Business Development Director

Posted 4 months ago

The Business Development Director defines, articulates and implements the organisation’s strategy for selling products and/or services. He/She develops forecasts and strategies to achieve the right volume of sales at price levels that ensure profitability. He actively seeks out major customers and forms relationships with key influencers and buyers. He should also keep abreast of the industry trends, market and competitors’ activities and serves as a business representative at major industry events, conferences, trade shows or expositions. He is a team leader with the primary task of managing a group of sales managers to be as effective as possible.

The work involves building key relationships to grow the business, and maintaining relationships with partners, customers, stakeholders and other affiliated companies. He spends significant time in leading presentations for business development and in meetings with key business stakeholders.

He should display a strong sense of resilience, fairness and has the ability to motivate and inspire his sales teams. He should display strong influencing, problem solving and negotiation skills, and have a strong understanding of market demand and buying behaviour.

 

Critical Work Functions Key Tasks
Research industry trends Monitor changes in the industry and determine how they can be converted into useful opportunities
Participate in forums and discussions to keep abreast of new changes in the industry and practices
Leverage on innovations within media to maximise the monetisation of traditional and digital assets and products
Provide inputs to the content development teams based on customer and industry feedback
Develop a comprehensive organisational sales and distribution strategy that maximises sales opportunities
Develop sales and distribution policies and programs that reflect the organisation’s goals and objectives
Outline objectives in key target areas such as sales volume, market share, segments, distribution channels and profit margins to guide the development of advertising sales, promotions, campaigns, sponsorships and other offerings based on the customer insights
Provide inputs on sales incentive structure and key performance indicators to help monitor the execution of these targets
Execute business development and sales operations Define the approach for the overall sale of new business, new business to existing accounts and account retention
Grow penetration into key markets by collaborating with the marketing team
Recommend changes in pricing structures and packaging, additions, specification changes and deletions in product lines or products
Set the direction for the sales team in generating proposals that define a clear path to client satisfaction and revenue growth
Provide advice in the preparation of bid documents and integrated proposals for key accounts and new focus areas
Manage customer relationships and accounts Establish customer relationship management (CRM) systems and guidelines for management of customer relationships and leads
Establish internal guidelines for personal data protection based on applicable legislations, to manage customer data
Promote positive relations with major customers and prospects to develop a thorough understanding of their needs
Influence senior stakeholders within customers’ organisations and premier buyers in the industry
Foster relationships with new partners to achieve desired revenue and profitability objectives
Manage sales performance Review sales performance by analysing performance reports
Investigate internal and external factors impacting sales performance
Drive solutions to improve sales performance
Manage teams and/or departments Define common goals, direction and accountability among staff
Define staff development strategies by coaching, mentoring and engaging in career discussions
Define effective performance management practices within department in accordance with organisational policies and procedures
Oversee budgets, forecasting, work allocations and staffing of the department

Job Features

QualificationMasters in CS
Experience2+ Years

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