Sales Business Development KRA/KPI

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.