4 qualities companies seek in a business development lead


The rapid rise of e-commerce, digitalisation and professional services has seen the role of a business development lead or manager evolve. While the core responsibility of securing business opportunities has remained unchanged, companies today are looking for business development leads who understand that it’s not just about making the immediate deal, it’s about the long-term.

“Employers today are seeking sales professionals who are not just looking at their numbers each month,” says Rakchanok Tiwa, Manager, Sales and Marketing (B2B), Robert Walters Thailand. “They want people who think about sustainability as B2B deals are often not one-off deals and after-sales service and follow-ups are often key to building a strong relationship.” 

Rakchanok further shares four traits many hiring managers are looking out for in their business development leads.

1) Strategic and proactive mindset

With the markets continually evolving in this era of rapid technological advancements, employers recognise that it’s key for their business development leads to be constantly on the lookout for new commercial and business opportunities. These professionals keep themselves updated on the latest market trends and develop a strong pipeline that will consistently ensure results.

“Drive and proactivity are two qualities employers often look out for,” Rakchanok reveals. “It’s easy for clients and customers to seek out other options today, and that is why employers want salespeople who are able to seek out new businesses while cross-selling and up-selling to grow their existing accounts.”

2) A flexible, client-focused approach

As the sales process becomes increasingly digitalised, it is important for the business development manager to do more than just sell a product or service to keep clients coming back. They need to think of themselves as a partner who helps clients achieve their business goals through lasting solutions – not just a one-time quick-fix vendor. 

For jobseekers looking for a business development role, Rakchanok encourages them to concrete examples of how they’ve worked closely with their customers in the past to understand and overcome their challenges. She shares, “Businesses understand that its often a good relationship that keep customers and clients coming back and this is why they are looking for salespeople who can nurture these connections.”  

3) Ability to leverage marketing

In addition to the traditional methods of networking, emailing, cold-calling and referrals, companies are also seeking business development leads who know how to work with marketing to generate a steady stream of inbound leads that are easy to convert.  

“It’s about building a long-term pipeline and salespeople who can work closely with marketing to achieve this are highly valued. Showcase how you’ve collaborated with your marketing teams or leveraged the latest digital marketing tools to drive sales,” encourages Rakchanok. “This ability to integrate both sales and marketing will help you truly stand out from other candidates.” 

4) Entrepreneurial spirit

With local companies looking to expand and international companies entering Thailand, the market is more competitive than ever. To ensure they stay ahead of the market, companies are looking for business development leads who will take ownership of their work and invest time and effort in driving the business ahead.

“This is likely the most important trait companies are looking out for,” Rakchanok reveals. “Ambitious and entrepreneurial salespeople will look at all the resources they have and creatively find various ways of optimising them to drive results. Companies recognise that these are the kind of people they need to help their business reach new heights.” 

Positioning yourself in the best light

If you’re looking for your next business development role, be sure to highlight the above qualities in your CV and interview. Hiring managers expect their business development leads to be able to clearly articulate achievements – and this starts right from the interview. 

The main measure of a salesperson’s success is their sales and revenue against their targets, and demonstrating how you have been able to consistently deliver good results for both you and your team will be essential to impressing your employers.

Work with a strong recruitment consultant to get the support you need to land your next business development role. A good consultant will be able to help you identify suitable roles, help your CV stand out, and prepare you for the interview so you stand out from the competition. 

To learn more about opportunities for business development manager roles in Thailand, contact Rakchanok Tiwa, Manager, Sales and Marketing (B2B), Robert Walters Thailand today at Rakchanok.Tiwa@RobertWalters.co.th or +66 344 3432 for an in-depth consultation. 


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