What is a BDM?
A Business Development Manager builds long-term relationships with multiple people and companies. They are responsible for bringing new customers on board which in turn increases the revenue for the company that they represent.
Traditionally, a BDM was the first point of contact for a new client (think telemarketing, door knocking Salesmen) but fast forward 30 years and the role of a Sales Professional has dramatically changed. Face to face engagement (in person) and phone calls still play an important role throughout the customer relationship in many industries, but it’s no longer a critical factor for prospective customers when deciding whether or not to engage with your business.
Now we can find almost everything we need online to help us buy (product comparisons, pricing, peer reviews). So a Business Development Manager’s role is becoming less relied upon for education and more about being available to help customers navigate through all of it. An effective BDM weaves in and out of the customer experience so as to be available for the prospective customer when it suits them. They are still very much at the front of the bus, but more of a tour guide rather than a conductor.
Why did we open our doors?
In mid-2019, Founder Kirsten moved with her family away from the hustle and bustle of Sydney to picturesque Orange in central western NSW. We all know that work-life balance is important. Orange has an abundance of local fresh produce, award winning high altitude wines and a thriving cultural scene wrapped around it - all major draw cards for young families to move regionally.
Autumn in the city provides streets filled with vibrant reds, yellows and oranges and is a great time to visit; or consider a tree-change as the case was. We all know that being immersed in beautiful scenery and fresh country air clears the mind, and it was no different for Kirsten - she started to envisage running her own business.
Looking around, it was clear that the region relied heavily on small business. Small businesses, however, don’t necessarily need a full time Sales Professional … What if a Sales Professional could represent not one, but a number of companies? If you’ve met Kirsten, then you’ll know that she likes variety, so this was an exciting prospect.
With almost 15 years sales experience under her belt, she started to think about the people she’d met along the way. EA’s, CEO’s, CFO’s, HR Managers, Office Managers. Most of the smaller companies seemed to hire for these positions before considering a full time Sales Professional as their Founder/Owner was assuming the role themselves. But why? Here is the gap in the market that BDM by the hour is filling. Allowing small businesses to outsource professional sales help without having to commit to hiring a Sales Professional full-time.
Meet the Founder
Kirsten holds a double-degree from West Virginia University, USA, where she studied Sport Management and International Business, graduating with honours. While studying she represented the university in NCAA Division 1 Rowing. She is driven and ambitious.
For almost nine years Kirsten worked her way up the sales and leadership ranks of Flight Centre, was consistently in the top 50 BDM’s globally and hit the peak of her career with the company in 2015 being named #1 BDM in Australia.
If you are interested in talking to Kirsten, email here.