HERE IS SOME USEFUL INFORMATION.
THE ELEMENTS IN THE JOB ROLE OF A BUSINESS
DEVELOPMENT EXECUTIVE.
BUSINESS DEVELOPMENT POSITION
COULD VARY WITH
-company structure
-company sales policiy
-company operation
-company product range
-company sales organization
etc.
BUSINESS DEVELOPMENT ROLE COULD BE
-looking after MAJOR ACCOUNTS only
-looking after KEY ACCOUNT only
-looking after AREA ACCOUNTS only
-looking after MARKET SEGMENT ACCOUNTS only
-looking after EXPORT ACCOUNTS only
-looking after GROUP PRODUCTS only
ETC ETC
HENCE, you must first define the role.
HERE BELOW, IS A STANDARD / UNIVERSAL SAMPLE.
TITLE: BUSINESS DEVELOPMENT MANAGER.
REPORTS TO: SALES DIRECTOR
SCOPE :ESTABLISH, DIRECT, AND COORDINATE THE BUSINESS
DEVELOPMENT ACTIVITIES FOR ............PRODUCTS.
STRATEGICALLY PLAN FOR, DEVELOP
AND PROFITABLY PENETRATE THE MARKET TO WHICH
THE PRODUCTS, SERVICES AND CAPABILITIES OF THE
COMPANY CAN BE DIRECTED.
ENSURES THE SALES TO CUSTOMERS ,
DISTRIBUTORs and RESELLERs achieve the budgeted target.
SPECIFIC ACCOUNTABILITIES:
*MEETING OBJECTIVES SET BY SALES DIRECTOR AFTER CONSULTATION.
*ACHIEVING A BUDGETED SALES/ GP PROFIT.
*SOLICITING/ DEVELOPING BUSINESS OPPORTUNITIES WITH
NEW CUSTOMERS, DISTRIBUTORs and RESELLERs.
MAJOR RESPONSIBILITIES:
*DEVELOP AND IMPLEMENT STRATEGIC PLANS FOR EACH
SELECTED/ASSIGNED NEW CUSTOMERS ,
DISTRIBUTORs and RESELLERs.
* ENSURE ACHIEVEMENT OF SALES OBJECTIVES.
*FORMULATE AND COORDINATE SALES DEVELOPMENT TACTICS
INCLUDING PRODUCTS BUNDLING, DELIVERY,
SERVICE,PRICING ETC.
*ENSURE PREFERRED CUSTOMERS, DISTRIBUTORs and RESELLERs.
SUPPLIER STATUS WITHIN EACH
ASSIGNED CUSTOMERS, DISTRIBUTORS, RESELLERS ETC.
*WITHIN THE LIMITS OF POLICIES AND PROCEDURES
OF THE COMPANY, ACHIEVE THE SALES / PROFIT OBJECTIVES
OF ASSIGNED CUSTOMERS, DISTRIBUTORs and RESELLERs.
*ACHIEVE SPECIFIED PRODUCT
REQUIREMENTS FOR ASSIGNED CUSTOMERS, DISTRIBUTORs
and RESELLERs.
*ENSURE THAT ADEQUATE STOCKS ARE BEING MAINTAINED
AT THE CUSTOMERS, DISTRIBUTORs and RESELLERs WAREHOUSE.
*PREPARE AND MAINTAIN AN UPTODATE
PROFILE ‑PERSONNEL, PERSONALITY, POLICIES, PRICING TERMS etc.
OF CUSTOMERS, DISTRIBUTORs and RESELLERs.
*DEVELOP AND MAKE PRESENTATONS TO THE CUSTOMERS,
DISTRIBUTORs and RESELLERs.
*DEVELOP AND MAKE PRESENTATIONS TO THE CUSTOMERS,
DISTRIBUTORs and RESELLERs. ON BUSINESS PROGRESS,
EVERY SIX MONTHS.
*FOR THE ASSIGNED ACCOUNTS, ORGANISE PRODUCT
TECHNICAL / OPERATION TRAINING FOR THE STAFF MEMBERS,
WITH THE HELP OF TECHNICAL STAFF.
*REGULARLY MAKE FIELD TRIPS TO SUPERVISE, ORGANISE
AND COORDINATE ALL FIELD ACTIVITIES , TO ENSURE
SUCCESSFUL BUSINESS.
*IDENTIFY SHORT / MEDIUM TERM ISSUES ‑‑PRODUCTS etc.
THAT MUST BE ADDRESSED.
*ESTABLISH AND MAINTAIN POLICIES ON -SELECTION AND
TERMINATION OF CUSTOMERS, DISTRIBUTORs and RESELLERs.
*SUBMIT PLANS TO THE SALES DIRECTOR FOR
PROMOTIONAL ACTIVITIES PLANNED WITH CUSTOMERS,
DISTRIBUTORs and RESELLERs FOR APPROVAL.
*APPROVE ALL EXPENDITURE AND CREDITS TO CUSTOMERS,
DISTRIBUTORs and RESELLERs. FOR - RETURNED GOODS/ ETC.
*MAINTAIN AN EFFECTIVE SYSTEM OF CONTROL OVER
SUCH ACTIVITIES AS CUSTOMERS, DISTRIBUTORs and RESELLERs.
'MEETINGS, TRAININGS, PROMOTIONS ETC.
*DEVELOP THE GUIDELINE FOR PRICING SYSTEM.
*DIRECT AND IMPLEMENT PRODUCT SALES PROMOTIONS ,
AS REQUIRED.
ACCOUNTABLE FOR:
**ACHIEVEMENT FOR SALES TARGET/ GP OBJECTIVES.
** ENSURING THE REQUIRED PRODUCT RANGE FOR
THE ASSIGNED CUSTOMERS, DISTRIBUTORs and RESELLERs.
**MAINTAIN THE REQUIRED STOCK LEVEL AT THE CHANNEL
PARTNERS' WAREHOUSE.
**MAINTAIN THE CUSTOMER SATISFACTION / RELATION LEVEL.
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REGARDS
LEO LINGHAM