Salary Insights: Business Development Manager

Getting the role structure and remuneration right for a Business Development Manager is vital.

Here, we break down candidate expectations and how best to structure the position for maximum effectiveness and offer some practical tips to help you set your BDM up for success.

Remuneration

Base Salary and Vehicle

When setting the base salary, keep in mind that candidates with a strong track record in sales will expect a package that reflects their experience and achievements. In most cases, BDM roles also include a vehicle – commonly available for full personal use – as part of the overall package.

Base salaries can vary significantly depending on your industry, the size of your business, and the experience level you’re seeking. As a guide, base salaries range from $80,000 to $120,000.

Commission and Bonus Structures (On-Target Earnings)

Incentive schemes are a key part of attracting and retaining top BDM talent. How you structure these will often depend on the type of business:

Product-based businesses may offer commission on every sale, with rates varying depending on the product or sales volume.

Service-based businesses often tie bonuses to overall sales results, paid monthly or quarterly. Many will include a minimum sales threshold before any bonus is activated.

These variable components can make a significant difference to total earnings and are often a deciding factor for candidates.

Industry Impact on Salaries

Industry plays a major role in salary expectations. Roles in the Information & Communication Technology (ICT) sector, for example, often attract higher base salaries due to the technical knowledge and complexity of the sales process. Other industries may sit lower on the scale but still offer strong incentive packages to boost overall earnings.

Part-Time BDM Roles: Things to Consider

While part-time BDM roles aren’t common, they do come up from time to time—usually to meet budget constraints, attract candidates seeking flexibility, or to align with a reduced workload.

However, part-time arrangements can bring challenges that are worth considering:

Continuity: Gaps in workdays may slow down communication and impact responsiveness to leads or client needs.

Engagement: Being less involved day-to-day can limit the BDM’s ability to stay connected with the team and broader strategy.

Workload Management: Compressing the full scope of business development activity into fewer hours can be demanding and may result in critical areas being overlooked.

If you’re thinking about a part-time structure, it’s important to clearly define the role, communicate expectations, and ensure strong systems are in place to support the arrangement.

Setting the Role Up for Success: Structure, KPIs and Support

A well-structured BDM role with the right support will deliver the best outcomes for your business. Consider the following elements when designing the position:

Clear KPIs – Define what success looks like. Are you measuring revenue, new clients, retention, or something else?

Support Infrastructure – Marketing materials, lead lists, campaigns, CRM access, and admin support all help free up your BDM to focus on sales.

Campaign Responsibility – Will your BDM create campaigns, or will they work alongside a marketing team? Clarify these expectations early.

Travel Requirements – Be upfront about how often travel is required, and whether it’s local, regional, or national. Travel can be a deciding factor for many candidates.

Decision-Making Authority – Determine how much autonomy your BDM will have to set pricing, tailor solutions, or shape strategy.

In Summary

Remuneration structures, support systems, and job design for BDM roles can vary widely depending on your industry, business size, and growth goals.

While base salary is an important starting point, it’s the combination of incentives, structure, and support that truly sets the role up for success. By making expectations clear and performance measurable, you’ll give your BDM every chance to deliver a strong return for your business.

If you’d like more specific insights on salary benchmarks, role structure, or support with recruiting a Business Development Manager, we’d love to help. Please do get in touch – we’re here when you need us.