Business Development Manager

About The Role The Business Development Manager will lead and scale an established BDR team, bringing structure, consistency, and accountability to the top of the sales funnel. This role is responsible for defining what “good” looks like, enforcing standards, and ensuring the team consistently delivers high-quality, qualified RFPs that convert to revenue. Key Responsibilities Team Leadership and Accountability Lead, coach, and develop a team of BDRs with clear expectations and consistent oversight Establish and reinforce standards for activity, qualification, and data integrity Hold the team accountable to KPIs including RFP volume, quality, and conversion readiness Conduct regular 1:1s focused on performance, skill development, and problem solving Identify performance gaps quickly and take corrective action Define and Enforce “What Good Looks Like” Own and refine the definition of a qualified lead and RFP Ensure every opportunity includes clear event fundamentals, real need, and viable expo potential Identify and eliminate low-quality leads that are not actionable Reinforce strong discovery habits and effective questioning across the team Pipeline Quality and Process Execution Oversee the full lead lifecycle: sourcing → qualification → handoff to NSMs Ensure clean, consistent, and accurate data entry in Salesforce Improve quality and consistency of BDR-to-NSM handoffs Partner with Sales to ensure alignment on what constitutes a viable opportunity Continuously evaluate and improve conversion from lead to qualified RFP Operational Excellence Drive disciplined use of Salesforce, ZoomInfo, and other prospecting tools Monitor reporting and dashboards to track performance and identify trends Ensure processes are followed consistently across the team Identify breakdowns in workflow and implement solutions to improve efficiency #J-18808-Ljbffr Alliance Nationwide Exposition