Job Description

Job Title: Business Development Lead

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Location: Mumbai / India

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Reporting to: Head of Sales, India

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Employment: Full time/Permanent

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Primary Job Purpose

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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 Council's Latest Health, Safety & Wellbeing Rating / Certification Program for Grade A / Grade B office occupiers.

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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.

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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.

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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.

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Brief Description of Tasks

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Team Leadership & Market Development Responsibilities (60%)

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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.

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2.Build and manage a high-performing sales team consisting of Business Development Executives, ensuring achievement of monthly, quarterly, and annual revenue targets.

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3.Develop strategic partnerships with:

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- Real Estate Developers
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- International Property Consultants (IPCs)
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- Facility Management Organizations
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- Industry Bodies and Associations
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- Workplace Consulting Firms
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- Occupier Advisory Organizations
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to drive adoption of THE NEW SOLUTION across tenant portfolios.

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4.Create channel sales programs that influence occupiers through landlords, developers, workplace consultants,



and ecosystem partners.

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5.Drive a Direct-to-Customer strategy expected to contribute approximately 60–70% of total team revenue.

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6.Establish target account plans and segment-specific growth strategies across:

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- Information Technology
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- IT Enabled Services
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- Banking, Financial Services & Insurance
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- Global Capability Centers
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- Large Multinational Corporations
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- Corporate Headquarters
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7.Monitor team pipeline health, forecast accuracy, conversion rates, and sales effectiveness through CRM and reporting systems.

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8.Develop sales playbooks, outreach frameworks, account targeting methodologies, and value propositions aligned with THE NEW SOLUTION's market positioning.

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9.Collaborate with Marketing, Product, Delivery, and Technical teams to support lead generation campaigns, thought leadership initiatives, webinars, and market awareness programs.

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10.Drive team discipline around CRM usage, sales processes, pipeline management, forecasting, and performance reviews.

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11.Provide market intelligence, competitor analysis, customer feedback, and strategic recommendations to support product growth and market expansion.

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Individual Contributor Responsibilities (40%)

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

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

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- CHROs
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- EHS Leaders
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- Corporate Real Estate Heads
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- Workplace Experience Leaders
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- Facilities Heads
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- Procurement Leaders
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- Business Unit Heads
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14.Hunt for new clients through direct outreach, networking, referrals, industry events, cold calling, and social selling.

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15.Develop and maintain a healthy sales pipeline of qualified opportunities sufficient to achieve assigned revenue targets.

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16.Conduct consultative sales engagements to understand customer challenges and position THE NEW SOLUTION as a solution for enhancing Health, Safety & Wellbeing performance.

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17.Prepare and deliver high-impact presentations, proposals, commercial negotiations, and executive-level business cases.

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18.Convert strategic lighthouse customers capable of influencing wider market adoption.

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19.Provide accurate sales forecasts and opportunity updates through Salesforce CRM.

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20.Represent the British Safety Council and THE NEW SOLUTION at conferences, networking events, and industry forums.

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Health & Safety

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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

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Person Specification

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Essential

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

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

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- Entrepreneurial mindset
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- Commercially astute
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- Strategic thinker with strong execution focus
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- Results-driven and target-oriented
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- Strong leadership and coaching capability
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- Influencing and stakeholder management skills
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📌 Business Development Lead (Mumbai)
🏢 British Safety Council India
📍 Mumbai