SVKM’s Narsee Monjee Institute of Management Studies, Hyderabad

Post Graduate Diploma in Management

2019-21

Performance Management Report

Job Description Analysis

Submitted by:

Nikita Nanda (80303190092)

 Job description for the role of Business Development
Executive

Job Title: Business Development Executive

Reports to: Business Development Manager

Job Overview: The business development executive will focus on customer acquisition, lead
generation, and prospect management, as this role will garner and meet with potential clients.

Responsibilities and duties: The duties and responsibilities of Business Development

executive are as follows:

 Identifying, qualifying, and securing business opportunities; coordinating business

generation activities; developing customized targeted sales strategies
 Building business relationships with current and potential clients
 Creating informative presentations; presenting and delivering information to
potential clients at client meetings, industry exhibits, trade shows, and conferences
 Creating and maintaining a list/database of prospect clients; maintaining a
database (Sales force, CRM, Excel, etc.) of prospective client information
 Cold calling; making multiple outbound calls to potential clients; closing sales and
working with the client through the closing process
 Meeting all quotas for cold, active, inactive calls, appointments, and interviews;
meeting or exceeding annual sales goals
 Maintaining a pipeline of all sales administration using CRM software
 Collaborating with management on sales goals, planning, and forecasting;
maintaining short- and long-term business development plans  
 SURVEY

Comments:
Respondent 1: Sandeep Sharma
Frequency: 3
Criticality: 4
Weight: 3*4= 12

Respondent 2 – Sneha Verma

Frequency: 4
Criticality: 5
Weight: 4*5=20

Respondent 3: Varun Chawla

Frequency: 4
Criticality: 4
Weight: 4*4= 16

Overall Aggregate of weights: (12+20+16)/3 = 48/3 = 16.

Comments:
Respondent 1: Sandeep Sharma
Frequency: 3
Criticality: 5
Weight: 3*5= 15

Respondent 2: Sneha Verma

Frequency: 5
Criticality: 5
Weight: 5*5= 25

Respondent 3: Varun Chawla

Frequency: 4
Criticality: 5
Weight: 4*5= 20

Overall Aggregate of weights: (15+25+20)/3 = 60/3 = 20.

Comments:
Respondent 1: Sandeep Sharma
Frequency: 2
Criticality: 3
Weight: 2*3= 6

Respondent 2: Sneha Verma

Frequency: 5
Criticality: 4
Weight: 5*4=20

Respondent 3: Varun Chawla

Frequency: 4
Criticality: 4
Weight: 4*4= 16

Overall Aggregate of weights: (6+20+16)/3 = 42/3 = 14.

Comments:
Respondent 1: Sandeep Sharma
Frequency: 3
Criticality: 4
Weight: 3*4= 12

Respondent 2: Sneha Verma

Frequency: 5
Criticality: 4
Weight: 5*4= 20

Respondent 3: Varun Chawla

Frequency: 4
Criticality: 4
Weight: 4*4=16

Overall Aggregate of weights: (12+20+16)/3 = 48/3 = 16.

Comments:
Respondent 1: Sandeep Sharma
Frequency: 3
Criticality: 4
Weight: 3*4= 12

Respondent 2: Sneha Verma

Frequency: 5
Criticality: 4
Weight: 5*4= 20

Respondent 3: Varun Chawla

Frequency: 4
Criticality: 4
Weight: 4*4= 16

Overall Aggregate of weights: (12+20+16)/3 = 48/3 = 16.

Comments:
Respondent 1: Sandeep Sharma
Frequency: 4
Criticality: 4
Weight: 4*4= 16

Respondent 2: Sneha Verma

Frequency: 4
Criticality: 4
Weight: 4*4= 16

Respondent 3 – Varun Chawla

Frequency: 3
Criticality: 5
Weight: 3*5= 15

Overall Aggregate of weights: (16+16+15)/3 = 47/3 = 15.67 or approx. 16.

Comments:
Respondent 1: Sandeep Sharma
Frequency: 2
Criticality: 3
Weight: 2*3= 6

Respondent 2: Sneha Verma

Frequency: 5
Criticality: 4
Weight: 5*4= 20

Respondent 3: Varun Chawla

Frequency: 4
Criticality: 4
Weight: 4*4= 16

Overall Aggregate of weights:(6+20+16)/3 = 42/3 = 14.

Comments:
Respondent 1: Sandeep Sharma
Frequency: 2
Criticality: 4
Weight: 2*4= 8

Respondent 2: Sneha Verma

Frequency: 5
Criticality: 5
Weight: 5*5= 25

Respondent 3: Varun Chawla

Frequency: 3
Criticality: 4
Weight: 3*4= 12

Overall Aggregate of weights:(8+25+12)/3 = 45/3 = 15.

 RESPONDENTS’ INFORMATION

On the Basis of the survey done, here are the following observations:

1. The average of total weights is (16+ 20+ 14+ 16+ 16+ 16+ 14+ 15)/8 = 127/8 =
15.87 or 16.
2. Any Job responsibility which has frequency and criticality weight of more than
16 comes under primary responsibility.
3. Any Job responsibility which has frequency and criticality weight of less than
16 comes under secondary responsibility.
4. It has been observed that, even at the same job role offered, individual’s
response to particular responsibility varies organization to organization. What
is frequent for one might not be for other and vice-versa. Same applies to
criticality as well.
New Job description for the role of Business Development
Executive based on survey

Job Title: Business Development Executive

Reports to: Business Development Manager

Job Overview: The business development executive will focus on customer acquisition, lead
generation, and prospect management, as this role will garner and meet with potential clients.

Responsibilities and duties: The duties and responsibilities of Business Development

executive are as follows:

Primary Responsibilities:

 Identifying, qualifying, and securing business opportunities; coordinating business

generation activities; developing customized targeted sales strategies
 Building business relationships with current and potential clients
 Creating and maintaining a list/database of prospect clients; maintaining a
database (Sales force, CRM, Excel, etc.) of prospective client information
 Cold calling; making multiple outbound calls to potential clients; closing sales and
working with the client through the closing process
 Meeting all quotas for cold, active, inactive calls, appointments, and interviews;
meeting or exceeding annual sales goals

Secondary Responsibilities:

 Creating informative presentations; presenting and delivering information to

potential clients at client meetings, industry exhibits, trade shows, and conferences
 Maintaining a pipeline of all sales administration using CRM software
 Collaborating with management on sales goals, planning, and forecasting;
maintaining short- and long-term business development plans  
THANK YOU