Business Development Manager

Job title

Business Development Manager

Location

Regional - South West Patch

Division

Commercial

Reporting to

Head of Sales

Job Purpose

The Business Development Manager (BDM) is responsible for driving growth and market penetration of Latent Defects Insurance (LDI) and associated products and services within a particular geographical region. This role focuses on generating new business via relationships with a wide range of interested parties including developers, contractors, housing associations and construction professionals.

Key Responsibilities:

Market Development/Strategy

• Develop and execute regional growth strategies aligned with company objectives. Eg developers, builders, and housing associations and strategic partners
• Identify and target new business opportunities across defined segments within residential, commercial, and mixed-use developments.
• Have a clear engagement plan and rhythm, that ensures engagement both externally and internally up to and including account plans for key relationships.   

Client Engagement

• Using your defined plans, build meaningful relationships across identified target clients. (Across LABC network if relevant)
• Develop comprehensive stakeholder maps, utilising your own identified relationships. Also engaging internal stakeholders to broaden our relationships and influence with partners.
• Demonstrate/identify understanding of clients challenges both practically and strategically. Therefore devising with the help of the business, a compelling proposition for our clients.
• Comprehensive understanding of clients pipelines to help maximise opportunities for growth and planning within the business. 
• Act as a trusted advisor, being the key contact for the business with agreed accounts.

Internal Engagement

• Develop and regularly maintain comprehensive sales data and management information using the company pipeline tool.
• Communicate effectively sales performance, forecasts and ongoing activity to ensure other colleagues are engaged and supporting accordingly. 
• Collaborate with key internal functions ensuring we are making us easy to do business with from a client perspective.
• Act as the primary contact for our regional clients ensuring the business the business is aligned to the correct client and business outcomes e.g. debt collection, certificate issuance etc.
• Work closely with Sales Support to ensure clear expectations and workloads are set. Therefore maximising client engagement and positive outcomes.

Product & Technical Knowledge

• Maintain deep understanding of all IDI products, including coverage terms, technical requirements, and underwriting criteria.
• Maintain a deep understanding of our additional services e.g. Building Control, Training.  Having a clear understanding and ability to present to client the benefits that these proposition can provide. 
• Provide feedback to proposition development team to enhance offerings and competitiveness

Targets

• Meet and where possible exceed the yearly targets for all products and services
• Ensure the pipeline is used to show the route path to targets being achieved.
• Working with other departments e.g. Strategic Sales to ensure alignment of targets and engagement     

Skills & Experience

• Proven experience in business development or sales within financial services, insurance, construction, or property sectors
• Proven strategic and planning capability that translates into business productivity
• Comprehensive data-driven mindset that allows for consistent planning and effort
• Excellent communication, negotiation, and relationship-building skills
• Successful stakeholder management skills across complex organisations

Qualifications and Educational Requirements:

• Bachelor's degree in Business, Marketing, or a related field (preferred)
• Professional certifications in sales, business development, or financial services (desirable)
• Evidence of continued professional development in strategic planning or stakeholder engagement

Personal Attributes

• Commercially astute – understands market dynamics and business drivers
• Strategic thinker – able to see the bigger picture and plan accordingly
• Proactive and self-motivated – takes initiative and drives activity without constant direction
• Relationship-focused – builds trust and rapport with clients and colleagues
• Resilient and adaptable – remains effective under pressure and adjusts to changing priorities
• Collaborative – works well across teams and departments to achieve shared goals
• Detail-oriented – ensures accuracy in planning, reporting, and client engagement
• Credible and professional – presents confidently and maintains high standards
• Customer-centric – prioritises client needs and delivers value
• Analytical mindset – uses data and insight to inform decisions and strategies
• Effective communicator – clear, persuasive, and engaging in both written and verbal formats
• Results-driven – focused on achieving targets and delivering measurable outcomes