The Business Development Manager is responsible for driving new affiliate business growth, owning the affiliate onboarding and incubation process, and governing affiliate deal management standards across the Affiliate Team.
The role is accountable for identifying, onboarding, activating, and validating new affiliate partnerships before transferring commercial ownership to an Account Manager. In addition, the role owns affiliate deal governance processes, commercial reporting, market intelligence, and continuous improvement initiatives that support scalable growth.
The Business Development Manager works closely with Account Managers, Analytics, Finance, Compliance, and Market Teams to ensure all affiliate partnerships are launched efficiently, comply with internal standards, and deliver sustainable commercial value.
Key Responsibilities & Areas of Ownership
New Business Development
- Identify, evaluate, and pursue new affiliate partnership opportunities in strategic markets.
- Build and manage relationships with prospective affiliates during the acquisition and onboarding phase.
- Conduct commercial assessments of potential partners, including traffic quality, commercial viability, and strategic fit.
- Negotiate initial commercial terms within approved deal frameworks and escalation thresholds.
- Develop market-entry affiliate pipelines for new and emerging markets
Primary Ownership
- Own and continuously improve the Affiliate Onboarding & Incubation function.
- Affiliate onboarding coordination.
- Deal setup and platform configuration.
- Campaign launch preparation.
- Tracking validation and attribution verification.
- Initial traffic review and quality assessment.
- Early-life performance monitoring.
- First-stage commercial optimization.
Handover Ownership
The Business Development Manager remains accountable until all of the following are completed:
- Traffic sources have been reviewed and approved.
- Affiliate is contractually onboarded.
- Affiliate has launched live traffic.
- Tracking has been validated.
- Initial performance review has been completed.
Following successful completion of these stages, ownership transfers to the assigned Account Manager.
Deal Governance & Process Management
Primary Ownership :
Own the affiliate deal governance framework and associated operational processes.
- Maintaining deal approval procedures and documentation standards.
- Driving process efficiency and consistency across markets.
- Ensuring commercial frameworks are aligned with approved business rules and governance requirements.
- Identifying process improvements and standardization opportunities.
Second-Level Deal Review :
Act as second-level reviewer for affiliate deals prior to final approval.
- Compliance with approval thresholds.
- Consistency with established market standards.
- Documentation completeness.
Not Responsible For :
- Final commercial ownership of affiliate agreements.
- Ongoing commercial negotiations with existing affiliates.
Approved Traffic Source Governance
Maintain the central repository of approved affiliate traffic sources and market-specific commercial models.
- Maintaining records of approved traffic acquisition methods.
- Documenting market-specific restrictions and requirements.
- Tracking applicable commercial frameworks and profit-share structures.
- Coordinating updates with Compliance, Legal, Brand, and Market stakeholders.
Market Intelligence & Commercial Benchmarking
Primary Ownership :
- Monitor and report on affiliate market developments across key markets.
- Competitor commercial benchmarking.
- Emerging affiliate model identification.
- Acquisition channel monitoring.
- Industry best-practice sharing.
Deliverables :
- Quarterly key market intelligence summaries.
- Competitor deal benchmark reviews for key markets.
- Recommendations for commercial optimization.
New Market Assessment Support
Support the Head of Affiliates in evaluating new market opportunities.
Responsibilities include:
- Affiliate landscape assessments.
- Commercial opportunity analysis.
- Affiliate acquisition strategy recommendations.
- Market launch readiness evaluations.
Training & Team Enablement
Act as the subject matter expert for affiliate deal governance, onboarding processes, and commercial best practices.
Responsibilities include:
- Delivering training sessions.
- Supporting onboarding of new team members.
- Maintaining process documentation.
- Promoting consistent adoption of best practices.
- Providing guidance on affiliate-specific use of MyAffiliates, Palantir, Power BI, and related tools.
Key Performance Indicators
The Business Development Manager will primarily be measured on:
Business Development
- New qualified affiliates onboarded
- Revenue contribution from new affiliates onboarded
- Strategic affiliate acquisitions
Onboarding & Incubation
- Incubation portfolio performance
Deal Governance
- Deal approval SLA adherence
- Compliance with approval frameworks
- Process efficiency improvements
- Reporting quality and accuracy
Strategic Contribution
- Market intelligence outputs
- Commercial optimization recommendations
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