| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Senior management |
| Reports to | Chief Executive Officer |
| Direct reports | Business Development Manager, Business Development Executive |
| Experience | 12+ years in sales or business development with leadership experience |
Head of Business Development job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Head of Business Development
Department: Sales and Business Development
Reports to: Chief Executive Officer
Location: [City], [office, branch or site]
About the role
A Head of Business Development leads the pursuit of new business, new markets and strategic partnerships that grow the company beyond its existing accounts. They set the growth agenda, build a pipeline of new opportunities, negotiate large deals and open new segments or geographies. A strong head of business development brings in new revenue streams, builds partnerships that last and shapes where the company grows next. The role reports to the CEO, Managing Director or Vice President and leads business development managers and executives.
Key responsibilities
- Set the business development strategy for new markets, segments and partnerships.
- Build and manage a pipeline of new business opportunities worth pursuing.
- Identify, evaluate and open new market segments and geographies for growth.
- Negotiate and close large or strategic deals and partnership agreements.
- Build relationships with prospective clients, partners and industry stakeholders.
- Lead the business development team on targets, pipeline and deal quality.
- Work with product and delivery teams to shape offers for new opportunities.
- Track competitor moves and market trends to find openings early.
- Own the new business revenue target and report progress to leadership.
- Build proposals, business cases and go to market plans for new bets.
Requirements
- Graduate in business, commerce or engineering
- MBA in marketing, strategy or business is common
- Strong record of winning new business and partnerships
- 12+ years in sales or business development with leadership experience
KRAs and KPIs for a Head of Business Development
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| New revenue | New business revenue meets the assigned annual target |
| Pipeline | Qualified pipeline maintained at the agreed multiple of target |
| New markets | New segments or geographies opened as per the growth plan |
| Partnerships | Strategic partnerships signed and activated each year |
| Win rate | Win rate on pursued opportunities kept above the agreed level |
| Team performance | Business development team meeting pipeline and closure targets |
Skills and tools
Tools used day to day: CRM platform, Pipeline dashboards, LinkedIn Sales Navigator, MS Excel, Proposal tools.
Reporting line and career path
Next roles: Vice President Sales, Chief Business Officer, Business Head
Interview questions for a Head of Business Development
- How do you decide which new markets or segments are worth entering?
- How do you build a pipeline of new business from scratch?
- How do you structure a strategic partnership that lasts?
- How do you qualify a large opportunity before committing resources?
- How do you balance new business with the effort it takes to close?
- Tell me about the biggest new deal or market you opened.
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What does a head of business development do?
A head of business development leads the pursuit of new business, new markets and strategic partnerships. They set the growth strategy, build a pipeline of new opportunities, negotiate large deals and open new segments or geographies. They lead the business development team and own the new revenue target, shaping where the company grows next.
What is the difference between business development and sales?
Sales focuses on closing deals and hitting targets, usually with defined products and existing markets. Business development focuses on creating new opportunities: new markets, segments, partnerships and offers that sales can then convert. Business development is more strategic and long term, while sales is more about consistent, repeatable closing. The two work closely together.
What skills does a head of business development need?
They need strategic thinking to spot opportunities, strong negotiation to close large and partnership deals, and relationship skills to build trust with clients and partners. Pipeline management, market analysis and the ability to write compelling proposals matter too. Leadership is essential, since they guide a team and influence product and delivery decisions.