ABN AMRO COMMERCIAL FINANCE PLC JOB DESCRIPTION FOR: Business Development Manager. Sales & Marketing, Invoice Finance and Factoring

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1 ABN AMRO COMMERCIAL FINANCE PLC JOB DESCRIPTION FOR: Title: Reports to: Direct reports: Function: Location: Main Purpose of Role: Key Responsibilities: Business Development Manager Sales Director North None Sales & Marketing, Invoice Finance and Factoring Birmingham based, with travel throughout the United Kingdom 1 January 2012 To meet personal sales target for sustainable business for ABN AMRO Commercial Finance PLC Secure profitable and sustainable business Meet the Key Performance Indicators of the role, as advised and reviewed on an ongoing basis Develop and maintain a robust introducer base Generate and pursue enquiries to successful outcome Work with ACF regional team to maximise team sales in region Prepare accurate, timely and viable submissions to Credits Committee Work with other ACF staff to ensure quick, thorough surveys Prepare for and attend seminars and corporate entertainment days which promote the services of ACF Maintain accurate activity records and sales pipeline Attend national sales meetings Maintain company property to an acceptable standard Abide by the Company Guidelines as set out by ABN AMRO Commercial Finance PLC Carry out any other duties as may be reasonably requested to ensure the continued success and efficient operation of ABN AMRO Commercial Finance PLC Employee: Employer:

2 KEY PERFORMANCE INDICATORS FOR THE ROLE OF BUSINESS DEVELOPMENT MANAGER (JANUARY 2011) Performance Indicators: KPI Minimum Standard Required (reviewed annually in December) Sales Performance Service Delivery Submissions Introducer Base Competence 56,000 per quarter pro forma fee income 4 clients per quarter Zero verified complaints, unless measured in satisfaction terms, in which case more accurate measures may be applied 80% first time approval by Credits Committee 20 introducer visits or positive contact per month 20 qualified leads per month Minimum overall manager rating of 2.5 in each competence Employee: Employer:

3 ABN AMRO Commercial Finance PLC REQUIRED QUALIFICATIONS & PERSONAL COMPETENCES PERSONAL COMPETENCES Competence Group Business Need Individual Competences Personal Success The personal qualities needed for success at ABN AMRO Commercial Finance that tend to be personality driven. They Driven to succeed Tenacious and tough minded Professional can be improved through self-awareness and application of techniques through conscious selfdiscipline. Business Credibility The qualities needed to establish credibility with colleagues and customers. These are about understanding business Commercially aware Analytical and decisive Independent and organised needs and matching them with creative, commercially sound solutions. Deal Making These meet the need to make a positive impact on colleagues, customers and introducers. These include the selling and negotiation skills needed to win profitable, sustainable business in a tough marketplace. Consultative and needs focused Negotiator Communicator Persuasive Flexible and creative

4 PERSON SPECIFICATION Job Title: Business Development Manager Department: Business Development North Post No: Business Unit: Factors, Finance & ABL Sales Date Prepared: March 2011 ATTRIBUTES (Be specific and think how it will be measured) Education Qualifications Training ESSENTIAL Good standard of education and evidence of continuous development Willingness to undertake relevant industry-specific training (e.g. ABFA) Experience & Knowledge Experience, and proven track record, of business development/relationship sales within the B2B financial services or finance-related sectors Proven experience and skills in the preparation of written new business proposals and plans for presentation at Credit Committee/Board level Proven experience and skills in the analysis of financial plans and budgets (including profit and loss viability and cash flow) as part of business case proposals,. Proven experience in establishing relationships with decision-makers at the highest levels Proven experience of establishing and developing relationships with and generating new opportunities from business introducers Knowledge and understanding of relevant legal principles relating to business contracts, and proven experience and skills in the negotiation of commercial contracts. Skills and Abilities Demonstrable ability to interpret and analyse company financial accounts Existing knowledge and understanding of Factoring, Invoice Finance and ABL desirable but not essential Strong commercial acumen and the ability to take a strategic perspective Ability to negotiate with decision makers at all levels Customer orientated with excellent interpersonal and communication skills at a professional level remove bullet Excellent time management and organisational skills, and ability to fully utilise CRM software (SalesLogix) High motivation for success Excellent written and verbal communication and presentation skills

5 Core Competencies Negotiator Stands his/her ground when unacceptable demands are made Achieves commitment from all parties Gains a win/win commitment and establishes the next steps Establishes early rapport with customers Takes soundings from colleagues to test acceptability of customer solutions Driven to Succeed Strives to exceed targets and works to identify how these can be exceeded in difficult circumstances Keeps up-to-date with marketplace and product knowledge Learns from colleagues and actively asks for feedback on their own personal performance Takes responsibility for his/her own career and income development Tenacious and Tough Minded Presents an upbeat, enthusiastic presence to others, even when under pressure Walks away from unprofitable business even when resources have already been invested Can take tough decisions alone Responds assertively and constructively to adverse points of view Closes deals at the earliest appropriate opportunity