Play a key role in expanding the company’s international presence through the Cross-Border Centre (CBC) by identifying, developing, and converting new business opportunities across international markets.
The role is responsible for researching target markets, generating and qualifying leads, developing relationships with potential clients and partners, and turning market opportunities into sustainable business. The position will work closely with the Marketing and internal teams to improve lead generation, conversion, and overall business development results.
Key Responsibilities
1. Market Research & Opportunity Development
- Conduct market research to identify new countries, industries, client segments, and business opportunities aligned with the company’s services.
- Monitor market trends, competitor activities, regulatory developments, and customer needs.
- Identify gaps and opportunities that can be converted into qualified business leads.
- Build and maintain a pipeline of target companies, potential clients, referral sources, and strategic partners.
- Recommend priority markets and sectors based on commercial potential and business fit.
2. Lead Generation & Business Development
- Proactively identify, approach, and qualify potential international clients and business partners.
- Develop effective outreach strategies through email, LinkedIn, referrals, networking, events, and other relevant channels.
- Manage leads from initial contact through qualification, follow-up, proposal, negotiation, and conversion.
- Understand client requirements and coordinate internally to develop suitable solutions.
- Maintain consistent follow-up to maximize conversion opportunities and avoid lead drop-off.
- Negotiate commercial terms and support the closing of deals in line with company objectives.
3. Cross-Border Business Development
- Identify opportunities where the company can provide cross-border solutions and services.
- Coordinate with international offices, partners, legal, operations, and other relevant teams to assess and develop opportunities.
- Ensure a smooth handover from business development to the relevant operational teams once a deal is secured.
- Build a reliable network of international partners and referral channels to support business growth.
4. Client & Partner Relationship Management
- Develop and maintain strong, professional relationships with prospective and existing clients.
- Act as a key point of contact during the business development and onboarding stages.
- Understand client challenges and identify opportunities for additional services or long-term cooperation.
- Maintain regular communication with strategic partners and referral sources to generate recurring opportunities.
5. Marketing Collaboration & Lead Conversion
- Work closely with the Marketing team to identify target markets, industries, and audiences for lead-generation campaigns.
- Provide Marketing with market insights, client feedback, and information on high-performing segments.
- Support the development and optimization of campaigns, content, and outreach activities based on actual market response.
- Track the quality and conversion of marketing-generated leads and recommend improvements.
- Explore new channels and approaches to increase the number of qualified international leads.
6. Reporting, CRM & Pipeline Management
- Maintain accurate and up-to-date records of leads, opportunities, contacts, meetings, proposals, and deals in the company’s ERP/CRM system.
- Prepare regular business development reports covering pipeline value, lead sources, conversion rates, activities, and market performance.
- Track opportunities against agreed targets and take corrective action where required.
- Provide management with clear insights into market potential, challenges, and growth opportunities.
7. Strategic Planning
- Contribute to the development and implementation of the company’s international business development strategy.
- Support the identification of new markets, service opportunities, and strategic partnerships.
- Develop market-entry recommendations based on commercial potential, competition, risks, and available resources.
- Continuously assess the effectiveness of existing business development channels and recommend improvements.
8. Compliance & Risk Management
- Ensure that business development activities are aligned with applicable local and international regulations and company policies.
- Identify potential commercial, operational, legal, and reputational risks before progressing opportunities.
- Coordinate with relevant internal teams to conduct appropriate due diligence on potential clients and partners.
- Balance commercial opportunities with the company’s risk appetite and operational capabilities.
Key Performance Indicators (KPIs)
The role should be measured not only by activity, but by actual business results, including:
- Number of qualified international leads generated.
- Lead-to-opportunity and opportunity-to-client conversion rates.
- Value of the business development pipeline.
- Revenue generated from new international clients.
- Number of new markets/industries developed.
- Number and quality of strategic partnerships established.
- Response and follow-up time for new leads.
- Client retention and repeat business opportunities.
- ROI and conversion performance of Marketing-generated leads.
- Accuracy and timeliness of CRM/ERP updates and reporting.
Candidate Profile
- Bachelor’s degree in Business Administration, Marketing, International Business, or a related field.
- 3–7 years of experience in Business Development, Sales, International Business, B2B Sales, or a similar role.
- Experience dealing with international clients and cross-border business is highly preferred.
- Strong lead-generation, negotiation, presentation, and relationship-management skills.
- Commercially minded with the ability to identify opportunities rather than simply respond to incoming leads.
- Strong research and analytical skills with the ability to turn market information into actionable business opportunities.
- Comfortable working with targets, pipelines, CRM/ERP systems, and performance reporting.
- Excellent English communication skills; additional languages are an advantage.
- Self-driven, proactive, persistent, and comfortable working independently across different markets and time zones.