Business Development Manager

Job highlights

• Experience with US IT staffing models (C2C, W2, 1099), knowledge of visa categories (H1B, OPT/CPT), and proficiency in CRM/ATS tools like Bullhorn
• Generate and convert business leads, manage client relationships, coordinate with recruitment teams, negotiate bill rates, and handle compliance and VMS portals

Role & responsibilities

Client Acquisition & Business Growth

• Identify and generate new business leads through cold calling, networking, LinkedIn, job portals, and referrals
• Build a strong pipeline of prospective clients (direct clients, implementation partners, vendors)
• Convert leads into signed MSAs (Master Service Agreements) / contracts

Relationship Management

• Maintain and grow relationships with existing clients to ensure repeat business
• Act as the primary point of contact between the client and the recruitment/delivery team
• Handle escalations and ensure client satisfaction (SLA adherence)

Market Research & Strategy

• Track industry trends, competitor activity, and market rates
• Identify target industries/sectors for staffing services
• Develop pricing strategies, markup/bill rate negotiations

Coordination with Delivery Team

• Share job requirements with the recruitment team and ensure timely submissions
• Follow up on submittals, interviews, and closures
• Ensure quality delivery to maintain client trust
• Target Indian companies (IT/non-IT) for contract, contract-to-hire, or permanent staffing
• Understand local compliance (PF, ESI, labor laws)
• Work closely with HR/TA heads of client companies
• Often involves shorter sales cycles, lower bill rates, high volume hiring (BFSI, IT, ITES, manufacturing)
• Regional language/relationship-based selling is often important
• Work with US-based clients, Tier 1 vendors, Implementation Partners, and System Integrators (Infosys, TCS, Cognizant, etc.)
• Handle Corp-to-Corp (C2C), W2, and 1099 engagement models
• Understand Visa categories (H1B, OPT/CPT, GC, USC, TN) since this impacts placement eligibility
• Negotiate bill rates/pay rates and markup with vendors
• Work in US time zones (night shifts in India) to align with client hours
• Build relationships with Tier 1/Tier 2 vendors and get added to their preferred vendor list
• Stay updated on Tax terms (W2/C2C/1099) and background check/compliance requirements
• Often requires managing VMS (Vendor Management System) portals like Fieldglass, Beeline, IQNavigator

Preferred candidate profile

• Strong communication & negotiation
• CRM/ATS tools (Bullhorn, Ceipal, JobDiva, etc.)
• Understanding of staffing models (C2H, C2C, FTE, RPO)
• Networking (LinkedIn Sales Navigator, Zoominfo)
• Target-driven mindset