Score Card and KPIs
Business Development Manager
1. Mission for the role
Primary Goal:
Build strong relationships with hotel corporate offices, procurement companies and interior designers to generate new business opportunities and represent Kevala at tradeshows to secure deals that contribute to the company's revenue targets.
Success Definition:
Expand Kevala's client base through proactive engagement, consistently close high-value deals, and maintain a steady pipeline of qualified opportunities.
2. Key Outcomes (Deliverables)
Relationship Building:
- Conduct regular face-to-face meetings with hotel corporate offices, interior designers, and procurement companies to build trust and identify opportunities.
- Engage with designers and key decision-makers to align Kevala's offerings with client needs.
Trade Show Representation:
- Represent Kevala professionally at all approved tradeshows and seminars.
- Capture leads, build connections, and ensure follow-up within 48 hours.
Pipeline Growth:
- Add 10-15 new qualified opportunities per month to the pipeline, focusing on high-value projects with corporate hotel clients.
Revenue Contribution:
- Close $200k-$400k in new deals per quarter, contributing to the company's overall sales targets.
Market Insights:
- Research market trends, competitor activities, and client needs to provide actionable insights for refining Kevala's offerings.
3. Competencies
Core Competencies:
- Relationship Building: Skilled at developing trust and rapport with clients and stakeholders.
- Sales and Negotiation: Confident in negotiating and closing deals with high-value clients.
- Communication Skills: Professional and articulate in verbal and written communication.
- Proactivity: Anticipates client needs and takes initiative to create opportunities.
- Industry Knowledge: Understands the luxury hotel and procurement space, including client pinpoints and project lifecycles.
- Cultural Fit: Embodies Kevala's values of quality, professionalism, and long-term relationship building. Collaborative and aligned with the company's strategic goals.
- Motivations: Driven to create and nurture business opportunities. Passionate about representing a high-quality brand at the forefront of luxury design.
4. Metrics and KPls
Metric: New opportunities added to pipeline
Target: 10+/month
Stretch Goal: 20+ leads/month
Metric: Revenue closed from deals
Target: $200k+/quarter
Stretch Goal: $500k+/quarter
Metric: Leads captured at events
Target: 20+ leads/event
Stretch Goa: 40+ leads/event
Metric: Follow-up with leads
Target: 100% within 48 hours
Stretch Goal: Follow-up within 24 hours
Metric: Conduct regular meetings with hotel corporate offices
Target: 2-4/month
Stretch Goal: 6+ meetings/month
Metric: Retain and nurture relationships with existing clients
Target: 90% + retention
Stretch Goal: 95% + retention
Metric: Insights shared with leadership
Target: 1 report / week
5. Success Criteria
Pipeline and Revenue:
- Consistently generate new opportunities worth $800k+ per year.
- Close $200k-$400k in deals per quarter, meeting or exceeding revenue targets.
Relationship Building:
- Build and maintain long-term relationships with hotel corporate offices and procurement companies through regular engagement.
Trade Show Representation:
- Capture actionable leads at events and follow up within 48 hours.
- Represent Kevala with professionalism, contributing to brand awareness and client acquisition.
Proactive Insights:
- Share regular market and client
Score Card and KPIs
Business Development Manager
1. Mission for the role
Primary Goal:
Build strong relationships with hotel corporate offices, procurement companies and interior designers to generate new business opportunities and represent Kevala at tradeshows to secure deals that contribute to the company's revenue targets.
Success Definition:
Expand Kevala's client base through proactive engagement, consistently close high-value deals, and maintain a steady pipeline of qualified opportunities.
2. Key Outcomes (Deliverables)
Relationship Building:
- Conduct regular face-to-face meetings with hotel corporate offices, interior designers, and procurement companies to build trust and identify opportunities.
- Engage with designers and key decision-makers to align Kevala's offerings with client needs.
Trade Show Representation:
- Represent Kevala professionally at all approved tradeshows and seminars.
- Capture leads, build connections, and ensure follow-up within 48 hours.
Pipeline Growth:
- Add 10-15 new qualified opportunities per month to the pipeline, focusing on high-value projects with corporate hotel clients.
Revenue Contribution:
- Close $200k-$400k in new deals per quarter, contributing to the company's overall sales targets.
Market Insights:
- Research market trends, competitor activities, and client needs to provide actionable insights for refining Kevala's offerings.
3. Competencies
Core Competencies:
- Relationship Building: Skilled at developing trust and rapport with clients and stakeholders.
- Sales and Negotiation: Confident in negotiating and closing deals with high-value clients.
- Communication Skills: Professional and articulate in verbal and written communication.
- Proactivity: Anticipates client needs and takes initiative to create opportunities.
- Industry Knowledge: Understands the luxury hotel and procurement space, including client pinpoints and project lifecycles.
- Cultural Fit: Embodies Kevala's values of quality, professionalism, and long-term relationship building. Collaborative and aligned with the company's strategic goals.
- Motivations: Driven to create and nurture business opportunities. Passionate about representing a high-quality brand at the forefront of luxury design.
4. Metrics and KPls
Metric: New opportunities added to pipeline
Target: 10+/month
Stretch Goal: 20+ leads/month
Metric: Revenue closed from deals
Target: $200k+/quarter
Stretch Goal: $500k+/quarter
Metric: Leads captured at events
Target: 20+ leads/event
Stretch Goa: 40+ leads/event
Metric: Follow-up with leads
Target: 100% within 48 hours
Stretch Goal: Follow-up within 24 hours
Metric: Conduct regular meetings with hotel corporate offices
Target: 2-4/month
Stretch Goal: 6+ meetings/month
Metric: Retain and nurture relationships with existing clients
Target: 90% + retention
Stretch Goal: 95% + retention
Metric: Insights shared with leadership
Target: 1 report / week
5. Success Criteria
Pipeline and Revenue:
- Consistently generate new opportunities worth $800k+ per year.
- Close $200k-$400k in deals per quarter, meeting or exceeding revenue targets.
Relationship Building:
- Build and maintain long-term relationships with hotel corporate offices and procurement companies through regular engagement.
Trade Show Representation:
- Capture actionable leads at events and follow up within 48 hours.
- Represent Kevala with professionalism, contributing to brand awareness and client acquisition.
Proactive Insights:
- Share regular market and client