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| POSITION DESCRIPTION | AUSTRALIAN BIOTECH INDUSTRY MARCH 2009 |
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Business Development Manager |
| Position Code: | 52 | | Career Level: | 5 |
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Responsible for
Acting as the first line of Management, directing a team of Business Development Specialists to source relationships with clients and key decision makers to develop business opportunities for a new sector, product, service, solution or client. |
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Reports To
Business Development Director, Sales Director, Sales & Marketing Director, CEO or General Manager in smaller organisations. |
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Supervises
Business Development Specialists. |
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Main Activities
Planning and directing the activities of a team of Business Development Specialists, and ensuring all staff are motivated to attain predetermined Sales targets.
Developing a market sector by generating sales leads for a brand new organisational product, service or solution. This may be done when the product, service or solution is still in the pipeline.
Assessing potential partners, performing competitive research, evaluating proposed deals/partnerships, and analysing and developing business cases for new business targets.
Developing new products, services or solutions by combining several existing products/services and generating leads to establish a corresponding market sector in order to gain new business for the organisation.
Combining existing products/services for a specific client thereby creating a new product, service or solution that once sold becomes a standard organisational offering.
Generating term sheets and new business/financial models, and drafting and negotiating contracts.
Identifying opportunities for business improvement and strategic new business opportunities.
Managing multiple strategic initiatives simultaneously, interacting with a diverse set of partners and prospective partners.
Recruiting, selecting and training Sales staff.
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Key Skills
Proven sales ability including outstanding negotiation skills, persuasive ability and excellent communication skills.
Expert product and industry knowledge coupled with the ability to deal with clients at all levels and translate client needs into a complete solution.
Management, leadership, mentoring, business, accounting and reporting skills.
Creativity and a flair for innovation.
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Internal Contacts
Sales Staff at all levels, Marketing Staff, Customer & Technical Support, Research & Development Staff, Warehouse & Distribution Staff. |
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External Contacts
Customers, Prospective Customers. |
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Typical Experience
8 - 10 years of Sales experience, coupled with relevant tertiary qualifications. |
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Other Comments
Products, services and solutions sold, or market sectors created by this role would be passed onto Direct End User Sales Representatives or Account Managers once they have been established as standard entities within the organisation. Within some organisational structures, this role may be responsible for closing sales as well as generating leads and developing the market sector. This role performs a mix of Sales oriented and Managerial tasks. |
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