A Day in the Life of a…

Business Development Executive

Are you thinking of a career in Business Development? But wonder what the next step is? With such a broad range of possibilities on offer, what's right for you? To help you decide, we're taking a look at what's out there and the people who are doing it.

Position: Business Development Executive

Location: Field Based

Business area: UK Nutritional Healthcare

The BDE role itself comprises four main areas of responsibility. The main focus is to maximise the sales and availability of Lucozade and Ribena brands and this is done through developing client specific sales strategies, including coming up with innovative ways to boost their turnover and through initiating new client relationships.

On a day to day basis my role involves account and outlet management, where the focus is on driving sales through the implementation of Cold Drinks category management solutions. This is achieved by ensuring that the fundamentals such as appropriate category space, the right range and effective promotions are activated within outlets, meeting the needs of both the customer and the end consumer.

I also manage the implementation of national agreements within my designated sales territory, and have the responsibility of developing and implementing proposals with local customers.

An 'average' day would involve me visiting 3 existing customers, 2 potential customers and making 2 cold calls to drive new business opportunities. Within these calls, skills such as negotiating, influencing and building rapport are key to making the most of my time with the buyers.

Key timings and activities within the 'average' day:

• On the road at around 8am and being with the first customer by 8.30 - 9.00am. I try to get a 'fast start' each day in order to maximise my selling time.
• By 12.30 - 1.00pm I have usually done 3 calls split between existing and potential customers, and 1 cold call.
• From 2.00pm onwards I typically make 2 further business calls with either existing or potential customers and make 1 more cold call.
• 5.15 - 5.30pm back home to pick up e-mails and complete any documentation and proposals and aim to finish by 6.00 - 6.30pm.

After each call I conduct a mini review to see how I performed against my objectives, which I set the evening before the call as part of my planning and preparation. In order to keep administration time down in the evenings, I also update records and document actions agreed with the customer immediately after leaving the call.

Career paths

I have the confidence that with continued strong performance in my current role, and with continued delivery against the development plan I've put together with my line manager, I will have the opportunity to move through the ranks. GSK believes in promoting people if they're good enough, and in the short time I've been in this role, I've seen Business Development Executives progress through to Key Account Manager and to National Account Manager.

TotalReward and the GSK experience:

The job itself is very varied, as each day brings a different challenge with different people. For example, one day you could be dealing with a local gym owner, and the next day meet an Operations Manager for a large Contract Caterer who oversees around twenty sites. The real reward is in knowing I've made a difference to a customer's business.

There are many 'highs' and 'lows' as with any job. On the downside there is a fair amount of administration involved in the role (it is essential that customer files be kept up to date and all documentation is completed). On the upside, the key things that keep me energised and excited are knowing that although I work alone, I'm not on my own. I'm in regular contact with my fellow team members and we have a real support network, learning from each other's challenges and sharing best practice. In addition, there's nothing more motivating than rising to the challenges of clenching that new deal with a difficult customer and knowing that I'm adding real commercial value to both the customer and GlaxoSmithKline.

Of course I shouldn't overlook the fact that the financial and non-financial incentives are great! The annual holiday incentive is always keenly contested by all the field teams and, as at end September, we're all neck and neck in the race for 2005's trip to Argentina.

I would say the role tests characteristics such as unlimited drive and ambition on a daily basis. The best way to describe not only our culture, but also an average day for a GSK Business Development Executive would be 'Work Hard', which is coupled with the fun 'Play Hard' side of the business.

Thanks go to GlaxoSmithKline for giving us A Day in the Life of a… Business Development Executive.