Key Responsibility Areas (KRA) & Key Performance Indicators (KPI) for Sales Business Development Manager
1. Sales Strategy Development
KRA: Developing effective sales strategies to drive business growth and revenue.
Short Description: Strategy planning and execution.
- KPI 1: Percentage increase in sales revenue.
- KPI 2: Number of new clients acquired.
- KPI 3: Conversion rate from leads to sales.
- KPI 4: Sales pipeline growth rate.
2. Client Relationship Management
KRA: Building and maintaining strong relationships with clients to ensure customer satisfaction and retention.
Short Description: Customer engagement and retention.
- KPI 1: Client satisfaction scores.
- KPI 2: Client retention rate.
- KPI 3: Number of upsell/cross-sell opportunities identified.
- KPI 4: Average response time to client queries.
3. Market Research and Analysis
KRA: Conducting market research and analyzing industry trends to identify new business opportunities.
Short Description: Market intelligence and analysis.
- KPI 1: Market share growth rate.
- KPI 2: Competitor analysis reports generated.
- KPI 3: New market penetration rate.
- KPI 4: Successful product/service launches based on research findings.
4. Sales Team Management
KRA: Leading and motivating the sales team to meet and exceed targets.
Short Description: Team leadership and performance management.
- KPI 1: Sales team target achievement rate.
- KPI 2: Training hours per team member completed.
- KPI 3: Employee satisfaction survey results.
- KPI 4: Sales team turnover rate.
5. Business Development Planning
KRA: Creating and implementing strategic business development plans to expand market reach.
Short Description: Growth strategy development.
- KPI 1: Number of new market segments explored.
- KPI 2: Business development plan completion rate.
- KPI 3: Revenue growth from new business initiatives.
- KPI 4: Partnership/Alliance agreements signed.
6. Performance Analysis and Improvement
KRA: Analyzing sales performance data to identify areas for improvement and implementing corrective measures.
Short Description: Data-driven decision-making.
- KPI 1: Sales conversion rate optimization.
- KPI 2: Average deal size increase percentage.
- KPI 3: Sales team productivity improvement rate.
- KPI 4: Reduction in sales cycle length.
7. Revenue Forecasting
KRA: Developing accurate revenue forecasts based on market trends and sales projections.
Short Description: Financial forecasting and planning.
- KPI 1: Revenue forecast accuracy rate.
- KPI 2: Budget adherence percentage.
- KPI 3: Revenue goal achievement rate.
- KPI 4: Sales variance analysis.
8. Stakeholder Engagement
KRA: Engaging with key stakeholders to build strategic partnerships and drive business growth.
Short Description: Stakeholder relationship management.
- KPI 1: Number of strategic partnerships formed.
- KPI 2: Stakeholder satisfaction survey results.
- KPI 3: Successful collaboration projects completed.
- KPI 4: Stakeholder feedback implementation rate.
9. Process Optimization
KRA: Identifying process inefficiencies and implementing solutions to streamline sales operations.
Short Description: Operational efficiency enhancement.
- KPI 1: Process improvement initiative success rate.
- KPI 2: Time saved through process optimization.
- KPI 3: Cost reduction percentage from process changes.
- KPI 4: Employee feedback on process enhancements.
10. Continuous Learning and Development
KRA: Investing in continuous learning and development opportunities for self and the sales team.
Short Description: Professional growth and skill enhancement.
- KPI 1: Training hours completed per quarter.
- KPI 2: Skill development assessment results.
- KPI 3: Employee certification/accreditation rate.
- KPI 4: Application of new skills in sales performance improvement.
