new business: new customers, new segments, new regions and new partnerships. Where a business development executive works lead by lead, the BDM decides where the team should look, handles the most important conversations personally and answers for the target.

The title varies in weight. In a bank, an insurance company or a real estate firm, BDM is often a field sales role with a personal target. In a software or services company it is usually a mid-senior role with a team. Read the responsibilities in the advert before assuming either.

• Plans where growth will come from. Chooses target segments, cities or account lists for the quarter.
• Builds and manages the pipeline. Reviews every open opportunity with the team each week, and keeps the forecast honest.
• Handles key meetings and negotiation. Joins the large or difficult deals, and agrees price and terms within the limits set.
• Builds partnerships. Channel partners, resellers, referral sources and industry bodies.
• Hires and coaches BDEs. Listens to calls, reviews proposals and removes obstacles.
• Reports. Pipeline, forecast, wins and losses with reasons, to the head of sales or the founder.
• Feeds the market back. Tells product and marketing teams what buyers ask for and why deals are lost.

The executive role is explained in BDE full form, and the hiring template is on business development executive job description.

The three titles overlap, and small companies merge them. Where they are separate, the split is usually this.

See the sales manager job description for that role in full.

Everything a BDE needs, and four things more. Commercial judgement: knowing which deals are worth a discount and which are not. Forecasting: saying in week one what the month will close at, and being roughly right. Coaching: improving other people, which is a different skill from selling. And planning: choosing a few segments to go after and saying no to the rest. Most BDMs are promoted from BDE after three to six years, and some are hired with an MBA.

The key result areas are new business against target, pipeline health, forecast accuracy and team development. The numbers beneath them: revenue or orders from new customers, value of pipeline created, conversion by stage, forecast against actual, and time for a new BDE to reach target. KRA full form shows how to lay these out, and the sales KPIs guide covers the measures.

In marketing, BDM can mean Business Decision Maker, the person in a company who approves a purchase, as opposed to the technical decision maker who evaluates it. In Australia, New Zealand and the United Kingdom, BDM is also short for the registry of Births, Deaths and Marriages. On a job portal or a visiting card in India, BDM means Business Development Manager.

BDM का फुल फॉर्म Business Development Manager (बिज़नेस डेवलपमेंट मैनेजर) है। BDM कंपनी के लिए नया बिज़नेस लाने की ज़िम्मेदारी संभालता है: कौन से ग्राहक और कौन से शहर टारगेट करने हैं यह तय करना, बड़ी डील खुद संभालना, BDE टीम को गाइड करना और महीने का टारगेट पूरा करना। आम तौर पर BDE के रूप में कुछ साल काम करने के बाद BDM बना जाता है।

A BDM lives in three views: the pipeline by stage and owner, the activity of each BDE, and the forecast. If those come from a CRM the team works in all day, the weekly review takes twenty minutes and is about deals, not about data. HelloGrowthCRM gives a small team that view with calling and WhatsApp built in. See sales CRM, lead management software and India pricing. Related: CRM full form.