JOB DESCRIPTION

Position: Business Development Manager – HRMS Software

Department: HRMS Business

Location: PAN India

Employment Type: Full-Time

Reporting To: HRMS Business Lead / Management

Experience: 2–7 years in B2B Software / SaaS / HRMS / HR-Tech / ERP Sales preferred

Compensation: Performance-linked, up to ₹1,00,000 per month ( If the monthly targets achieved)

Monthly Business Target: ₹10,00,000 billing

ABOUT THE ROLE

We are looking for a dynamic and result-oriented Business Development Manager – HRMS Software who will be responsible for taking the Company's HRMS solution to the market and generating new business.

The candidate will be responsible for identifying potential organizations, generating leads, conducting product presentations/demonstrations, managing negotiations and converting prospects into paying customers.

The ideal candidate should have strong B2B sales, business development, SaaS/HR-Tech/ERP sales and relationship management skills.

KEY RESPONSIBILITIES

1. Business Development

• Identify and develop new business opportunities for the HRMS software.
• Build a strong B2B sales pipeline.
• Identify organizations that can benefit from HRMS, ATS, payroll, attendance, employee lifecycle and related solutions.
• Conduct market research and identify potential customer segments.
• Develop relationships with HR Heads, CHROs, Business Owners, CEOs, Admin Heads and decision-makers.
• Generate leads through direct sales, networking, references, LinkedIn, email campaigns, calls and other channels.

2. Sales & Revenue Generation

• Present and sell the HRMS software to prospective customers.
• Understand customer requirements and map them to product features.
• Conduct product demonstrations along with the relevant team.
• Prepare proposals and commercial discussions.
• Negotiate with customers within the approved pricing structure.
• Convert qualified leads into paid customers.
• Achieve the monthly billing target.

3. Monthly Target

The standard monthly billing target shall be:

₹10,00,000 per month

The BDM will be expected to consistently work towards achieving this target.

PERFORMANCE-LINKED COMPENSATION

The compensation structure shall be linked to monthly achieved billing.

Monthly Billing Achievement

Performance Payout

Below ₹6,00,000

As per management decision / applicable fixed structure

₹6,00,000 (60% target)

₹60,000

₹7,00,000

₹70,000

₹8,00,000

₹80,000

₹9,00,000

₹90,000

₹10,00,000 or above

₹1,00,000

Performance Formula

Performance Payout = 10% of eligible monthly billing achieved, subject to a maximum payout of ₹1,00,000 per month.

Example:

If the BDM achieves ₹6,00,000 eligible billing:

₹6,00,000 × 10% = ₹60,000

If the BDM achieves ₹8,00,000:

₹8,00,000 × 10% = ₹80,000

If the BDM achieves ₹10,00,000:

₹10,00,000 × 10% = ₹1,00,000

The maximum monthly performance payout under this structure is ₹1,00,000.

IMPORTANT BILLING CONDITION

For target and incentive calculation, eligible billing shall mean business that has been successfully billed/invoiced and is recognized as eligible revenue by the Company.

Cancelled orders, refunded amounts, bad debts, unpaid/invalid invoices or amounts excluded under the Company's commercial policy shall not be considered eligible billing.

The Company shall have the right to verify and finalize eligible billing before calculating the monthly payout.

SALES PROCESS RESPONSIBILITIES

The BDM will be expected to manage the complete sales cycle:

Lead Generation → Qualification → Requirement Understanding → Demo → Proposal → Negotiation → Closure → Billing → Collection Coordination → Customer Handover

The BDM shall maintain accurate records of prospects, leads, follow-ups, opportunities and closures in the Company's CRM/ATS/HRMS or other designated system.

CUSTOMER SEGMENTS

The BDM shall target organizations such as:

• Manufacturing companies
• Hospitality companies
• Hotels and resorts
• Hospitals and healthcare organizations
• Educational institutions
• Startups and SMEs
• Corporate organizations
• Retail organizations
• Service companies
• IT and ITES companies
• Recruitment agencies
• Multi-location businesses

KEY PERFORMANCE INDICATORS (KPIs)

Performance shall be evaluated based on:

1. Monthly billing achieved;
2. Number of qualified leads generated;
3. Number of product demonstrations;
4. Proposal-to-closure conversion;
5. New customers acquired;
6. Customer acquisition value;
7. Sales pipeline value;
8. Follow-up discipline;
9. Collection coordination;
10. Customer retention and relationship management; and
11. Overall contribution to HRMS revenue growth.

REQUIRED SKILLS

• Strong B2B sales capability;
• Excellent communication and presentation skills;
• Negotiation skills;
• Lead generation and prospecting;
• Customer relationship management;
• Understanding of SaaS/HR-Tech/ERP products;
• Ability to conduct product presentations;
• Target-oriented approach;
• Strong follow-up skills;
• Commercial understanding;
• Ability to work independently; and
• Strong closing ability.

EDUCATIONAL QUALIFICATION

Graduate in any discipline.

MBA/PGDM in Sales, Marketing, HR or Business Management will be an advantage.

• Strong B2B sales capability;
• Excellent communication and presentation skills;
• Negotiation skills;
• Lead generation and prospecting;
• Customer relationship management;
• Understanding of SaaS/HR-Tech/ERP products;
• Ability to conduct product presentations;
• Target-oriented approach;
• Strong follow-up skills;
• Commercial understanding;
• Ability to work independently; and
• Strong closing ability.

EDUCATIONAL QUALIFICATION

Graduate in any discipline.

MBA/PGDM in Sales, Marketing, HR or Business Management will be an advantage.

EXPERIENCE

Preferred:

2–7 years of experience in:

• SaaS sales;
• HRMS sales;
• HR-Tech sales;
• ERP sales;
• B2B software sales;
• Enterprise sales;
• Business development; or
• Technology solution sales.

Candidates with strong B2B sales experience from other industries may also be considered.

PERSONAL ATTRIBUTES

The successful candidate should be:

• Highly target-oriented;
• Self-motivated;
• Professional;
• Confident;
• Persuasive;
• Customer-focused;
• Commercially aware;
• Comfortable with cold calling and prospecting;
• Strong in relationship building; and
• Capable of working in a performance-driven environment.

REPORTING

The BDM shall report to the HRMS Business Lead and shall work closely with the HRMS sales, marketing, product and implementation teams.

The BDM shall submit regular sales reports covering:

• Leads generated;
• Calls/meetings;
• Demonstrations;
• Proposals;
• Negotiations;
• Closures;
• Billing;
• Collections; and
• Pipeline status.

PERFORMANCE REVIEW

Performance shall be reviewed monthly.

Continued underperformance against agreed targets may result in:

• Performance improvement measures;
• Target revision;
• Role review;
• Compensation review; or
• Further action as per Company policy.

SUCCESS MEASUREMENT

The primary measure of success for this position shall be:

₹10,00,000 Monthly HRMS Billing Target

The BDM is expected to build a sustainable customer pipeline and consistently contribute to the growth and profitability of the HRMS business.

The objective is not merely lead generation, but actual customer acquisition and revenue generation.