Performance-based Job Descriptions
These performance-based job descriptions were written by workshop attendees soon after completing our "Hiring Top Performers" workshop. The more experienced you become in performance-based hiring, the more comprehensive your job descriptions will be. Performance-based job descriptions define superior performance as they contain the job deliverables that are critical for the success in any position.
For candidate recruiting and interviewing, the hiring manager should sort out the most important job deliverables and come up with 6-8 major job objectives.
These are the objectives the hiring manager will use to
advertise the position and to conduct a thorough and unbiased performance-based job interview.
Marketing Manager – IT industry
Position overview
The Marketing Manager promotes the marketing of Acme products and services that will most benefit the company and the customers. In addition, the marketing manager establishes credibility through communications in a manner that will optimise the company's market share and image.
More specifically, the Marketing Manager develops and promotes strategic relationships with key partners, develops and executes marketing events in cooperation with sales as well as organizes annual conferences and other key marketing activities. This is done in a disciplined manner according to the directions of management and within established budgetary limits.
Traits : The person needs to have creative flair, the ability to think laterally and the capacity to understand the needs of all Acme divisions as they relate to market image, strategic relationships, introduction of new products and marketing events. As the role entails cooperation with other departments, the person needs to have demonstrated achievements in a teamwork environment.
There will be some reports to this role. Hence, good management and team skills are essential.
Organization Structure and reports
This position reports to the Managing Director. Reporting to the position are a product manager and a desktop publisher.
Performance-based job objectives
1. Develop partnership relationships with key business partners
Evaluate all current strategic relationships and within sixty days develop a comprehensive long range plan to meet the company's strategic objectives as to key partnerhips. This plan should include personal involvement as well as involvement from key staff of all Acme divisions.
2. Establish PR and media strategy
Within sixty days of appointment, develop strategy to gain editorial access to major magazines and develop relationships with key industry bodies. Work out PR strategy and media schedule with the product manager and the desktop publisher.
3. Develop and execute marketing events for all Acme divisions
Conduct a complete review of all divisional marketing issues. Develop aggressive marketing events for each division that includes sales and marketing strategies in order to achieve the divisional objectives. Plan to be approved by the Managing Director. Target completion three months from appointment.
4. Develop and manage the annual sales and promotions programmes
Upon appointment, organise all available resources and come up with a timetable of events, lists of participants, advertising budgets and expected deliverables.
5. Establish and maintain consistent company image
Lead the effort to organize the development of constistent marketing presentation materials, consistent letterhead redesign, conduct customer satisfaction surveys, update the web pages and any other activity that promotes Acme's good image in the market place.
6. Submit reports to Managing Director as required
Submit reports to Managing Director by the end of each month. These reports should include current state of marketing events, strategic relationships status, PR activities, promotions, market share reports, sales analysis, competitive pricing, sales promotional efforts and whatever else is requested by senior management.
7. Maintain and grow own staff
Develop a plan for each member of his/her team. This plan should include job functions and growth within the company. It is imperative that each staff member should have a training plan in writing.
Background and Experience
The person selected for this position should have at least 8 years in marketing/sales experience in the IT or telecommunications industries.
A master's degree in marketing is desirable.
The person selected should have a track record of introducing new marketing programs, staging of marketing events and building strategic relationships.
Also, the person has worked well with senior management and has demonstrated that he/she can cooperate with other departments and can recruit and grow own staff.
The person has worked in a similar culture that espouses cooperation and team spirit and a general community oriented attitude.
Wholesale Sales - Fashion industry
Position overview
The company has grown and wants to appoint a sales executive responsible for wholesale sales in NSW. The successful individual should meet assigned sales targets for both the Azura and Tiger labels and should be able to develop and execute a sales plan to achieve these targets.
The person must have a proven sales record and understand our design area of the market. During the first year, key responsibilities will be the growth of the Tiger range and the incremental growth of Azura. Because of the seasonal nature of our sales process, the successful individual will also coordinate marketing events including marketing and sales materials, coordination of state agents sales meetings, setup and update of mailing lists, participate in trade shows and undertake other tasks as necessary.
Performance-based job objectives
- Increase market share of Tiger by 100% within the first 12 months.
- Service and grow existing Azura market share by 20% within the first 12 months.
- Setup a sales plan to meet the above objectives within 4 weeks from start date. The plan should include key sales opportunities, identification of major accounts, resources needed and time schedules to present ranges.
- Familiarise herself/himself with current customers. Visit customers and assess boutique suitability for both fashion labels to get a feel for our type of customer and areas within 4 weeks from start date.
- Undergo training with designer and fabrics coordinator within 2 weeks from start date.
- Present both ranges to existing customers and qualified prospects in a most professional way. Present to at least 30 customers per label per season with a minimum order size per customer to the value of $20000 - three times a year.
- Deal with geographic representation of the label and be able to deal with customer demarcation issues – ongoing process.
- Coordinate presell materials where appropriate and arrange for timely distribution to boutiques and follow up -twice to three times a year.
- Handle all queries from the web site – ongoing process.
- Coordinate state agents meetings in Sydney – twice a year.
- Participate in the launch and execution of two trade shows a year in cooperation with the managing director and PA.
Background and experience
The person selected must understand this niche area of the fashion market, with comparable experience in a designer label whether it be of wholesale or retail level. Experience with marketing is desirable.
The person is a competent, mature individual able to deal with an increased level of responsibility. Must have an eye for detail and be aesthetically oriented. Must be able to take ownership of his/her area.
The selected person is an open communicator, computer literate, with good writing and organizational skills.
Ideally, the right person should have at least 5 years of experience in a sales environment. The person should be able to demonstrate achievements in sales.
Must have a car for customer visits.
Education: desirable to have tertiary education in fashion or marketing.