Job description of a business development specialist. Job description of a sales development manager, company, personnel and retail network: the specifics of each area

The profession of a development manager is demanding and versatile and includes almost directorial duties. A specialist of this profile explores the market, participates in advertising campaigns and marketing programs, brings new products to the market, works to reduce costs and increase the profitability of the company's activities, and so on. In short, the development manager is responsible for solving the strategic problems of the company.

An efficient manager can quickly grow to commercial director(or even to the general).

The position of development manager is indispensable in any field. This applies to both the manufacturing and service sectors.

Places of work:

• medium and large companies;
• government agencies and corporations.

History of the profession

The gradual development of technology in the world has become very aggressive in the 20th century and especially in the second half of it. Development of transport, communications, engineering, media and simplification international trade set new challenges for businesses.

The labor market required a large number of leaders and managers of various levels - sales managers, business development specialists, quality managers, advertising managers, wholesalers and foreign partners.

Responsibilities of a development manager

The job responsibilities of the development manager are as follows:

• finding and attracting customers;
• negotiations, consultations, conclusion of contracts with customers;
• control of marketing and advertising of partners and dealers;
• monitoring of competitors (prices, assortment, advertising activities);
• creating reports on research results;
• opening new points of sale of the company and monitoring their activities.

The Development Manager's responsibilities may also include:

• participation in exhibitions and conferences;
• training of shop assistants, distributor staff.

Development manager requirements

Basic requirements for a development manager:

• work experience more than 1 year;
• higher education (sometimes incomplete);
• PC knowledge: MS Office, 1C, Power Point, Excel.

Ownership is often required English language and having a car.

business development manager resume sample

Resume sample.

How to become a development manager

To become a development manager, it is enough to have a higher education - either economic or related to the field of activity of the company. For example, in construction company construction education would be appropriate.

In addition to the diploma and knowledge gained at the university, you will need work experience (preferably in sales, advertising, marketing or in the field of company work).

development manager salary

The salary of a development manager is highly dependent on work experience and development of professional skills. Specialists with more than one year of experience can count on 30-60 thousand rubles per month. Specialists with more than 3 years of experience, with management experience, earn 50 - 150 thousand rubles a month. average salary development manager is 40 thousand rubles per month.

Where to get training

In addition to higher education, there are a number of short-term studies on the market lasting, as a rule, from a week to a year.

Interregional Academy of Construction and industrial complex and her Marketing Manager courses.

A modern scientific and technical academy and a number of its courses in the direction of "Management and organization development".

JOB INSTRUCTIONS FOR TERRITORIAL DEVELOPMENT MANAGER

Purpose of the position: Tactical control and control of the activities of representative offices

1. General Provisions

1.1. Name of the structural unit: Branch

1.2. Reports to (supervisor position): Commercial Director

1.3. Is the head (positions of direct reports): no

1.4. Replaces (positions, the functions of which are performed by the employee, in their absence): Head of Representative Office

1.5. Deputy (positions that perform the functions of an employee in his absence): Commercial Director

2. Job responsibilities

2.1. Conducts an analysis of the work of distributors and representative offices, identifying opportunities to increase the efficiency of their work.

2.2. Controls the implementation of work standards by each employee of the representative office.

2.3. Controls the fulfillment of tasks assigned to the representative office.

2.3.1. Participates in the formation of strategic and tactical plans for market development.

2.3.2. Ensures the implementation of tactical plans assigned to the representation.

2.3.3. Controls the implementation of sales plans and development of the territory.

2.3.4. Conducts an audit outlets every time you visit a representative office.

2.4. Analyzes and controls the repayment of receivables of the representative office.

2.4.1. Develops and implements measures to identify and reduce receivables.

2.4.2. Controls the repayment of receivables in cooperation with the Head of the representative office and distributors.

2.5. Organizes the reporting system of the representative office.

2.5.1. Controls the timely delivery of reports.

Oversees internal reporting in the field.

2.6. Trains the employees of the representative office and implements or supervises the implementation of part of the standards.

2.6.1. Trains wholesale managers, regional sales supervisors in sales standards.

2.6.2. Conducts training of the sales team of the representative office during direct work with the Client and in the analysis of specific situations.

2.7. Analyzes and develops sales channels in the territory (including own sales in new territories with the connection of new customers either to a branch or a representative office).

2.8. Establishes mutually beneficial relationships with strategic and new Clients.

2.8.1. Interacts with distributors and key customers.

2.8.2. Supervises the work of distributors together with the Head of Representative Office in order to increase sales and market share of the company in the respective region.

2.8.3. Participates in the formation of distributors' orders.

2.9. Participates in the development and is responsible for the implementation of programs aimed at promoting products in the assigned territory.

3. Administrative work

3.1. Budgeting: No

3.2. Planning: Tactical planning for the development of the territory

3.3. Reporting: weekly, monthly

3.4. Personnel work: assessment of the performance of the employees of the representative office, assessment of resources to perform the required amount of work, recommendations to the Head of the representative office on the hiring and dismissal of employees

3.5. Document development: no

3.6. Maintains up-to-date information, databases: controls the maintenance of a database of distributors, wholesalers and key clients of the representative office

4. Has the right to make decisions on issues

4.1. Financial: no

4.2. Selection of partners: distributors, wholesalers and key customers, together with the Head of Representative Office

4.3. Approval of documents: no

5. Documents regulating the work

5.1. External documents: Legislation and regulations

5.2. Internal documents: Standards of civil defense, Regulations on the branch, Job description, Internal labor regulations.

6. Criteria for assessing labor efficiency

6.1. Implementation of weekly and monthly planning activities, for which he is responsible.

6.2. Implementation of the quality of weekly and monthly planning activities for which he is responsible.

6.3. Performing weekly and monthly planning activities for which he is responsible.

6.4. Satisfaction of internal customers.

6.5. Satisfaction of external customers.

6.6. Implementation of budget plans.

7. Interaction, exchange of information

7.1. Receives information

	Provider	Issues	Form	Periodicity
	Commercial Director	Tasks, plans for sales, for the development of the territory		Monthly
	Head of branch	Reports on the implementation of sales plans and plans for the development of the territory	Report (excel)	Weekly
		Report on overdue receivables	Report (1C)	Weekly
			memo	Monthly
		Reports on quantitative and qualitative distribution by distribution channels	Report (excel)	Monthly
	Financial analyst	Accounts receivable from customers	Report (1C)	Weekly

7.2. Transfers information

8. Qualification Requirements

Higher education

8.2. Special training, permits: no

8.3. Skills:

· Conducting negotiations;

· Personnel management;

PC (MS Office package, e-mail, Internet);

8.4. Work experience: at least 2 years of managing a team of sales representatives in the field of food sales.

8.5. Professional knowledge:

· Conditions for concluding commercial transactions and methods of bringing goods to consumers;

· Methods for studying the demand for the company's products;

· Progressive forms and methods of trade and marketing;

· Teaching methods.

Other instructions in the section:
— Job description of a specialist in automotive technical expertise;
— Job description of the collector;
- Job description of a nurse.

Why write a job description for a business development manager?

When hiring, the employer signs with the new manager employment contract, which displays the key moments of the interaction of the parties. The job description supplements the contract and details a number of issues related to the employee's performance of his labor function.

With regard to the position of a development manager, this approach is especially relevant, since in private companies there is no single approach to setting tasks for an employee holding the described position. In some companies, the employee is expected to develop the business as a whole, in others they are instructed to develop a separate area. It is the job description that allows you to determine the specific duties and rights of the development manager.

There is another important function of the job description - fixing in it the requirements for the qualification of a candidate for a position. There is no development manager position in qualification handbook posts. This means that there are no recommended qualification requirements, i.e., each employer has the right to decide what requirements his employees must meet. In order to avoid further disputes over the validity of a refusal to hire, it makes sense to fix such requirements on paper.

Approximate structure of the job description for a development manager

An employee who is assigned to develop a job description for a development manager can use the generally accepted structure of such documents, which implies the presence of 4 main sections in them, when performing this task.

1. General provisions

   This section serves to set out the following information about the position:

   Don't know your rights?

   • job title (development manager);
   • chain of command (indicating who is responsible for hiring and firing);
   • qualification requirements (requirements for the level of education, work experience, you can also list the skills and knowledge that the manager would like to see in the candidate for the position);
   • the presence of subordinates;
   • substitution order.
2. Rights

   In each company, the head decides for himself what rights to give the development manager. However, in any case, one circumstance must be taken into account: for the effective execution of the tasks assigned to him, the manager must have a certain freedom in making decisions within his competence. Thus, he may be granted, for example, the following rights:

   • request information and documents necessary to solve the tasks set from all departments of the company;
   • get acquainted with the decisions of the leader;
   • to transfer to the manager their suggestions for improving the work process;
   • require the manager to assist in the implementation official duties;
   • issue orders to their direct subordinates and control the progress of their execution;
   • participate in negotiations with clients;
   • attract partners to cooperate with the company;
   • sign (vise) contracts within their competence.
3. Job Responsibilities

   After hiring a development manager, the head of the company expects him to fulfill specific tasks- and it is in this section of the job description that the duties that the employee must perform are prescribed. For example:

   • develop a general concept for the development of the company;
   • develop a development strategy for the company and, within its framework, create a general development plan;
   • develop programs for the development (restructuring) of the company, monitor their implementation;
   • submit proposals to the management on the development of new areas of the company's activities;
   • look for new markets and ways to develop them;
   • organize interaction structural divisions companies to implement the approved development program;
   • analyze the results of the implementation of the development program;
   • prepare reports on the effectiveness of the approved development program.
4. Responsibility

   A development manager can be held accountable for both his actions and the consequences of his decisions. It can go:

   • on disciplinary liability - if the employee is caught in non-fulfillment or improper performance of his labor duties;
   • on administrative or criminal liability - for the commission of relevant misconduct by an employee;
   • O liability- if the employee causes damage to the property of the company.

Some nuances of drafting a job description for a development manager

In some companies, the position of development manager has more than narrow specialization which is reflected in its name. For example, it is not uncommon to find positions such as business development manager or territory development manager. At the same time, the job description of an employee holding such a position must certainly reflect the features characteristic of this particular area of ​​activity.

Above exemplary structure The job description is most suitable for a business development manager, since it is drawn up in such a way that items related to the development of the company as a whole are included in the job responsibilities. If the direction of the manager's activity is limited to the development of the territory, then this section of the instruction should be corrected.

For example, the job responsibilities of a territory development manager might include the following:

• analyze and develop sales channels in the specified territory;
• develop and implement programs to open new branches or representative offices;
• to select candidates for leadership positions of new divisions.

In any of these cases, the development manager is tasked with developing and implementing measures aimed at developing the company. The scope of his powers and the list of main job responsibilities are fixed in the job description. The head himself decides what duties he assigns to the development manager, what rights he gives him and what qualification requirements he sets for the applicant for this position. The main thing to remember at the same time is that in the future it will not be possible to demand more from an employee than is enshrined in his job description.

The profession of a manager covers all aspects of the activities of an organization or company. Is this a manager? and therefore his duties include not only control over the production process, but also all the functions of organizing the work of the company and personnel in particular. Such versatility obliges to possess many skills and qualities. There are several areas of work of the manager. One of them is a development manager. Let us examine in more detail the duties of such an employee.

First of all, a development manager is a person who plans options for the development of the company, studies the market and prospects for its development, and also develops new expansion plans. We can say that the work is very voluminous and responsible.

business development manager decides a series production tasks. First, it is building up the base of potential customers. To increase profits and help further increase production or the number of services provided, you need to attract customers. At the same time, it obliges to properly plan the activities of the company and competently manage departments and personnel.

The development manager must monitor the implementation of projects at all levels. In addition, control over finances and their proper distribution is also the responsibility of the person who borrows in the company.

For the fruitful development of the business, it is necessary to improve the material and technical base, for which the development manager is responsible. Control over the process of equipping production and planning to supply the company with all the necessary machinery and equipment is the responsibility of the person who holds this position.

Among other things, a manager of this level is responsible for conducting negotiations at all stages of the project, selecting specialists for organizing work and other activities related to the development project.

We can say that the development manager is indispensable in any field. This applies to both the manufacturing and service sectors.

If you specify the duties that a development manager must perform, then this is the development of business development plans and their further implementation and promotion.

This position does not exclude and In the future, you can apply for the vacancy of the head of the development department. But for this you need to responsibly fulfill your duties and show good results of work.

For any manager, it is necessary to have a sense of purpose, striving for excellence, communication skills, the ability to get out of the current situation and make decisions quickly. In addition, one must be a sociable person in order to find compromises in dialogue with staff and customers.

The listed responsibilities include the general job description of a development manager. But within each individual organization There may be requirements for this position.

For a successful career in this field, three rules must be observed.

First, it is the correct planning of the working day. In order to manage everything and not miss the most important thing, you need to correctly distribute your work time. This allows you not to forget about an important meeting or some business.

Secondly, this proper organization work that eliminates a large amount of paperwork. For this there are many technical means that simplify the management process.

Thirdly, it is the ability to find the right approach to each client. Regardless of the area in which the development manager works, a friendly attitude towards customers is a must. They need to know that the company values ​​them.

Perhaps, after reading this article, some will want to master this profession, which is also in demand in the labor market. But to become a professional in this business, you need to have a lot of experience and possess the necessary human qualities.

Experienced businessmen know that you should never stop where you are and be content with what you have. Business is a constant run forward, because as soon as you stop, competitors will immediately pass you by. But not every entrepreneur understands how and where to go, what to look for, what prospects the business has, what to invest free funds in. To understand this, you need to conduct a detailed analysis based on the economic situation, purchasing power, market conditions, etc. Such an analysis is usually carried out, who advises management and is responsible for new directions, capturing markets and other important tasks. Consider what is included in the duties of such a specialist, who can become one and where to look for such employees.

Introduction

Unfortunately, Russian universities do not teach people to do business and develop it. They provide only general data about the economy, while not tying them to reality. As a result, many economists and businessmen build their affairs based on intuition, and not on professional knowledge and the laws of the market.

Development manager always works in a team

Russian universities do not even have a specialization in business development. These people learn on their own, gaining experience in the process of work, studying foreign literature, attending courses, etc. Such specialists are extremely in demand in the market and belong to the top level, since the fate of the entire company depends on their decisions.

Some businessmen believe that the SPR is necessary only for large factories, enterprises or combines, but in fact this is not the case. A competent specialist will help an ordinary entrepreneur who runs a clothing store, an LLC engaged in small-scale production, and a workshop that manufactures a variety of products. He must have knowledge in many areas, understand economics, marketing, management, management, etc. He must understand how promising this or that direction is, be able to make plans and implement them, be able to increase sales and assign tasks.

Attention:a wide range of requirements and duties to the employee blurs his responsibility and the boundaries of authority. We recommend that you carefully consider what exactly the specialist will do in your company, and write out his instructions based on this.

Advantages and disadvantages of the profession

Before consideringLet's take a look at the advantages and disadvantages given profession. Let's start with the benefits:

1. There is an acute shortage of specialists in Russia, so you are guaranteed to be provided with work in the coming decades.
2. MRB's salary is higher than that of other managers. Often it is equal to the salary of the executive director or head of the unit.
3. The profession opens up great opportunities: you acquire new acquaintances, study the markets, understand how this or that business works.

But the profession also has its downsides. These include a huge level of responsibility (in fact, the fate of the company depends only on you): a mistake made can ruin your reputation. Also, the negative aspects include non-standardized operating time and the complexity of the start. To be hired, you need to be a really good specialist with reviews and a reputation.

Attention:the manager performs different functions depending on the requirements and wishes of the client. He can be engaged in increasing sales, building retail network, company development or staff training.

Sales increase

The main goal of any commercial structure is to make a profit. As a rule, this can be achieved by increasing the volume of sales. When ordinary salesmen and managers fail to cope with the work, the management decides to hire a specialist who will develop a plan and implement a project to increase the number of transactions and products sold. Often this position is filled by top salespeople who understand the psychology of people, know how to close deals and sell anything.

The manager does not deal with any projects, he organizes and controls them

The task of a sales manager is not only to increase sales, but also to draw up an accurate sales forecast so that the company can organize, organize logistics and interact with counterparties. A qualified employee will be able to ensure that sales are regular, stable and with positive dynamics. To do this, he will need to analyze in detail current activities, draw up a plan for individual salespeople and the entire department, taking into account their qualifications and personal data. WFP also trains employees, organizes quality customer service or contractors, negotiates and signs contracts, controls logistics and delivery services.

Network development

The second area that the business development manager is engaged in is the construction of retail chains for companies. He maintains and develops the network, appoints managers to points, controls their work, selects places for opening new establishments. Accordingly, for this, he conducts market analysis, studies demand and consumer sentiment, launches advertising campaigns, conducts a detailed analysis of the activities of competitors, trains the staff of retail outlets, and also improves their work.

Essentially, the manager doing this job is the CEO. He can change the location of outlets, conclude lease agreements, appoint and change outlet managers, increase their salaries and introduce a bonus system, develop documentation, etc. He is responsible not only for the direction of development, but also for each specific outlet, so he works directly with each of them.

Development of the company

A specialist who is engaged in the development of the company must have a higher education and serious experience in building a business. It is on him that the fate of the entire company, its profit, the vector of movement and market coverage depend. Such an employee is engaged in everything at once, that is, he is in the position of general director, although he is not one. He looks for new clients and signs papers, he negotiates and organizes manufacturing process, he is engaged in short-term and long-term planning, sales and team training.

As part of the job description of a business development manager includes market and competitor analysis, compiling various reports on the company's activities, creating presentations for the head of the company, managing departments, etc. This is the position of a TOP manager, respectively, and the responsibility of the employee is extremely high. In fact, he is responsible for everything that happens in the company, from falling sales to conflicts between departments or employees.

The manager must be a good manager

Regional development

The territory development specialist is engaged in the promotion of the company in the selected region. He works with various distributors and suppliers, increases sales, develops business and captures markets. The manager works closely with marketers and salespeople, partly with lawyers and HR managers. His responsibilities include:

1. Checking compliance with the standards and quality of work of the company's departments.
2. Monitoring the fulfillment of the tasks and goals set for the branches.
3. Study and implementation of the company's development plan and entry into new markets.
4. Increasing sales and working with competitors.
5. Control over accounts receivable and work with contractors.
6. Creation of reports and infographics, control over indicators of offices and outlets.
7. Carrying out activities aimed at training employees of various levels (usually sales and marketers).
8. Building new sales channels.
9. Negotiating and concluding contracts with contractors.
10. Analysis and improvement of the number of sales in the region.

Who can become a development manager

Above, we briefly described the main tasks that development specialists deal with. In fact, this is only a part, since there are other areas that they manage. Let's look at who can become a development manager and what qualities he should have. First, a person must have a higher education, preferably in the economic sphere. Secondly, he must have real knowledge about how the business works, how processes are built and how they are implemented. Thirdly, he must have the following data:

1. Resilience to stress and ability to work in conflict situations.
2. Leadership qualities, ability to lead staff.
3. The ability to motivate employees and the ability to punish them.
4. Ability to convey your point of view to management and subordinates.
5. Oratorical qualities, the ability to convince and sign the necessary agreements.
6. Understanding of the basics of document management and office work.
7. Knowledge of foreign languages ​​to work with foreign partners.
8. Ability to work with a computer and the Internet, understanding of office programs and the ability to write reports.

The manager always has the opportunity career development

Separately, the point on education should be considered. In Russia, as we wrote above, they do not train development specialists, so they train for this position on their own. It often happens that former private entrepreneurs come into the profession, who decided to go forward, but could not find the resources for development themselves. Often come into the profession CEOs companies, top salespeople, executive directors and other senior employees. It is not necessary for a person to have a higher economic education, but it is highly desirable. In fact, marketers, psychologists, and even people with technical education often come to the position, because for work you need to analyze various indicators and be able to work with information.

How to become a manager

In order to become a qualified and competent development manager, you need to study hard and understand the work of your company well. Usually, employees with at least 3-5 years of work experience are hired for this job. During this time, you should study the principles of the company, highlight its weak and strengths, learn the market, understand the logic of competitors, etc. After that, you will need to write short plan to correct the situation and provide a schedule for increasing sales. If management likes your ideas, then you can apply for this position.

What is the salary level of such employees? Everything here is purely individual. Much depends on the region of work, much depends on the level and size of the company. On average, they receive about 50 thousand rubles when working with small and medium-sized businesses. In a large business, salaries reach 200-250 thousand, but the responsibility of the specialists is considerable. At the same time, managers are often recruited for a rate + bonuses or percentages. If he manages to successfully raise the company and increase sales, then he receives bonuses, which often amount to 50-100% of wages.

Is there a future for this profession? Experts believe that the demand for it will grow in the next 10-15 years. The fact is that today Russia is under sanctions, which makes it difficult to do business both within the country and with foreign partners. The solvency of the population is falling, sales are decreasing, the level of competition in the market is growing. In this situation, the one who will work as efficiently as possible, reducing costs, making unconventional decisions, building networks and raising the skill level of employees, survives. There are very few such specialists and the demand for them is very high. They mostly move to large metropolitan areas, but companies operate throughout the country, so there is a critical shortage of them in the regions.

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