Assortment development manager job description. A development manager

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 business 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 pros and cons of this 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 a retail network, developing a company or training staff.

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 salespeople 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 the current activities in detail, 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 competitors, trains sales staff, and 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 the production 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 for career growth

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 CEOs of companies, top salespeople, executive directors and other senior employees come into the profession. 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 strengths and weaknesses, learn the market, understand the logic of competitors, etc. After that, you will need to write a 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.

In contact with

Every organization that loses prospects will be doomed to failure. Because of this, all large companies allocate resources for development. The choice of the path that the enterprise will take will depend on its type of activity. In any case, you will need a specialist - a business development manager. He can find new markets for products, negotiate with potential customers, etc.

Each specialist working at the enterprise has his own job description, the business development manager is no exception.

What is the job description of a manager and director of business development

Essence and purpose

“Movement is life” this rule is especially typical for companies. After all, if things often go well at the initial stage, over time it will be necessary to go to a higher level. If this is not done, then the activity of the organization will be reduced over time. Just for such a case, business development managers are hired in the company.

Its main activities include establishing a good atmosphere within the team, working with clients, including the search for new markets. His work helps to establish the right communication between management and subordinates.

To do this, the development manager will need access to information about the state of affairs within the organization and in the industry market. He must always operate only with the most up-to-date statistics. Also, the development manager can represent the company in negotiations with customers and suppliers.

What regulations govern

The job description is regulated by Article 68, Part 3 of the Labor Code of the Russian Federation.

Kinds

Sales Development Specialization

The employer who hired such a specialist first of all wants to increase sales and enter new markets. An experienced company employee who has already proven himself to be very effective can often be appointed to such a post.

• One of the duties of such a manager is to make forecasts of the organization's sales indicators for a specified period of time.
• In addition, a good specialist establishes a constant work of the sales department, with the help of proper planning. This is possible thanks to a carefully drawn up action plan for each employee individually and for the department as a whole.
• Also, such a specialist must train and prepare new employees for work.

The main task for the manager is to manage the organization's customer service process:

• Negotiations and preparation of necessary documentation;
• Customer service (order processing);
• Accompany the entire document flow of the order;
• Track the shipment of deliveries for customers, as a result of which interact with the logistics department.

Specialization in network development

The activity of this employee is connected with the development and establishment of the effective operation of the network of outlets. The manager is required to appoint and remove managers for each outlet. He can also choose a location for opening a new store and negotiate with the owners of the premises.

The immediate task for a specialist is to maintain competent advertising campaigns that are aimed at popularizing the chain of stores. You also need to constantly monitor the activities of competitors.

The manager must constantly work with the store staff, including resolving conflicts and considering their proposals regarding the optimization of activities. He can also develop a system of remuneration, bonuses, etc. that stimulates employees.

Specialization in company development

• This specialist must have a higher education and significant knowledge in marketing and psychology.
• Such a manager is obliged to analyze the market, competitors and implement projects of varying complexity. In addition, he will be looking for new customers, negotiating with them, concluding contracts.
• The specialist must also be familiar with sales planning and forecasting for a certain period of time. It is desirable that he be familiar with the current legislation and the economy.
• His activity also concerns the organization of trainings for employees of the enterprise.
• The duties of the manager include additionally maintaining data about each employee and planning based on their personal data and the results of possible career growth.

Specialization in employee development

The activity of this specialist is devoted to the development and training of professional skills among the company's employees. He is responsible for organizing trainings and training seminars. Therefore, the manager is responsible for how professional the employees are and how their work meets the requirements of the enterprise.

His responsibilities include assessing the current level of knowledge and training of employees. Based on the data received, a training plan will be drawn up. It can include both the training of an entire department and several employees. In addition, the manager may involve third-party specialists to conduct training.

Specialization in regional development

The direct responsibility of this manager is the constant work with representatives of the enterprise. He must also conduct a constant analysis of their activities and take measures to improve labor efficiency.

Specialization in Organizational Development

This specialist is required for companies that have reached certain heights of development and in order to continue growth they need to reorganize the management structure. In other words, you need a specialist who will help solve organizational issues.

Such a specialist must have a higher education, have knowledge of marketing and psychology. The manager is also responsible for staff retraining (training, trainings, seminars, etc.).

Who makes up and where it is used

This instruction is being compiled. Due to the fact that there are many types of development manager services, the requirements in the document are prescribed individually for the current needs of the company.

A detailed display of the requirements for a specialist in the instructions is also important so that there are no disputes regarding rights, powers and responsibilities. The job description is used when hiring. The applicant must familiarize himself with its provisions in writing, after which an employment contract will be signed.

Instructions

As a rule, 4 sections should be displayed in the job description.

A sample instruction sheet can be downloaded.

Development Director's CI (sample)

General provisions

Displayed here:

• The title of the position itself;
• To whom does the specialist report?
• Requirements for education and qualifications;
• Who will report to the specialist;
• The order of his replacement.

Rights

To perform effective work, the manager will need to have the following rights:

• Request data and documentation from all departments of the company to solve certain problems;
• Acquainted with ;
• Offer management plans to improve the efficiency of the organization or team;
• Require management assistance;
• Issue orders to subordinate employees and monitor their implementation;
• Negotiate with clients;
• Search for new clients for the company;
• Negotiate contracts (if applicable).

How to hire an employee for the position of director or business development manager in the field of B2B:

Job Responsibilities

This item is individual for each company, as it depends on its needs. Here are the main provisions:

• Organization of the development plan for the development of the company;
• Develop a long-term strategy for the development of the organization;
• Prepare plans for the restructuring of the enterprise;
• Propose to management plans for the development of new activities for the organization;
• Search for new customers and markets;
• Organize training sessions for company employees;
• Establish communication between departments within the organization;
• Analyze the results of development programs;
• Prepare reports based on statistics and analysis of development programs.

A responsibility

This specialist is held accountable for the consequences of his decisions and actions. She may be:

• Disciplinary. If the specialist does not fulfill his duties;
• administrative or criminal. Everything will depend on the severity of the offense;
• Material. If a specialist, due to his activities, has caused severe damage to the company.

A business development manager is a valuable specialist who becomes very important when a company reaches a certain level of growth. Upon reaching which it will need for further development of the adoption of a series of reorganization measures. If this is not done, then while maintaining the old management structure, the company simply will not master the new prospects and will lose customers.

HR Development Manager is engaged in planning, coordinating and monitoring the work on training and development of personnel in the company. This specialist should assess the professional level of the company's employees, as well as candidates for open positions, identify training needs, study market prices for training. We present you a sample HR development manager job description.

Job description of the personnel development manager

APPROVE
CEO
Surname I.O.________________
"________"_____________ ____ G.

1. General Provisions

1.1. The Human Resources Manager belongs to the category of specialists.
1.2. The personnel development manager is appointed to the position and dismissed by the order of the head of the company on the proposal of the head of the department.
1.3. The HR Development Manager reports directly to the head of the department, another official.
1.4. During the absence of the personnel development manager, his rights and obligations are performed by a person appointed in the prescribed manner.
1.5. A person with a higher psychological or pedagogical education and work experience of at least one year is appointed to the position of a personnel development manager.
1.6. The Human Resources Manager should know:
- orders, instructions, directives, instructions and other normative and administrative documents regulating the work of the manager for the training and development of personnel;
- legislative and regulatory legal acts, methodological materials on personnel management, labor legislation;
- Fundamentals of psychology, sociology, pedagogy and labor organization;
- the structure and staff of the enterprise, its profile, specialization and development prospects;
- personnel policy and strategy of the enterprise;
- basics of marketing;
- modern concepts of personnel management;
- basics of labor motivation and personnel assessment system;
- conjuncture of the labor market and educational services;
- psychological mechanisms of interpersonal and group communication;
- advanced domestic and foreign experience in the field of personnel management;
- the procedure for registration, maintenance and storage of documentation related to personnel and their movement;
- the procedure for drawing up plans for the training, retraining and advanced training of personnel, curricula and programs, other educational and methodological documentation;
- organization of the process of continuous training of personnel;
- progressive forms, methods and means of education;
- the procedure for financing training costs;
- methods for analyzing the effectiveness of training, retraining and advanced training of personnel;
- the procedure for keeping records and reporting on the training and advanced training of personnel;
- means of computer technology, communications and communications;
- culture of work and ethics of business communication;
- Fundamentals of economics and management;
- Fundamentals of legislation on labor and labor protection of the Russian Federation;
- the charter of the company, its staff list, internal labor regulations;
- rules and norms of labor protection, safety measures, industrial sanitation and fire protection.
1.7. The HR Development Manager is guided in his activities by:
- legislative acts of the Russian Federation;
- the Charter of the company, the Internal Labor Regulations, other regulatory acts of the company;
- orders and directives of the management;
- this job description.

2. Responsibilities of the personnel development manager

The Human Resources Development Manager is responsible for the following:

2.1. Plans, coordinates and controls the training and development of personnel in the company.
2.2. Analyzes training needs for developing new programs or modifying existing ones.
2.3. Prepares training materials and materials for the orientation of new employees in the company.
2.4. Confer with management to identify training needs.
2.5. Develops training materials for distribution.
2.6. Develops procedures for testing and evaluating trainees.
2.7. Evaluates the effectiveness of training programs and the work of the trainers themselves.
2.8. Formulates training procedures and schedules using information on identified training needs.
2.9. Interprets and explains legal instruction in the field of training, and provides information and assistance to trainees, supervisors and other stakeholders.
2.10. Designs procedures using individual training, classroom training, presentations, conferences, on-the-job training, etc.
2.11. Prepares a budget for training a department or the entire company.
2.12. Evaluates training programs for their compliance with state standards.
2.13. Evaluates the professional level of the company's employees, as well as candidates for open positions.
2.14. Coordinate and manage training.
2.15. Coordinates employee continuing education programs.
2.16. Develops goals and objectives of courses and trainings.
2.17. Develops training evaluation procedures.
2.18. Develops training programs.
2.19. Edits teaching materials.
2.20. Examines market prices for education.
2.21. Prepares audio, video and handout support materials.
2.22. Creates training schedules.

3. Rights of the personnel development manager

The HR Development Manager has the right to:

3.1. Get acquainted with the draft decisions of the company's management regarding its activities.
3.2. Request personally or on behalf of the immediate supervisor from the heads of the company's departments and specialists information and documents necessary for the performance of his duties.
3.3. Submit proposals for improvement of the work related to the responsibilities provided for in this instruction for consideration by the management.
3.4. Within the limits of his competence, report to his immediate supervisor about all the shortcomings identified in the course of his activities and make proposals for their elimination.
3.5. Require the management of the company to assist in the performance of his duties and rights.

4. Responsibility of the personnel development manager

The HR Development Manager is responsible for:

4.1. Improper performance or non-performance of their official duties provided for by this job description - within the limits established by the current labor legislation of the Russian Federation.
4.2. Offenses committed in the course of their activities - within the limits established by the current administrative, criminal and civil legislation of the Russian Federation.
4.3. Causing material damage to the enterprise - within the limits established by the current labor and civil legislation of the Russian Federation.

Business Development Manager Key Responsibilities

The success and prosperity of any business directly depends on its development. As long as it has prospects and opportunities for growth, it will grow and bring more and more income. Understanding these trends, project managers need employees who can not only see these perspectives, but also implement systematic actions that lead to success. A specialist of this profile is a development manager.

The profession of a development manager is relatively new, but quite in demand and well paid. Its main advantages are that it gives a high position in society, a platform for self-development and self-realization, and, of course, self-respect. It also provides opportunities for unlimited income with the embodiment of your wildest ideas and dreams.

Minuses

The profession of "business development manager" also has disadvantages - it is difficult to initially get a job without experience, the working day can be irregular, weekends and holidays can turn into working ones, sometimes you have to go on business trips. As a result, the manager's family will chronically lack attention (if he has a personal life at all). However, this profession can become a springboard from a low position in society to a middle or even high position without the need to open your own business.

What qualities should a development manager have?

A manager is first and foremost a leader, a manager. He must have managerial skills: organize events, manage people, conduct business negotiations. He must have strategic thinking, be a good coach and psychologist, be decisive, self-confident (but not self-confident), and have stress tolerance. He must also master new technologies, because he will definitely need the skill of creating presentations, not to mention the ability to competently maintain business documentation, draw up plans and reports. Knowledge of foreign languages ​​at a high level and the presence of a car are welcome.

Job Responsibilities

The job description of a development manager may differ in each particular company. But each of them contains approximately the following general responsibilities:

1. The development manager must have a university degree in psychology, pedagogy or marketing.
2. He must know the norms of legislation, the basics of economics, sociology, labor organization, the rules for maintaining business documentation.
3. He must be computer proficient.
4. He should be able to develop thematic trainings for training employees in order to increase their efficiency.
5. He must also be able to develop, prepare or adapt training products in accordance with the direction of business development.
6. The development manager is also required to analyze the results of his work, keep records and provide reports to a higher head of retraining.
7. He needs to correctly assess the need for staff training and be able to draw up an estimate.
8. The manager must know how to maintain a database of employees with a plan for their development and career growth.

As we can see, the responsibilities of a development manager are extensive. But if you have ambitious plans, economic and psychological education, you are a quick learner and can teach others, then why not try yourself in this area?

A business development manager in a bank is responsible for promoting banking services and attracting new customers. Its functional list is very voluminous: you need to have an analytical mindset, oratorical skills, communication skills, mobility, be able to manage people and establish contacts. All his efforts should be aimed at increasing the profitability of the business, so establishing high-quality and long-term relationships with partners is the key to long and successful work.

A business development manager in a bank must always be aware of all the events taking place in the banking sector in order to offer its services to customers on time and beat competitors. He finds clients in all areas of the banking business: corporate and salary segment, VIP clients, consumer lending and retail business.

Attracting new customers will take up to 80% of the working time. For work, you will need a personal car in order to be in time for all scheduled meetings and carry all the necessary items for presentations.

Work as a business development manager in a bank will allow you to apply professional experience in practice, learn effective sales and presentations. For stable performance and results, remuneration will be high and decent.

Business development manager salary in a bank.

The level of income depends on the length of service, experience and performance of tasks. The average salary in megacities can range from 40,000 to 80,000 rubles. In other regions - from 25,000 rubles. It consists of:

• Salary - the amount specified in the employment contract. This is the minimum wage for the job.
• Bonuses - the amount calculated based on the volume of completed plans and tasks. Its size may vary, and the stability of payments depends only on successful work. The management decides to reward the employee for the good performance of indicators, initiative, and high-quality performance of duties.
• Compensation - payments for SMS, mobile communications, medical insurance, etc.

Requirements for a business development manager in a bank:

• Higher or incomplete higher education, preferably in economics, finance or law.
• Knowledge of computer programs and editors. The manager will have to make frequent presentations that need to be properly structured and formatted, as well as write reports for management. Knowledge of office programs (Word, Excel, Power Point, Outlook, etc.) and various editors will help you quickly and competently draw up documents.
• Experience in the field of sales and in attracting trade organizations to cooperation. Since not a single university teaches sales technologies, therefore, one has to gain knowledge in practice through trial and error. A business development manager in a bank will need exactly this practical skill of attracting merchants for partnership in order to successfully develop a banking business. It is also welcome to have your own customer base with whom you have established connections.
• Negotiation skills with the first persons of companies and successful presentations. The manager goes directly to the heads of trade organizations to conclude partnership agreements with them. Here it is important to let them know that the meeting is really important and useful, and not a waste of time. There will be no second chance, as usual, so you need to make every effort to win over customers.
• Having a personal car. The development manager does not have a separate territory where he would work. If possible, it should cover as many companies as possible located throughout the city. In this case, a private car will serve as an excellent support for increasing mobility and academic performance, as well as for transporting the necessary presentation equipment (posters, promotional material, laptop, stands, projector, etc.)

Bank Business Development Manager Responsibilities:

• Develop the bank's partner network. For development, it is necessary to constantly attract new customers - the more there are, the higher the sales. Do not forget about working with existing partners. You need to constantly remind yourself, bring promotional material, talk about new promotions or products. If trade organizations feel they are useless, then competitors can lure them over.
• Attract new sales organizations. Trade is now developing rapidly, and this contributes to the emergence of new trading companies that want to sell their products with the help of bank loans. Often they start working with many banks, but they prefer one, so the development manager must voice all the advantages of their products in order to get as many customers as possible from these companies.
• Place advertising products of the bank at points of sale. Commercial stores that sell goods or services on credit should always have promotional material, which includes leaflets, booklets, flags, etc. The trade flow of customers is higher here, so such reminders will attract customers to the bank.
• Control and implementation of the sales plan in the controlled territory. The manager monitors the work of specialists at each outlet. If suddenly there is a decline in sales, then he finds out what is the reason and solves it. In parallel, work is underway with the management of the trade organization to maintain good relations and loyalty to the bank.
• Participation in training of employees of partner companies. It is not always and everywhere possible to place a bank employee at a point of sale, therefore, employees of a trade organization are involved in drawing up contracts and selling bank services. The manager teaches the principles of selling loan products and filling out applications. Employees draw up contracts, which are then transferred to the bank. The volume of sales depends on the quality of education.
• Preparing reports for senior management. All work done and metrics achieved should be documented in the form of reports so that management can draw a conclusion about the success of the business development manager. Reports are sent electronically or on paper.