Business Development Lead

Job Title: Business Development Lead

Location: Mumbai / India

Reporting to: Head of Sales, India

Employment: Full time/Permanent

Primary Job Purpose

This is a Team Leadership (60%) and Individual Contributor (40%) role responsible for driving the commercial success, market adoption, and launch and growth of the British Safety Councils Latest Health, Safety & Wellbeing Rating / Certification Program for Grade A / Grade B office occupiers.

The role will be accountable for contributing and executing the go-to-market strategy for the new product across multiple sales channels including direct enterprise sales, developers, property consultants (IPCs), facility management companies, industry associations, and strategic ecosystem partners.

The role holder will lead a team of Business Development Executives while personally contributing to revenue generation through hunting, pipeline development, and acquisition of strategic occupier accounts across IT, ITES, BFSI, MNCs, GCCs and other office-based sectors.

The role is expected to establish the new product as the leading Health, Safety & Wellbeing certification program for tenant-occupied workplaces and drive sustainable growth through both direct and indirect channels.

Brief Description of Tasks

Team Leadership & Market Development Responsibilities (60%)

• 1.Contribute and execute to the national go-to-market strategy for THE NEW SOLUTION, driving awareness, adoption, and revenue growth across target market segments.
• 2.Build and manage a high-performing sales team consisting of Business Development Executives, ensuring achievement of monthly, quarterly, and annual revenue targets.
• 3.Develop strategic partnerships with:

• Real Estate Developers
• International Property Consultants (IPCs)
• Facility Management Organizations
• Industry Bodies and Associations
• Workplace Consulting Firms
• Occupier Advisory Organizations

• to drive adoption of THE NEW SOLUTION across tenant portfolios.
• 4.Create channel sales programs that influence occupiers through landlords, developers, workplace consultants, and ecosystem partners.
• 5.Drive a Direct-to-Customer strategy expected to contribute approximately 60–70% of total team revenue.
• 6.Establish target account plans and segment-specific growth strategies across:

• Information Technology
• IT Enabled Services
• Banking, Financial Services & Insurance
• Global Capability Centers
• Large Multinational Corporations
• Corporate Headquarters

• 7.Monitor team pipeline health, forecast accuracy, conversion rates, and sales effectiveness through CRM and reporting systems.
• 8.Develop sales playbooks, outreach frameworks, account targeting methodologies, and value propositions aligned with THE NEW SOLUTIONs market positioning.
• 9.Collaborate with Marketing, Product, Delivery, and Technical teams to support lead generation campaigns, thought leadership initiatives, webinars, and market awareness programs.
• 10.Drive team discipline around CRM usage, sales processes, pipeline management, forecasting, and performance reviews.
• 11.Provide market intelligence, competitor analysis, customer feedback, and strategic recommendations to support product growth and market expansion.

Individual Contributor Responsibilities (40%)

12.Personally generate and close business opportunities from strategic occupier accounts.

13.Build and maintain relationships with senior decision-makers including:

• CHROs
• EHS Leaders
• Corporate Real Estate Heads
• Workplace Experience Leaders
• Facilities Heads
• Procurement Leaders
• Business Unit Heads

• 14.Hunt for new clients through direct outreach, networking, referrals, industry events, cold calling, and social selling.
• 15.Develop and maintain a healthy sales pipeline of qualified opportunities sufficient to achieve assigned revenue targets.
• 16.Conduct consultative sales engagements to understand customer challenges and position THE NEW SOLUTION as a solution for enhancing Health, Safety & Wellbeing performance.
• 17.Prepare and deliver high-impact presentations, proposals, commercial negotiations, and executive-level business cases.
• 18.Convert strategic lighthouse customers capable of influencing wider market adoption.
• 19.Provide accurate sales forecasts and opportunity updates through Salesforce CRM.
• 20.Represent the British Safety Council and THE NEW SOLUTION at conferences, networking events, and industry forums.

Health & Safety

To understand and carry out your own health and safety responsibilities in accordance with the management objective and to discuss your level of competence with your manager at least once a year

Person Specification

Essential

• 8–10 years of B2B sales experience
• Experience working in sales roles with/in Real Estate Developers, International Property Consultants (IPCs), Facilities Management.
• MBA or equivalent qualification
• Minimum 2–3 years of people leadership experience
• Proven track record of achieving and exceeding revenue targets
• Strong experience in new business acquisition and hunting
• Experience developing channel partnerships and indirect sales models
• Strong strategic thinking and GTM planning capability
• Excellent presentation, negotiation, and communication skills
• Experience using CRM platforms such as Salesforce

Desirable

• Experience building new market categories or launching new products
• Understanding of Health, Safety & Wellbeing frameworks
• Experience selling into GCCs, IT/ITES, BFSI, and MNC sectors

Behaviour Competence

• Entrepreneurial mindset
• Commercially astute
• Strategic thinker with strong execution focus
• Results-driven and target-oriented
• Strong leadership and coaching capability
• Influencing and stakeholder management skills