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Business Development Manager Int'l Sales
Job Title: Business Development Manager-(Home Furnishings & Textiles Div.)
Reporting To: Head Sales Merchandising & Operations / Director – Business Development
Role DefinitionThe Business Development role for Textile & Home Furnishings Division of Artasia is accountable for identifying, engaging, and converting global buyers, ensuring new account growth and market penetration. It combines outreach, sampling-to-order conversion, relationship building, and revenue accountability, while working closely with merchandising, design, and production teams to translate buyer interest into long-term profitable business.
Role Deliverables● Consistent funnel of qualified leads from targeted channels.
● Faster conversion cycle from enquiry to first order.
● ≥70% success rate in sampling-to-order conversions.
● Secure high-value buyers with strong annual revenue contribution.
● Open new geographies with confirmed orders.
● Generate measurable new revenue every quarter.
Tasks & Activities:
Lead Generation & Qualification● Conduct daily lead prospecting via LinkedIn, Volza, fairs, trade portals, and referrals.
● Screen and qualify buyers by company size, past imports, product categories, and alignment with Artasia.
● Categorize leads into A (high potential), B (medium), C (trial/small) in CRM.
● Prepare a weekly lead pipeline report with sourcing channel, category, and status.
● Ensure targeted new leads/month, with ≥25% in A-category.
● Share buyer intelligence briefs (preferences, sourcing history, competition) with the Merchandising team.
Lead Conversion: ● Initiate first contact within 48 hrs of qualifying lead (intro mail, catalogue, call).
● Send personalized digital catalogues/mood boards aligned to the buyer's product line.
● Maintain structured follow-up rhythm (Day 3, Day 7, Day 14).
● Log all buyer responses and engagement levels in CRM.
● Push ≥30% qualified leads to the active sampling stage.
● Arrange virtual presentations or physical buyer meetings when required. Record lead tagging date to first sample dispatch/approval date.
● Track daily sample readiness with NPD/proto team.
● Escalate bottlenecks (finishing delays, sourcing issues) immediately to Sr. Merchandiser.
● Share monthly dashboard of lead conversion cycle time with BD Head.
● Reduce conversion cycle continuously through proactive coordination.
Sampling to Order Conversion● Brief NPD/design team on exact buyer requirements.
● Track sampling cost, timelines, and readiness in NPD tracker.
● Ensure every sample dispatched has proper labelling, finishing, packaging.
● Capture buyer feedback post-sampling within 1 week.
● Track reasons for rejection (design mismatch, cost, QC) to share corrective notes.
● Target ≥70% approved samples → confirmed first orders. Maintain Sample-to-Order Conversion Log buyer-wise.
Buyer Value ● Monitor order book value per new buyer account.
● Ensure onboarding of buyers generating ≥ target annual revenue.
● Prepare an annual account plan for each buyer (volume growth, product categories).
● Share quarterly Account Growth Review with leadership.
● Flag underperforming accounts for reactivation or replacement.
New Market Penetration ● Conduct market mapping for target regions (import trends, competitors).
● Identify fairs/trade shows relevant to new geography.
● Initiate outreach to reach new buyers per geography.
● Track confirmed orders from new regions in MIS.
● Collaborate with logistics to align compliance (timber legality, FSC, packaging norms).
● Deliver ≥2 new confirmed geographies per year.
New Revenue Growth● Track net new revenue quarterly from all new buyers and new geographies.
● Consolidate figures with Sales MIS/Finance.
● Present new revenue growth report in quarterly reviews. Drive upselling by introducing buyers to new collections, finishes, or categories.
● Achieve sustainable quarterly revenue growth as per target.
Success Metrics ● Lead Generation: # qualified enquiries per month; ≥25% A-category.
● Lead Conversion: ≥30% qualified leads converted to active discussions/sampling.
● Lead Conversion TAT: Average days from enquiry to first sample dispatch/approval.
● Sampling to Order Conversion: ≥70% approved samples converted to first orders.
● Buyer Value: Average annual revenue per new buyer ≥ set benchmark.
● New Market Penetration: ≥2 new geographies entered with confirmed orders per year.
● New Revenue: Net new revenue growth tracked quarterly.
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