Business Development Manager

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AIM B2B by Custom Media KK is an award-winning, full-service B2B agency helping global brands connect with decision-makers across Japan and APAC through data-driven, creative marketing—especially in high-growth industries like AI, Clean Energy, Fintech, Healthcare, Manufacturing, and Technology. We specialize in strategy, storytelling, PR, content, and digital marketing that drive meaningful engagement and business growth.

We’re hiring a Business Development Manager to accelerate growth for our B2B Agency Division AIM B2B (https://aim-b2b.com/). You’ll be responsible for building and converting a high-quality pipeline—identifying the right accounts, opening doors, leading consultative sales conversations, and turning opportunities into long-term client relationships.

This is a hands-on role for someone who enjoys outbound + inbound conversion, can speak confidently about B2B marketing services, and thrives in a fast-moving agency environment. You’ll partner closely with Marketing (Brand & Growth), leadership, and strategy teams to align positioning, proposals, and go-to-market execution.

Must-Have Qualifications:
5+ years in B2B sales / business development (agency, consulting, SaaS, or marketing services preferred).
Proven track record of hitting pipeline and revenue targets through consultative selling.
Good understanding of integrated B2B marketing services and how to scope/price service engagements.
Confident communicator and presenter—able to lead senior stakeholder conversations.
Strong proposal-writing and deal-management skills (including negotiation).
HubSpot (or similar CRM) experience; disciplined about activity tracking and forecasting.
Based in Tokyo, with a strong understanding of the Japan B2B market dynamics.
English fluency required; Japanese business proficiency strongly preferred (or strong ability to navigate Japanese business settings with support).
Proactive, high-ownership operator who can work independently while collaborating tightly with leadership and teams.
Ability to strategically and ethically use AI tools to improve speed and quality across research, account planning, outreach drafts, and proposal development—while maintaining originality, accuracy, confidentiality, and brand voice (with appropriate fact-checking and disclosure practices where needed).

Nice to haves:
Experience selling into one or more AIM B2B priority sectors (AI, Clean Energy, Fintech, Healthcare, Manufacturing, Technology).
Experience with ABM, demand gen, or performance marketing concepts.
Existing network of marketing leaders in Japan/APAC.
Understanding of Korean B2B market dynamics and other APAC markets.

New business development & pipeline growth:
Own a revenue and pipeline target for AIM B2B—building a predictable flow of qualified opportunities.
Identify and prioritize ICP accounts and high-fit sectors; build account plans and outreach sequences.
Prospect through a mix of outbound (email, LinkedIn, partner referrals, events) and inbound lead conversion.
Run discovery calls to diagnose business needs, qualify opportunities, and align next steps.

Consultative selling & solution design:
Translate client goals into clear, outcome-driven integrated B2B marketing solutions (strategy, content, PR, demand gen, digital, ABM, events).
Lead pitch processes: briefing internal teams, shaping narratives, defining scope, and coordinating inputs.
Create and present proposals, run client SOW workshops, and pricing—balancing client value, delivery feasibility, and profitability.
Handle negotiation and contracting in collaboration with leadership/operations.

Relationships, partnerships & market presence:
Build strong relationships with senior marketing and business leaders at target accounts.
Develop and manage partner/intermediary relationships that create qualified introductions (platforms, associations, publishers, consultancies, event partners).
Represent AIM B2B at relevant industry events and community moments (webinars, roundtables, conferences).
Feed market insights back into messaging, offers, and thought leadership topics.
Account growth (expansion & retention support)
Collaborate with the client success team to identify upsell/cross-sell opportunities and support renewals.
Maintain strategic client relationships post-sale to help unlock longer-term growth.

CRM & reporting (HubSpot):
Own and maintain HubSpot sales hygiene: pipeline stages, activity logging, follow-ups, forecasting accuracy.
Build weekly/monthly reporting on pipeline health, conversion rates, and revenue forecasting.
Partner with Marketing to improve lead quality, lifecycle stages, nurture flows, and MQL→SQL conversion.

What success looks like:
Consistent, measurable pipeline creation from ICP accounts (outbound + inbound + partners).
Improved conversion at each stage: discovery → proposal → close, with clear forecasting.
Higher-quality opportunities: well-qualified, right-fit clients aligned to AIM B2B strengths.
Strong collaboration with Marketing and Delivery: faster pitch cycles, better proposals, better win rates.
Growing network and visibility in AIM B2B priority sectors—more warm introductions over time.

Bachelor’s degree in Business, Communications, Public Relations, Marketing, or a related field.

If you're a driven professional eager to work with companies that are revolutionizing the world, and you're excited to inspire and be inspired by an amazing team, we'd love to hear from you!

Please apply with a cover letter to careers@custom-media.com explaining what about this position appeals to you. Only shortlisted candidates will be contacted for an interview. No telephone calls please.

Our agency is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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9:30am to 6:30pm Monday to Friday
Work from home and / or office flexibility

Attractive salary negotiable based on experience
Professional career and life coaching, training, mentoring
Generous company share appreciation rights scheme
Full exposure to all aspects of our business
Network of established professionals and senior leaders
Friendly, comfortable environment at a central office in Kamiyacho
Transport allowance
Work from home allowance
Social insurance and benefits
Paid vacations

Saturdays and Sundays, National Holidays in Japan, Paid Vacation

ハイブリッド (出社＋在宅)

国 / 地域

日本

都道府県

東京都

勤務地（住所）

Minato-ku

Toranomon 5-13-1

Toranomon 40MT Building 7F

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応募 友人に送信

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