Salary Band by Egl80C


									Scottish Qualifications Authority

Business Development Consultant, Business Development & Customer Support,

Summary of SQA Terms and Conditions

Salary Band for 01/04/11 – 31/03/12

    Min         Point 1        Point 2             Point 3      Point 4   Point 5

  20,559        21,044         21,465                  21,855   22,248    22,732

Length of      This is a permanent post.

                                         Page 1 of 6

Section 1          Job Details
Job Title          Business Development Consultant
Business Area      Business Development & Customer Support
Job Grade          5
Responsible to     Business Development Consultant Team Leader
Job Purpose        Effective account management of a portfolio of existing
                   customers, maintain and increase customer uptake of
                   SQA’s qualifications, products and services. Develop and
                   obtain new business by developing a strategic individual
                   growth plan, undertaking cold calling activity within a given
                   region and achieving and exceeding revenue and customer
                   engagement targets. Contribute new ideas to improve sales
                   and service and by taking ownership of and resolving
                   customer issues to demonstrate that you are the ‘voice of
                   the customer’ within SQA.

Section 2   Specific duties of this post
1           Contribute to the development, delivery and monitoring of the
            business development plan in liaison with the BDC Team Leader.
2           Resolve and report on the resolution of centre issues and ensure
            that issues are tracked and logged on the CRM database. Liaise
            where necessary with Operations colleagues to resolve issues.
            Have a good working knowledge of SQA approval process e.g. fast-
            track recognition process and procedures for handover to relevant
            team for progressing approval application.
3           Monitor progress against targets and provide updates on
            achievement against sales/profit targets each month. Ensure that
            centre contact for new and existing customers is in line with the
            Customer Engagement Strategy.
4           Achieve set strategic objectives including revenue and customer
            engagement targets through the sale of SQA products and
            services. Develop sales enquiries by telephone from existing and
            potential new centres. Under the guidance and direction of the
            BDC Team Leader and according to agreed service level
            agreements account manage and forecast income on a daily basis
            for a portfolio of existing customers. Generating and referring
            leads, as appropriate, to BD colleagues/Specialist Awards and
            Services/New Ventures.
5           Develop individual strategic growth and action plans that
            incorporate cold calling on a daily basis to develop and obtain new
            business and grow SQA’s share of the market.

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6           Collate and prepare information for reports and briefings (e.g.
            market information, centre profiles).
7           Coordinate activity effectively to ensure that the customer
            proposition/service level agreement is met.
8           Liaise with other business areas to source information, contribute to
            and extract CRM and MIS data as necessary to in advance of
            centre contact.
9           Maintain current knowledge of SQA developments, products and
            services and customer activity and provide existing and potential
            customers with accurate and timely information in regard to SQA
            products and services. Identify and fulfill customer requirements in
            a proactive and efficient manner.
10          Develop and maintain effective, collaborative working relationships
            with colleagues. Participate in team meetings offering suggestions
            for improvement to processes/activities and in supporting the work
            of the wider team.
11          Work within the team’s budget and other resource commitments.
12          Contribute towards the organisation’s continuous improvement
            initiatives and ensure personal compliance with documented

Section 3   Generic duties for this grade
1           Responding to queries, providing advice and guidance and where
            appropriate making revision when required
2           Production of documentation and procedures for relevant parties
3           Monitoring any associated resources including budgets/stock and or
            income/expenditure and the supervision of staff (including
            Managing any associated resources including budgets/stock and or
            income/expenditure and the management of staff (including
4           Planning and organising own work typically spanning several
            months (including arranging and supporting meetings/events), the
            co-ordination of other team members work and resolving related
            problems and issues
5           Ensuring compliance with appropriate policy/legislation
6           Contributing to the implementation of new areas of work/projects
            including supporting the following:
                    - Any analysis and research
                    - Liaising with internal and external stakeholders
                    - Development and implementation of plans thereafter
                    - The implementation and effective communication of new

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Section 4   Qualifications, knowledge, skills and experience
1           As a minimum be educated to SCQF Level 6.

            Additional Education Statement
            Plus any specialist educational required for role

            Be able to demonstrate direct relevant experience for this role
2           Be able to operate SQA desk top packages and business systems
            at the appropriate level for this role

3           Be able to operate specialist IT systems relevant to this role
4           Be able to understand and carry out complex numerical and or
            financial calculations and analyse data

                                        Page 4 of 6
    The SQA Leadership Framework for managers comprises the competencies listed
    below. The interview, which will be based around the competencies which are most
    relevant to this post, is an opportunity to demonstrate suitability for the post by providing
    evidence to support the application.

Competence      Description
Provides       Focuses and encourages others to focus on delivering the operational
Direction      plans
               Regularly reviews and communicates progress on operational plans
               Uses the operational plan to prioritise work, budgets and resources
Leadership     Creates a sense of common purpose
               Models behaviour that shows respect, helpfulness and cooperation
               Encourages and supports others to make decisions autonomously
Planning       Sets SMART objectives for self and/or team
               Regularly reviews progress to redirect action when necessary
               Considers “what ifs” and uses contingency plans to minimise risk
               Plans activities based on the needs of those who will be affected by
Improvement    Responds positively to challenges from others
Focus          Offers new ideas and solutions to current challenges
               Tests new ideas with others
               Readily adopts new ways of working
Business       Focuses personal effort on activities that contribute to business
Focus          performance
               Seeks relevant advice/ information from appropriate sources
               Ensures relationships with customers/suppliers and business partners
               add value
Customer       Seeks feedback from customers to enhance service and/or products
Focus          Responds appropriately to customer requests
               Establishes customer information needs in order to communicate
               effectively with customers
Managing        Modify work processes and operating procedures in line with change
Change          plans
                Enable individuals to see the short, medium and long-term benefits of
                change programmes
                Work with others to ensure changes are embedded into team
                practices and are sustainable
Developing     Provides support and feedback to colleagues when needed
               Helps people to learn from mistakes
               Identifies and removes or works around blocks to progress, as
Managing       Openly recognises and rewards good performance
Performance    Acts quickly and fairly to address poor performance
               Demonstrates the importance of performance management by giving it
               a high priority
               Is open and encourages feedback from all levels

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Visibly and quickly deals with those who harass, bully or unfairly

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