The Role of a Business Development Representative

There are approximately 33.1 million small businesses in the country, according to 2023 data from the U.S. Small Business Administration. And the U.S. Chamber of Commerce reports that applications for new businesses grew to about 5.5 million in 2023. With so many entrepreneurs entering the marketplace, an increasing number of business development representatives are needed to identify and expand new business opportunities.

While their titles are similar and some of their duties overlap, these professionals are different from sales representatives. Business development is part of the sales process, but it’s more focused on generating new leads than closing sales. Business development professionals are in demand as companies seek to expand their customer base.

Aspiring business development representatives can get started by earning a bachelor’s degree and gaining relevant training. The right bachelor’s program can provide the fundamental tools and knowledge needed to conduct market research, understand the relationship between sales and marketing and interact with prospects.

Business Development Representative Job Responsibilities

The specific duties of business development representatives can vary by industry and the needs of the individual company. Their basic duties are to act as liaisons between the company and certain clients and to proactively seek new business relationships. Their more detailed day-to-day responsibilities include the following:

Conducting market research on trends, competitors, their customer base and product development
Developing marketing strategies
Identifying clients’ needs
Establishing long-term client relationships
Emailing and cold calling potential clients
Collaborating with sales and marketing teams to classify prospective clients
Making presentations to potential clients
Scheduling in-person and teleconferenced meetings with new and current clients
Organizing and maintaining confidential client information
Keeping abreast of new technologies and lead generation methods

Desired Skills

Working in this field requires effective communication, collaboration, leadership and decision-making skills. Analytical abilities may be needed as well for reviewing sales performance metrics and related reports.

Technical skills are also vital to success in this position, so business development professionals should have some degree of technical expertise. For example, being adept at customer relationship management systems (e.g., Salesforce) and spreadsheet software (e.g., Microsoft Excel) are typical requirements.

Work Environments

As of May 2023, there are 1,681,400 sales representative careers, according to the U.S. Bureau of Labor Statistics (BLS). This category encompasses business development representatives.

The industry category that employs the largest number of these professionals are merchants and wholesalers (42%). Other employers are in categories that include manufacturing (18%); professional, scientific and technical services (12%); and wholesale trade agents and brokers (10%).

Most representatives work full time in offices, but many have hybrid work schedules. Their travel depends on the needs of their employer, but it will likely be common when seeking new business opportunities. These professionals usually attend networking events, conferences and other business events. Long hours and after-work meetings are common, so time management is key to balancing their work and personal lives.

Education and Experience Requirements

Education and experience requirements for business development representatives vary by employer and industry. However, most business representatives hold a bachelor’s degree and have some related experience. Communication, marketing and business are common fields of study to prepare for this role. Relevant coursework includes public speaking, business ethics, business management and research methods.

After graduation, prospective representatives can gain experience by working in customer service, marketing, or sales roles. These positions can teach them how to identify leads, negotiate, make presentations and build client relationships.

Certification

Professional certification is a continuing education option that can help representatives stand out and may lead to more job opportunities. The American Institute for Business Management and Communication (AIBMC) is one organization that offers certification programs; it awards a certified business consultant (CBC) and a certified business development manager (CBDM) credential.

Business Development Representative Job Outlook

Business development representatives are classified as sales representatives in the BLS’s Occupational Outlook Handbook. They are projected to have 149,900 openings every year between 2023 and 2033.

Technology is a factor in employment opportunities; as innovations occur, business professionals may need to expand their skill set or complete continuing education courses to keep up with trends and qualify for new jobs.

Earn a Bachelor’s Degree to Begin Working in Business Development

Pursuing a role as a business development representative often begins by earning an appropriate degree. Completing a bachelor’s degree program can help shape a student’s leadership, management, communication and problem-solving skills. Over time, these qualities can lead to a business development managerial position.

App State Online offers a Bachelor of Science in Organizational Leadership and Learning program for individuals who want to enhance their leadership skills. Through eight-week courses, students gain valuable real-world experience that they can apply in business development positions. This program is project-based to fit the needs of each student.

Learn more about how App State Online can prepare you for a role in business development.

Sources:

American Institute for Business Management and Communication

Indeed, “What Is a Business Development Representative? (With Skills)”

U.S. Bureau of Labor Statistics, Wholesale and Manufacturing Sales Representatives

U.S. Chamber of Commerce, Map: New Business Applications Surge Across the Country

U.S. Small Business Administration, Frequently Asked Questions About Small Business, 2023

Workable, Business Development Representative Job Description

Zendesk, “What Does a Business Development Representative (BDR) Do?”

Zippia, “What Is a Business Development Representative and How to Become One”