BDM Job Description (DOC) by keralaguest


									                            Business Development Manager


Reporting to: Area Sales Manager

1. Main Purpose of the Job
Focus on revenue and profit generation through new business generation in line with the MWB
Business Exchange Strategy. Increase and maintain centre occupancy levels in line with Company
targets. Work with and develop centre staff and team(s) to achieve business goals.

2. Job Profile
The Business Development Manager has a key role to play in MWB Business Exchange. He/she will
have responsibility for generating new business for specific centres and exceeding targets. This will be
done through direct sales activity, following up leads generated by marketing, initiating local marketing
activity and actively sourcing new business opportunities using the National Sales Office and external
agents/brokers. He/she will report directly into the Area Sales Manager and will develop a strong
working relationship with the Centre Manager(s) and assist in implementing a business plan for the
centres. He/she will be responsible for ensuring a high standard of customer service is provided to
maximise revenue generation.

The close working relationship with the Centre Manager, Direct Sales Executive and the team will be
an important part of the role, along with ability to assist in the coaching and development of other
Business Development Managers. Therefore the ability to communicate effectively at all levels is

Sales planning and understanding the financials will be an important part of the role, with responsibility
for forecasting sales and projecting income budgets and P&L in conjunction with the Centre Manager.

The Business Development Manager will be field based hot-desking between the centre(s) for which
they have responsibility to sell.

3. Key Responsibilities of the Job
Key Responsibilities        Key Activities within each Area of Responsibility

Business Development          Actively source prospective clients. Build relationships and work with
                              agents and brokers to source new business. Work with the Direct Sales
                              Department to source new business and respond rapidly to all new leads.
                              Drive new and existing business development and revenue generating
                              opportunities by adopting a professional sales approach with all clients
                              ensuring that all leads of followed up promptly and maximum effort is
                              made to manage and secure a sale. The delivery of a high standard of
                              customer service is paramount.

                              Promote Business Services to maximise revenue.

                              Maximise centre(s) occupancy to meet and exceed targets.

Customer Care                 High levels of Customer Care and satisfaction are the main focus of MWB
                              Business Exchange. Work with centre(s) staff to ensure that the levels of
                              service meet both customer’s expectations and service levels as defined
                              by MWB Business Exchange.

                              Constantly liaise with Centre Manager(s) to ensure a smooth and
                              effective move-in of new clients so that product and service expectations
                              are met.

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                            Business Development Manager

Finance                       Maintain profitability of the centre by increasing occupancy and achieving
                              the target rate in line with the centre budgets. To forecast sales activity
                              and results for the purpose of setting centre budgets for Board approval.
                              Be fully aware of the company financials and be able to interpret profit
                              and loss reports. Implementation of financial controls in line with financial
                              operating procedures as laid down by MWB Accounts Department.

Marketing                     Prepare a local Marketing Plan for centre(s) in conjunction with the
                              Centre Manager(s) and the Marketing department.

                              Implement the local Marketing Plan ensuring follow up and monitoring to
                              record and report results.

                              Have full knowledge of marketing collateral and their uses. Ensure that
                              these resources are available at centre(s) for distribution to prospective
                              and existing clients.

Planning and Organising       Effective planning and organising of time and tasks to ensure that
                              adequate time is invested in each centre.

                              Effective sales activity planning is a vital part of this role.

                              Adherence to reporting deadlines laid down by MWB Business Exchange.

                              Time and movement management to ensure adequate management
                              cover at centre(s).
Product Knowledge             Have a full understanding of all the products offered by MWB Business
                              Exchange, including office space, virtual office and other products and

                              Be able to relate all product offerings to prospective and existing clients
                              with related costs.
Systems                       Operate Talisma, the internal CRM system, in line with operating and
                              reporting policies and procedures.

Team Management               Introduce and maintain high levels of team spirit and be a team player.

                              Work with the Business Manager(s) to ensure the needs of the new
                              clients are always met.

                              Provide constructive feedback to the Business Manager from clients on
                              service delivery

Key Interfaces:                    Business Development Director
                                   National Sales Manager
                                   Area General Manager
                                   Area Sales Manager
                                   Business Development Executives
                                   Centre Teams
                                   MWB Business Exchange Head Office
                                   MWB Business Exchange National Sales Office
                                   External property agents/brokers

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                            Business Development Manager


Job Title:       Business Development Manager

 ATTRIBUTES                            ESSENTIAL                                  DESIRABLE

Physical                 Smart and business like appearance.
Make Up

Education &                                                               Business Administration Degree
Qualifications                                                             or equivalent.

Experience               1 years of experience in a business             An understanding of how the
                          development capacity in a client facing          commercial property operates
                          service industry.                                would be an advantage.
                                                                          Financial knowledge including
                                                                           interpretation and analysis of
                                                                           P&L statements, forecasting and
                                                                           budgeting and credit control.

Special                  A bright, go getting person that is
Aptitudes                 tenacious and resilient with a strong
                          desire to succeed.
                         Strong interpersonal skills
                         Excellent presentation skills
                         Must be competitive and have a need to
                          win with an ability to think on their feet
                          and deliver solutions.
                         Strong ability to plan and organise.
                         An excellent communicator with a direct
                          and open style.
                         Enthusiasm and drive for generating
                          revenue with evidence of “going the extra
                          mile” coupled with strong client focus, a
                          flexible and resilient attitude.
                         Demonstrates an understanding of the

Disposition              Bright
                         A self starter
                         Dynamic.
                         Professional.
                         Resilient.
                         Energetic

Circumstances            Must be able to work hours the business      May be required to work occasional
                          dictates.                                    weekends.

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                            Business Development Manager


   Competency                                          Definition
Client First           Always already to go the “extra mile” for clients (Internal & External).
                       Actively demonstrates a pride in, and an enthusiasm for meeting client
                       needs. Spots opportunities to increase service levels.
Team Working           Able to fit in with the team. Can develop effective and supportive
                       relationships with colleagues. Is considerate towards others, and
                       creates a team spirit.

Effective              Communicates confidently, fluently and logically. Holds other’s
Communication          attention when speaking.
Persuasive             Able to change people’s views and influence their decision.
Planning &             Ability to identify the issues and plan ahead. Can meet deadlines and
Organising             respond to tasks within a timescale.
Resilience             Demonstrates ability to work in a pressurised environment, and to deal
                       with situations calmly.
Developing Self        Accepts personal responsibility for developing own skills to improve
Change &               Generates new ideas to add value to the business. Supports and
Innovation             implements new ways of doing things. Open to change and
                       encourages others to view change positively.
Leadership             Ability to involve, motivate and gain commitment from others.
Making                 Assimilates information and uses effectively to make decisions.
Goal Focus             Able to focus on desired outcomes, and take decisive action when
                       circumstances change.

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