Business Development Manager

Job purpose

• To drive business development across Greater China, ensuring the achievement of agreed targets for exam entries, publication sales, and digital product adoption
• To set up and manage an authorised agent network in Mainland China.
• To lead and support Regional Development Executive (RDE) based in Hong Kong.
• To cultivate and strengthen key business relationships across ASEAN.
• To contribute to the expansion into new markets and the development of innovative products and services.
• To provide ABRSM management with actionable market intelligence that may significantly impact sales performance in the region.

Job context and scope

The Business Development Department plays a pivotal role in revenue growth, customer strategy formulation, cross-functional product development, stakeholder and customer engagement, and the execution of global sales and marketing initiatives.

Organisation

See separate organisation chart.

• Lead, mentor, and develop the Regional Development Executive(s), fostering a high-performance sales culture.
• Drive professional growth through structured coaching, training, and succession planning.

• Develop and implement innovative sales strategies to overcome market challenges, including leveraging technology to enhance efficiency.
• Continuously refine sales processes, challenge existing work practices, and introduce new methodologies to maximise team productivity.

• Implement clear performance, conduct and compliance standards for all agents, ensuring contracts, training and supervision minimise the risk of mis‑selling, fraud or reputational damage.
• Monitor agent performance and behaviours through regular reviews, audits and field visits, taking timely corrective action, including retraining, suspension or termination where required.
• Work closely with existing regional representatives and other field staff to coordinate territory coverage, avoid channel conflict and ensure consistent messaging and practice across all agents.
• Develop and maintain robust reporting, escalation and whistleblowing routes so concerns about agent behaviour are identified early and dealt with promptly.

• Own Greater China‘s sales and income targets across exams, publications, sponsor ships, and other revenue streams.
• Drive revenue growth by optimising existing accounts and expanding into new customer segments, proactively identifying and executing high-impact strategies.
• Act with a high degree of autonomy, leveraging deep market intelligence to inform decision-making and ensure sustained business success.

• Play a key role in shaping annual sales forecasts and revenue targets for Greater China, ensuring alignment with business objectives.
• Lead the development of annual pricing strategies, balancing market competitiveness with profitability.

• Conduct in-depth commercial evaluations of new market opportunities, influencing strategic product launches in emerging markets.
• Leverage deep product knowledge to contribute meaningfully to business case development at all stages.

• Manage Greater China’s sales operating budget, ensuring efficient allocation of resources and ROI-driven decision-making.
• Implement financial controls and performance metrics to optimise cost-effectiveness and revenue impact.

• Ensure full market coverage across all geographical areas and customer segments, optimising resource deployment.
• Establish and maintain high‑value relationships with key clients, industry stakeholders, and strategic partners.

• Utilise advanced analytics and data visualisation to inform sales strategies and executive reporting.
• Present well‑structured, insight‑driven reports tailored for senior leadership and stakeholders.

• Represent the…