Business Development Associates – 3

KEY RESPONSIBILITIES

1. Lead Generation & Prospecting

The BDA is the primary lead generation engine and is responsible for building a consistent, high-quality pipeline of potential clients across target industries.

▸  Research and identify prospective client companies across target sectors (FMCG, Manufacturing, Healthcare, IT, Real Estate, Education, Infrastructure, Logistics, and more).

▸  Build comprehensive prospect lists using LinkedIn, company databases, industry directories, job portals, news sources, and company websites.

▸  Identify key decision-makers — CHROs, HRDs, COOs, CEOs, Admin Heads — and gather accurate contact details for outreach.

▸  Execute daily outbound prospecting activities: cold calls, cold emails, LinkedIn connection requests and messages, and WhatsApp outreach.

▸  Participate in and leverage industry events, business forums, HR conclaves, and trade exhibitions to generate leads in person.

▸  Track and manage all leads in the CRM (Customer Relationship Management) system with accurate data, follow-up notes, and status updates.

▸  Achieve a minimum daily outreach target as set by the BDM — typically 25–40 prospecting touchpoints per day across channels.

1. Client Qualification & First Contact

Not every lead is a good fit. The BDA is responsible for qualifying prospects and ensuring only high-potential opportunities are advanced to the BDM.

▸  Conduct initial telephonic or video-based discovery calls with prospects to understand their organisation size, hiring volumes, current recruitment challenges, and budget.

▸  Apply a structured qualification framework (BANT — Budget, Authority, Need, Timeline) to assess lead quality and readiness.

▸  Prepare a concise lead qualification summary for each prospect and present it to the BDM for review and prioritisation.

▸  Handle initial objections confidently (e.g., “We have an internal team”, “We already work with another agency”) using prepared responses and value-based messaging.

▸  Understand client hiring pain points deeply enough to customise Tribe21’s pitch for each prospect’s specific context.

▸  Schedule qualified discovery meetings, demos, or proposal discussions between the BDM / Director and the prospect.

1. Sales Support & Proposal Coordination

The BDA plays a vital supporting role in advancing opportunities from qualified lead to closed deal, working closely with the BDM.

▸  Assist the BDM in preparing customised pitch decks, service proposals, and capability presentations for client meetings.

▸  Compile background research on prospect companies prior to meetings — business overview, recent news, HR challenges, competitor analysis, and key decision-maker profiles.

▸  Coordinate meeting logistics: scheduling, calendar invites, venue/virtual link setup, and follow-up reminders.

▸  Draft and send post-meeting follow-up emails with meeting summaries, next steps, and relevant collateral.

▸  Track proposal status and follow up with prospects on outstanding proposals at agreed intervals.

▸  Assist in the preparation and review of engagement agreements, fee schedules, and client onboarding documentation.

▸  Maintain an updated deal tracker with pipeline stage, estimated closure date, probability, and next action for each opportunity.

1. Client Relationship & Account Support

Beyond acquisition, the BDA contributes to early-stage relationship management and ensures smooth client onboarding.

▸  Act as a point of contact for new and early-stage clients, ensuring their experience from the first mandate is seamless and positive.

▸  Liaise with the recruitment delivery team to communicate client requirements accurately and ensure timely fulfilment.

▸  Collect client feedback after initial mandates and relay it to the BDM and delivery team for continuous service improvement.

▸  Identify cross-sell and upsell opportunities within existing client accounts (e.g., additional mandates, training services, market research).

▸  Support the BDM in managing contract renewals and re-engagement of dormant clients.

1. Market Research & Competitive Intelligence

The BDA is expected to continuously scan the market and bring intelligence that sharpens Tribe21’s competitive positioning.

▸  Conduct ongoing research on target industries: growth trends, top employers, mass hiring events, new company entries, and expansion plans.

▸  Monitor competitor recruitment agencies — their service offerings, pricing models, key clients, and digital presence.

▸  Track job postings on platforms like Naukri, LinkedIn, Indeed, and Shine to identify companies with active hiring needs and approach them proactively.

▸  Compile and present a weekly market intelligence brief to the BDM covering new leads discovered, market trends, and competitor activity.

▸  Identify and suggest new service verticals, geographies, or industry segments where Tribe21 can expand its reach.

1. Digital Outreach & Social Selling

In today’s landscape, effective business development requires a strong digital presence and social selling capability.

▸  Maintain and optimise a professional LinkedIn profile aligned with Tribe21’s brand; actively build a network of HR professionals, business owners, and industry leaders.

▸  Engage with prospects’ content on LinkedIn (likes, comments, shares) to build visibility and warm up cold leads before outreach.

▸  Collaborate with the Digital Media Specialist to amplify Tribe21’s brand content and generate inbound business enquiries.

▸  Draft LinkedIn InMail messages, email sequences, and WhatsApp scripts for prospecting campaigns approved by the BDM.

▸  Monitor and respond to inbound digital enquiries received through the website, social media, and email within defined SLA timeframes.