Job Description - Business Development Manager - Staffr

Your Job Title is: Business Development Manager
Your Team Leader is: Bree Yardley, General Manager

Your Team Consists of:
General Manager
Business Development Manager
Recruitment Officer(s)
Marketing Consultant (External)

Your direct reports are: None

A description of your job is:
To generate leads, cold call and visit prospective clients to develop relationships with them and make sales of the Staffr service.
To promote the Staffr brand and service to the wider business community.
To assist with recruitment, marketing, operational and administrative matters where necessary.
To grow your role, the sales department, and the business.
To meet and exceed KPI’s.

Your duties will be:

• Making sales.
• Generating leads & adding them to the CRM.
• Cold calling and following up on leads.
• In-person prospecting and follow up.
• Account management.
• Overcoming objections.
• In-person attendance at relevant events.

• Working with Marketing on advertising campaigns for Staffr.
• Analysing and documenting results.
• Developing and documenting sales processes.
• Assisting with recruitment, marketing, and administrative matters where necessary.
• Always act in accord with Staffr’s purpose and values.

Your required skills are:
• Cold calling for a service business.
• In-person prospecting for a service business.
• Closing sales for a service business.
• Operating within a high-performance team.

• CRM management.
• Learning.
• Analysis.
• Administration.

You should be:
• Hungry for the sale.
• Proven able to close a deal.
• Tenacious.
• High energy.
• Driven to succeed.
• Positive.

• Able to juggle multiple things.
• Able to perform under pressure.
• A great communicator.
• An empathetic listener.
• Excited to be part of a high performing team.

Approved: Bree Yardley

Date: 27 February 2023

Version: 2 2023

COMPETENCIES for BUSINESS DEVELOPMENT MANAGER

	Some Ability	Competent	Confident	Highly Proficient
Uses Staffr apps and programs effectively This applies to ClickUp, JobAdder, ContentStudio, Canva as required in the team member’s position	Needs regular supervision, makes a significant number of errors, basic user	Only needs minor supervision, makes a few errors, medium user	Makes very few errors, advanced user	Suggests new uses for existing programs, suggests better options for use, or other apps and programs.
Understands and applies Staffr sales processes This applies to sales processes, documents and scripts.	Frequent reference to notes and scripts	Infrequent reference to notes and scripts	Can easily use information from different notes and scripts in a conversation	Can analyse processes and scripts and suggest changes to improve results.
Understands and references Staffr’s purpose and values Since these are the things that underpin our whole existence, we need to know them.	Can remember the purpose and values.	Can explain Staffr’s purpose and values in detail.	Can apply the purpose and values in various scenarios.	Uses references to the purpose and values in all workplace transactions.
Displays strong written communication skills All written communications (both handwritten and online) are clear, fit for purpose and display a good grasp of grammar conventions.	Documents intended for internal use are legible and fit for purpose.	All internal and external written works are legible and fit for purpose.	Can write processes and procedure documents.	Is confident in writing complex procedures and policies. Uses the simplest language possible.
Displays strong verbal communication skills We deal daily with leads, clients, candidates, references and each other. All of our verbal communication	Able to convey ideas to other team members.	Able to present a position and defend it with other team members.	Able to speak effectively to clients and candidates as well as other staff members.	Able to speak persuasively in front of a crowd or a camera
Is involved in team discussions We promote a strong team dynamic, which involves everyone in discussion and decision making.	Is present and will comment without prompting	Makes opinions known about existing ideas	Produces ideas	Leads team discussions
Prepares well for each call Each call is potentially a client. So we treat them with the greatest of care.	Usually reads all notes prior to call.	Reads all notes prior to call	Uses previous notes in next conversation	Uses previous notes to provoke questions/comments in the next conversation
Closes Sales Uses effective sales techniques to close sales, such as assumptive question, sense of urgency, summarising, opportunity cost, selling ownership.	Does not yet meet KPI but makes sales.	Meets required KPI	Exceeds KPI by 10% or more	Exceeds KPI by 25% or more
Performs effective client records management This is about making sure the client’s records up-to-date and correct. Also about making sure a client is in the right sales category and that they are forwarded to recruitment as necessary.	Few notes are taken. Categorising of client records is supervised. Direction given regarding what to include in notes.	More notes are taken of a better quality. Client records are usually categorised correctly, however the team member still refers to their supervisor from time to time.	Most notes are well presented and understandable. Most client records are categorised correctly.	All notes are well presented and understandable. All client records are categorised correctly.
Performs effective cold calls (number) This is about how many calls you can make in a period and is based on KPI’s.	Does not yet meet KPI, can make calls from a script.	Meets required KPI – follows script outline.	Exceeds KPI by 10% or more.	Exceeds KPI by 25% or more.
Performs effective cold calls (conversions) This is about how many prospects you can covert to leads, and leads into clients and is based on KPI’s.	Does not yet meet KPI, converts prospects to leads.	Meets required KPI – converts prospects to leads, has some success in converting leds to clients.e.	Exceeds KPI by 10% or more, consistently converts leads to clients.	Exceeds KPI by 25% or more, has success in converting cold calls to clients.
Displays excellence in customer service Excllence in customer service can be measured by your listening skills, confirming your understanding of your customer’s needs, thanking the customer and promoting a positive, helpful and friendly environment.	Displays some customer service skills	Displays an acceptable level of customer service skills.	Good relationships developed with clients and candidates; appropriate customer service skills used	Proactive assistance given to clients and candidates; strong relationships developed with clients and candidates; appropriate customer service skills used at a high level
Shows attention to detail Attention to detail is being able to accomplish all tasks while demonstrating a thorough concern for all the areas involved, no matter how small.	Several errors still apparent	Only minor errors in tasks	Minor errors in highly detailed tasks.	No errors in highly detailed tasks.
Seeks out solutions Effective team members will eventually be able to answer most of their own questions and issues.	Asks for help and engages in discussion of problem	Asks for help and proposes a solution	Proposes a solution and asks for feedback	Proposes multiple good solutions, provides reasoning, asks for feedback
Displays an ability to negotiate Being able to negotiate means that you can reach consensus decisions with your team mates faster and better.	Is prepared to listen to other points of view and take them into consideration.	Will discuss other points of view and concede where necessary.	Negotiation skills used	High-level negotiation skills used in discussions with clients and other external agencies.
Engages in teamwork Our high-perfoming team works together to come up with solutions and ideas. Active team member engagement is necessary for this to happen.	Passive participant in team activities	Active participant in team activities	Engages the team in casual team activities	Creates situations for the team to engage in team activities.
Performs effective analysis of results Analysis is necessary to meet our value of “Research, Learn, Optimise, Innovate” – effective analysis means can optimise well.	General and overall analysis skills	Can perform effective analysis on data.	Can perform effective analysis on large amounts of data.	Can perform effective analysis on large amounts of data with multiple variables.
Shows a willingness to continually learn One of our core cultural values is “Lifelong Learning” – how this relates to your job is your propensity to learning new things.	Has a good understanding of their own job and how it fits into the company.	Has a good understanding of their own department and how it fits into the company.	Considered to be a “technical expert” in their own department, shows interest in and engages in learning in other areas of the business.	Shows interest in and engages in learning in all other areas of the business apart from their own department.
Engages in innovation Innovation means we always look for the best way to do things, that we talk about new ideas and that we test things and fail fast.	Engages in discussions.	Proposes a course of action and engages in discussion, getting feedback prior to testing.	Conducts experiments and produces results that benefit the individual/team/department.	Conducts experiments and produces results that benefit the company/group/world.