About Bert and Tom
Bert and Tom provides focused, disciplined support to U.S.-based distribution and supply-chain teams, operating as an extension of our clients’ businesses from Coimbatore, India. We streamline everyday operations by handling purchase orders, inventory workflows, AP/AR, data updates, sales support, and more across industries such as beverage distribution, FMCG, trading, logistics, manufacturing, and food-service. Our work is grounded in accuracy, clear communication, and reliability.
Role Summary
We are looking for a Senior Business Development Manager to lead end-to-end growth for all of Bert and Tom’s solutions, from prospecting and positioning through to deal closure and account expansion. This role will build and manage a high-quality pipeline of U.S.-based distribution, supply-chain, and related businesses, and translate our operations capabilities into clear, compelling value propositions across Procurement & Supply Chain Support, Finance & Operations Assistance, Sales & Pre-Order Support, Custom Workflow Support, and Digital & Creative Support.
You will work closely with the founders and operations team to shape offerings, refine messaging, and ensure a smooth handover from sales to delivery.
Key Responsibilities
- Strategy and planning
- Develop and own the business development strategy and annual revenue targets for all service lines and industries we support.
- Map and prioritize target segments (e.g., U.S. beverage distributors, FMCG distributors, logistics/supply-chain companies, trading and manufacturing businesses) and build a plan to penetrate each segment.
- Pipeline generation and outreach
- Identify, research, and qualify prospects through LinkedIn, industry networks, referrals, and direct outreach.
- Run structured outbound campaigns (email, LinkedIn, calls) tailored to each solution area—procurement & supply chain, finance & operations, sales & pre-order, custom workflows, and digital & creative support.
- Maintain an organized, up-to-date pipeline in the CRM, with clear next steps and follow-ups for every opportunity.
- Solution selling and consultative discovery
- Lead discovery calls to understand a prospect’s current operations, pain points, and systems (POs, inventory, AP/AR, reporting, sales support, etc.).
- Collaborate with the operations team to shape solution proposals, including scope, workflows, SLAs, and pricing that align with the client’s needs.
- Conduct tailored product/service walkthroughs, clearly articulating how Bert and Tom functions as an operational extension for U.S.-based teams.
- Proposals, negotiation, and closing
- Prepare structured proposals, presentations, and SOWs that cover service scope, processes, commercials, and implementation timelines.
- Manage the full negotiation cycle, addressing objections and aligning stakeholders to move opportunities to close.
- Own and deliver on quarterly and annual new business revenue targets.
- Onboarding and account transition
- Coordinate seamless handovers from sales to operations, ensuring expectations, priorities, and success metrics are clearly documented.
- Participate in early onboarding calls to help set the relationship tone and ensure clients experience the reliability and communication they were sold.
- Account growth and partnerships
- Identify expansion opportunities within existing clients (new workflows, additional functions such as AP/AR, sales support, inventory tasks, digital support).
- Build long-term relationships with key client stakeholders and act as a strategic partner, not just a vendor.
- Capture client feedback and work with leadership to refine offerings, pricing, and positioning.
- Brand building and insights
- Work with the founders and marketing to leverage the website, insights/blog, testimonials, and LinkedIn presence to support lead generation and credibility.
- Represent Bert and Tom professionally in all external interactions, reinforcing our brand values of accuracy, clear communication, and reliability.
Ideal Candidate Profile
- 6–10 years of experience in business development, sales, or account management in B2B services, preferably in: Outsourced operations / back-office with Supply chain, logistics, distribution, or shared services experience
- Proven track record of selling to international clients (ideally U.S.-based SMBs/mid-market companies).
- Strong consultative selling skills: able to map operational workflows and translate them into structured support solutions.
- Excellent communication and presentation skills, particularly in explaining process-driven, operations-heavy services to non-technical stakeholders.
- High degree of ownership, follow-through, and responsiveness—manages pipelines, follow-ups, and documentation with discipline.
- Comfortable working in an early-stage, founder-led environment where processes are evolving and initiative is valued.
- Proficiency with CRM tools, email outreach tools, and LinkedIn Sales Navigator (or similar).
Success Metrics (First 12–18 Months)
- New annual recurring revenue generated across all solution lines.
- Number and quality of new client accounts onboarded in target industries and geographies.
- Pipeline health: qualified opportunities, conversion rates by stage, average sales cycle.
- Expansion revenue from existing clients through cross-sell and up-sell of additional support areas.
- Client and internal feedback on clarity of expectations, smoothness of handover, and alignment between promises and delivery.
Reporting Line
This role reports directly to the founders and collaborates closely with the operations leadership team.
Work Hours & Travel
- This role is expected to work primarily in U.S. time zones (Eastern or Central), with flexibility as needed to align with client schedules and internal meetings.
- While the position can be based in India or remote, you must be available for regular calls and outreach during core U.S. business hours (roughly 9 a.m. to 5 p.m. in the target time zone).
- Occasional travel for client visits, conferences, or internal strategy meetings may be required, and will be planned in advance.
Pay: ₹2,000,000.00 - ₹3,000,000.00 per year
Benefits:
- Flexible schedule
- Health insurance
- Life insurance
- Paid sick time
- Paid time off
- Work from home
Work Location: Hybrid remote in Coimbatore, Tamil Nadu (Coimbatore)
