Job Responsibility of Business Development Head - PDF

Document Sample
Job Responsibility of Business Development Head - PDF Powered By Docstoc
					Business Development Director
Job description

Purpose Summary
The Business Development Director is responsible for the overall management of all strategic and operational Marketing
and Customer Relationship activities. This will include sales and marketing plans, customer awareness campaigns,
providing timely and reliable management information that supports the business strategy, goals and objectives.
Responsible also for ensuring delivery of top line revenue and profit, developing loyalty from existing customers,
attracting new customers and building significant brand equity.



The key areas of responsibility for the Business Development Director include:

 Marketing

 Customer Relationship Management

 People Management

 Teamwork

 Knowledge




Principal Responsibilities


Marketing
 To provide strategic marketing leadership and direction, ensuring marketing best practice is implemented, leading the
  team to ensure that the strategy is communicated passionately to the organisation.

 To plan, deliver and lead incisive and value-added business development support ensuring key objectives in the
  business plans are achieved.

 To develop and maintain an excellent understanding of the company’s target audiences, strategic context and
  commercial activities to ensure that goals and objectives are achieved.

 To act as the driving force behind the development and implementation of the business development strategy, working
  with the team to deliver on the marketing and customer relationship objectives of the business.

 To prepare the Business Development plan and oversee all elements of Marketing and Customer Relationship activity
  to ensure alignment and achiement of objectives. This includes, but is not limited to, targetting client development,
  product marketing, profile raising, marketing and communications, CRM, research, analysis, segmentation, website
  development and event management.
Business Development Director
Job description
 To be accountable for targets, customer revenue, tracking results and profitability of all channels and customer
  retention.

 To be responsible for the management of all customer communications and scripts, working with the Marketing
  Communications Manager to define the customer experience, ensure a high standard of written copy, consistency of
  message, an excellent customer experience and further develop the customer journey.

 To work with the Digital Marketing Manager to capitalise on keyword reporting analytics to improve results and
  dynamically respond to customer searches.

 To work with third party marketing agency to manage the production and delivery of all marketing collateral used in a
  range of different contexts.

 To work closely with the Sales team to maximise cross selling opportunities at every customer touch point throughout
  the customer journey and to integrate new business sales and service process with CRM activity to optimise the
  customer experience and maximise return.

 To ensure compliance with brand guidelines across the organisation at all times.

 To plan and deliver revenue generating and profile raising events that support new business development and
  renewals.



Customer Relationship Management
 To lead the customer strategy from a detailed understanding of both current and potential customers, ensuring a
  focus on long term direction and commercial value, and pro actively driving forward activation strategies, retention and
  revenue.

 To manage the Relationship Management team to build strong relationships with our customers, gaining a close
  understanding of their business and their needs in order to increase revenue on a customer by customer basis in line
  with the £4£ initiative, particuarly focusing on up-selling and cross-selling.

 To develop and manage the contact strategy to best develop leads from new and existing customers

 To provide professional and effective services to all customers, to meet customer expectations, particularly in terms of
  Quality and Timeliness in line with departmental standards, procedures and guidelines.

 To define relationship grouping of customers into C1, C2 and C3 for allocation to Relationship managers, definition of
  contact frequency, identification of customers requiring executive relationship and methods of building and maintaining
  customer relationship plans.

 To work closely with the Sales Director to ensure that the activities of the Relationship Managers and Internal Sales
  teams are integrated with the individual sales team members including customer contact, opportunity development,
  campaign planning, account planning, £4£ measurement

 To work with the Head of Services to ensure that there is a defined process for the Relationship Managers and
  Internal Sales teams to be well briefed on current projects or issues with customers.

 To work with the Head of Services to develop service packs, promote and sell classroom training, identify business
  improvement services engagements, develop technical assistance services as an add-on to product support, and
  manage the pro-active marketing of this.

 To work with the Solutions group to ensure that customers are aware of our product release plans.

 To speak positively and enthusiastically about the company and its products and services to ensure that a



                                                                                                                           2
Business Development Director
Job description
  professional company and brand image is provided at all times to customers and colleagues.

 To communicate courteously with internal and / or external customers by telephone, email and fact to face, building
  positive relationships, investigating, responding to and progressing issues and queries to a successful conclusion at
  the earliest time.

 To set and manage targets across all customer relationship activity.




Data, Reporting and Analysis
 To optimise use of the customer database to ensure best return from all CRM activities

 To ensure that key customer / target audience data is acquired and maintained which should include the corporate
  structure, key people, turnover, sector, products in use, annual licence and support fee, contract terms and renewal
  dates, IT initiatives etc.

 To be accountable for targets, customer revenue, tracking results and profitability of all channels and customer
  retention.

 To undertake marketing research and analysis and produce recommendations to ensure all business development
  activities are optimised.

 To conduct company and competitor analysis to ensure that marketing campaigns position the organisation as a
  differentiated and high value offering.

 To monitor and measure marketing activities to ensure return on investment, building reports that provide an insight
  into data quality, frequency of use, patterns of behaviour, response to marketing campaigns and marketing ROI.

 To report on all of the above on a regular basis to ensure volumes, costs, profitability and performance are all
  monitored and improved



People Management
 To be responsible for the overall management, development and assessment of the entire Marketing and Customer
  Relationship teams and for the achievement of volume and profit objectives across the business in line with the
  agreed annual budgets for each division.

 To lead, coach and motivate the Marketing and Customer Relationship teams, ensuring understanding of the
  company vision and values, maximum teamwork and co-operation with all areas and divisions of the company and the
  highest levels of service provision.

 To work with the Group HR Manager to ensure that job descriptions, pay plans and objectives are set and
  performance appraisals are conducted for each member of the team, ensuring that all have the appropriate skill set to
  achieve their objectives and are competent in their roles.

 To be responsible for assessing training needs and ensuring that the relevant level of training, development and
  coaching is available to all team members, that training needs are met, aiming to improve both individual and
  organisational effectiveness and that everyone is encouraged and supported in their professional development, giving
  employees the best opportunities to develop their abilities and careers within the group.




                                                                                                                          3
Business Development Director
Job description
 To ensure that company policies are implemented consistently and that fairness, reasonable standards in the
  treatment of people, equal opportunities and work life balance are maintained to create a positive work environment
  and minimise risk of action taken against the company.

 To be responsible for the day to day management of all team members to ensure high performance and productivity
  levels are maintained at all times and objectives and targets are achieved.




Teamwork
 To build and maintain strong relationships with all internal departments.

 To work as part of a team to achieve the group and departmental standards.

 To work together with other departments and divisions within the organisation to identify any process improvements
  and improve standards, efficiency and profitability.




Knowledge
 To ensure a good level of understanding and knowledge of organisations products and services, which is improved
  and maintained at all times, ensuring that customer queries can be dealt with accurately and appropriately and
  supported by the department.

 To take responsibility for own personal development in line with agreed annual performance objectives.

 To be willing to list to and support colleagues and team members with professional problems, devoting time to impart
  expertise, infusing confidence and expressing positive expectations regarding the team’s and company’s
  performance.




 Such other duties as the management may from time to time reasonably require.




Reporting
Department: Business Development - Marketing & CRM

Location: Bourne End

Reports to: CEO

Responsible for: all Marketing and CRM team members, both office and field based




Key Interfaces
Dealing with Internal and External customers to improve business profitability.




                                                                                                                         4
Business Development Director
Job description
Dimensions / Budgets
Responsible for managing departmental budget

The department consists of approximately 5 Customer Relationship and 4 Marketing team members.




Knowledge, Experience and Qualifications
Essential Skills and Experience

You will need to demonstrate extensive Business Development experience of a similar nature in a highly competitive
environment. Previous experience within the IT and / or Construction industries is beneficial.

Extensive experience in client management.

Well developed understanding of marketing and business development strategy and implementation.

Proven experience of developing and managing extensive CRM programmes and data driven marketing

Proven strategic aptitude and ability.

Previous experience within a fast paced environment vital.

Experience of brand building and brand development

Demonstration of delivering ROI and strong leadership skills are a prerequisite.

Ability to evaluate and drive change across the business to translate business requirements into actionable plans and
strategies

Commercial experience of customer data analytics and modelling

Excellent IT skills




Competencies Required

Tenacious, Highly energised and motivated, high level of committment and passionate about achieving levels of
excellence

Results driven with good business judgement - Good commercial understanding and mindset

Ability to work under pressure, in a target driven environment

Strong People management skills with previous team management experience being essential and the ability to motivate
others to deliver

Strong project management skills.

Ability to build strong relationships relevant to the development of the company’s profile and business

Excellent communication skills, consultative approach and able to influence others to support objectives

Solution orientated with a positive, can-do attitude

Articulate and focused.

Able to work collaboratively with others to provide a high quality service



                                                                                                                        5
Business Development Director
Job description
Ability to interpret and utilise data to contribute to strategic decisions

Confident and able to work alongside strong personalities within the business

Strong negotiation and influencing skills

Calm and objective with ability to listen and provide stability and direction

Strong analytical skills

Ability to work within a small team



Qualifications Required

Degree level education or equivalent with experience of people management.

CIM or IDM qualification at an advanced level or equivalent




This job description describes the principal purpose and main elements of the job. It is a guide to the nature and main
duties of the job as they exist currently, but it is not intended as a wholly comprehensive or permanent schedule and is
not part of the contract of employment.




                                                                                                                           6

				
DOCUMENT INFO
Shared By:
Categories:
Stats:
views:66
posted:3/7/2011
language:English
pages:6
Description: Job Responsibility of Business Development Head document sample