Director of Development functions and responsibilities. Job description of the Deputy Director for Development

The success of the enterprise largely depends on how professionally the development director will perform his duties. Therefore, there are high requirements for candidates for this position, which may differ in different companies.

Requirements for a candidate:

higher education(legal or economic);
3-5 years of experience in management;
knowledge of the market economy, activities, theory and practice of management, marketing, micro- and macroeconomics, business administration, financial affairs.
ability to draw up an enterprise development plan;

The development director must be fluent in the methods of economic modeling and modern systems company management, as well as have an idea about the basics of production technology, administration, sociology and psychology.

Development Director: job description

The duties of this specialist include determining the general concept of the company's development. The development director must justify the goals of the enterprise, develop an effective development plan and strategy, and analyze the possibilities financial support. After the approval of the projects by the authorities, the employee must prepare all the documents necessary for the implementation of the plan, as well as familiarize the colleagues involved in the project with the innovations. The development manager also implies that he will appoint people responsible for the implementation of certain tasks and coordinate the implementation of the plan. It also needs to prioritize budgeting and evaluate all significant business and production processes.

For each development project, it is necessary to draw up Financial and economic indicators at each stage of the project implementation.

Based on the data received, the development director should prepare projects for the modernization of the enterprise and for the development of new areas of business.

The specialist also has the development of methods for responding to non-standard and crisis situations.

Rights of the Development Director

The employee has the right to receive full information, incl. commercial, about the performance of the company. Upon request, he can receive all the information and all the documents that he needs for his work. Management must provide him with all the necessary technical means.

The employee has the right to issue orders related to the development of the enterprise, as well as to endorse and sign documents that are within his competence.

The development director can get acquainted with the criteria by which the quality of his work is determined, as well as with the documents defining his duties and rights.

In general, the responsibilities foreseen for the person holding this position vary from company to company. Some businesses employ multiple professionals, each responsible for their own path:

marketing and sales;
development of new territories and directions, development and research;
organizational development and management.

Director of Development- This is a position in the company, covering all aspects of its activities. This is a manager whose duties include not only control over production process but also the organization of the work of the organization and its staff. Such a versatility of the profession requires many skills and certain qualities from candidates for this position.

Development director at the company

Today, there are two interpretations of the concept of “company development”. In one case, it is understood as the solution of local problems, on the basis of which the attention of the company's management staff is focused. For example, attracting new customers, opening branches in the regions, creating a network of agents. Such tasks, as a rule, are relevant for a simple business, where the results are proportional to the number of product outlets.

In another case, “company development” is strategic management, strategic development. This refers to a wide and complex set of activities that are associated with determining the company's position in the market, the system of work to create it, and the development of a target model (what the company should be).

Today, business conditions are changing rapidly. The pace of change is constantly growing environment: the available range of products is expanding, preferences are changing target audience, competitive environment globalization of world markets. Russian economy confidently integrates into the world, which leads to increased competition, a decrease in the economic stability of the territories.

As a result of such changes, the importance of the impact of strategic decisions on the overall efficiency of doing business is steadily increasing. In particular, the volume of work related to the preparation, choice of decisions that predetermine the development of business, forecasting the state of the markets, etc. is growing.

Today, many companies have seen the importance of attracting a director of development, having allocated an entire division at his disposal. When creating a development department and hiring a development director, the company provides a set of advantages for itself:

A clear understanding of the goals, ways and means of achieving them, systematization and structuring of their development.
Personification of responsibility for the results of enterprise development.
Improved manageability, consistency in the process of making changes that can be controlled.
The staff of the company is formed by professional human resources who are most interested in development.
Increasing the efficiency of the use of resources, reducing the cost of change.
More balanced management decisions, given the presence of a system of counterweights.
Improving information and analytical support in management decisions.

Responsibilities of the Development Director

A development director can be called a business architect: on the basis of analytical work, he develops proposals for organizing a business. Is this argument not enough? Then read the article of the magazine "CEO" and make sure that your company simply needs a director of development.

What does a business development director do?

The development director ensures the process of qualitative changes in the organization, contributing to its achievement new level. Given the goals of business development, this position can be of two categories:

Strategic Development Director. The functions of the development director in this case include development as a whole, closing and restructuring the most unprofitable projects, offering promising directions activities. In companies, this position is often referred to as the director of strategy and prospective development, director of strategic planning, deputy or adviser. CEO for development.

The development director of a certain direction is responsible for the highest priority this moment organization project. For example, a project that is related to the modernization of production, the development of a branch network, marketing or sales. Most Russian companies this position of director of development is closely related to attracting investments in the company and finance in general.

If there is no position of development director in the company, this function is handled directly by the owner, the general director of the enterprise or an outsourced consulting company. In domestic practice, an increasingly common solution is to attract foreign top managers or Russian leaders with successful work experience in transnational organizations to this position.

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Practitioner tells

Larisa Kolesnikova, General Director of AWAKE Communications Event & PR Boutique, Moscow

We thought about the need to hire a development director when the prospect of important, strategic changes arose for a systematic increase in profitability. The development director is responsible for the qualitative change of the organization, contributing to its entry to a new level. In particular, it develops a development program that is focused on ensuring the competitiveness of the organization, income growth.

The development director in our case will combine the leading qualities of a marketer, analyst, manager and sales manager.

As an analyst, the development director conducts:

Studying the market, its tendencies and opportunities.

Collects information about demand, the reasons for its changes, analysis of the needs of the target audience.

As a marketing director, development director provides:

Identification of the most effective market sectors for sales, formation of a set of measures aimed at using market opportunities.

Development of forms, schemes, technologies and methods of successful sales.

As a sales manager, the sales director performs:

Identification of promising, potential buyers of services, establishing business contacts with them.

Representing the interests of the organization at the initial stage of negotiations with new clients.

Presentations of the company and services.

Maintaining contacts with regular customers.

Updating customer databases.

Analysis of the level of sales, preparation of reports on the results of the analysis for submission to the consideration of a higher official.

As a head development director participates in:

In developing a marketing strategy and policy.

In exhibitions, conferences, other events to form consumer demand, to stimulate sales.

In the formation of a package of services for the company, solving issues aimed at improving and developing the activities of the enterprise.

What are the tasks of the Development Director?

Formation of a new trade policy, expansion of the geography of activities, product promotion, development of a dealer network.
Management of the restructuring process, creation of new product quality control systems, modernization of production, optimization of work processes, reduction of associated costs.
Formation of effective business management standards.
Creation, withdrawal of a new portfolio trademarks To the market.
Finding ways out of the crisis, changing old business development strategies, creating new perspectives, analyzing current situations.

What are the responsibilities of a Development Director?

The development director manages development programs to maintain competitiveness and increase the income of the enterprise. He, together with shareholders and the CEO, is developing a business strategy for the medium and long term.

Engaged in the formation of a portfolio of new projects, budgeting for their implementation, controls their implementation. Supervises the conduct of research by marketers and analysts of the organization, evaluation of the results of work. It also ensures the identification and elimination of shortcomings and weaknesses in the work of the organization, the search for opportunities for the development of the company.

Provides management of new product development processes, issues of improvement and modification of current products. Together with the employees of the PR-department and the personnel service, he organizes communications between departments, broadcasting the main strategic goals to the company's specialists. Establishes directions for establishing external relations of the organization, in particular, with government agencies in accordance with the approved strategy of the company.

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Practitioner tells

Andrey Solodovnikov, head of the group of consulting projects of the audit and consulting group "Development of business systems", Moscow

In our company, the director of development is engaged in the following.

Determines the company's development goals, taking into account the expectations and priorities of the owners, as well as the marketing chances of the organization in a particular market.

Evaluates the external environment, identifies new marketing opportunities.

Conducts analytical work, identifies trends, cause-and-effect factors, predicts market development, etc.

The development director develops proposals for the organization's development strategy, in which it is important to achieve a balance between marketing chances in the market, the expectations of the owners and the company's ability to implement all this, taking into account competencies and resources. The manager details the proposals for individual parameters marketing: competitive differences; ways to extract profitability; positioning, which is aimed at market-product combinations, client groups and individual territories; lines of business of the company. In addition, the development director determines the needs for resources and personnel, which are lacking during work, as well as possible options to attract them.

After the strategy is approved, the development director forms plans for its implementation, targeted development programs.

When the development plan is approved, he coordinates the work for their implementation.

Conducts a current analysis of the factors of influence, identifies changes, makes the necessary adjustments for plans and development strategies.

The development director acts as a specific business architect who, based on analytical work, develops proposals aimed at organizing a business.

Development director: types to look at

Depending on their influence and role in the company, development directors can be of various types:

Theoretical Consultant. Usually, this is a person who came to work in real business from a consulting company. He can reason a lot and competently in theory, but in his recommendations he focuses on ideal business models that are poorly comparable with reality. As a rule, such attacks are not liked by managers who are not willing to trust the smart recommendations of the "gurus", and their cooperation ends here.
"Advisor to the first person of the company." The director of development of this type is on the staff of the company, but omniscient and invisible. He has a tremendous influence on the owner of the company, says little, but it is his quiet and valuable word that allows him to develop the business, moving even the most “unrealistic projects” off the ground. To the company, such a development director is like a god, whom everyone fears and idolizes.
"A man with connections." Development directors of this type are hired because of their rich experience in the industry and established connections. The development process with its help in the company is to introduce the company to desired market sales or run new project with the support of the right people. Often in companies, such a development director is called a director for development of relations with government agencies, a director for development of external relations.
"Strategist". The development director of this type is a top-class professional. He has a unique talent to see the picture of business development as a whole, so he can offer the most profitable and effective strategies. He not only forms different paths and strategies, but can also engage in their implementation. Usually has charisma, the ability to create effective management teams, good leadership qualities. Such a development director easily and simply manages a multi-million dollar project, focusing on results. As a rule, development directors of this type work in international companies.

How to organize a department for a development director

The work of the development service in practice can be implemented by one of the considered organizational models:

Lack of a formal development management system

Functions that are related to development are carried out irregularly (as needed) within the traditional management system. There is no systematic development work. Planning for a year. Predominantly concentrates management on the current economic activity organizations. Usually there are no clearly defined goals, plans to achieve them. For such a service, as a rule, a development director is not needed.

Who suits. This option is valid for small companies with relatively simple business, as well as for large organizations in markets with low dynamics of change.

Development service management

This system covers all departments of the organization. Formal procedures are in place. The following option is possible: the owners determine what they expect from the business, the principles and goals of the organization, approving the main indicators, provisions and development plan.

Then the main strategic decisions are approved or rejected by the CEO, who discusses development issues with the business owner, agrees on development indicators and strategies, and monitors and provides support for development processes.

Responsible for development director of development. It accumulates all information about the current state of the organization, key factors influencing the business, project development and development plan, coordination of the entire range of work. The development director involves all the required resources in the work, organizing, if necessary, brainstorming sessions, and forms target working groups in key areas. Thus, he plays an important role in the company.

Who suits. efficient this option will be in the activities of companies that operate under certain conditions:

High level of dynamics of changes in the main markets.
The business is diversified and complex.
Leadership orientation, qualitative growth of results.

This system will be effective if no mistakes are made in the work. Development costs are maximum, but at the same time, the results of successful work are super-payable.

Development management without a development director

This option is intermediate (between the 1st and 2nd). In this case, development management usually occurs on a regular basis, consisting of certain formal procedures. Change is driven by leadership without broad employee involvement.

Functions strategic management are concentrated in corporate governance bodies, on the active participation of the CEO, who performs the main analytical work as a development director. It is responsible for the formation and implementation of the strategy. The success of development mainly depends on the competence and leadership abilities of the CEO.

Who suits. This development is an acceptable solution in the activities of medium-sized enterprises with a simple organizational structure, who do not claim to be the market leader and are not given the idea of finding a sales director, coping with his duties on their own.

Development outsourcing

Usually, professional business consultants are involved to manage the development. They are free from the internal stereotypes of the organization, understand and use modern methods, technologies, ensuring the successful organization of the development unit. But, costs are required to attract them - their tariffs for small companies can be prohibitive.

When you need a quick result and it makes no sense to hire a sales director.
It is economically irrational to constantly keep highly qualified professionals in your staff.
Requires one-time changes.

All the pros and cons of the question of hiring a development director

The question of hiring a development director is not considered unambiguous. The following factors will help you decide:

Complexity and scale entrepreneurial activity, business homogeneity. The more diversified and complex the business is, the greater the need for a development service.
The market position of the company. For ambitious companies looking to expand markets and become leaders, a development service is essential. If companies are pursuing “niche strategies” without an expansion focus, a standard management system without the participation of a development director may be sufficient.
Market dynamics. The faster the market situation changes, the more difficult it is to control the changes in order to provide a suitable response in a timely manner.
Management style, personal and professional quality owners and directors of the company. It is unlikely that it would be appropriate to organize a development service and hire a development director when the management is not ready to delegate its authority to develop strategic decisions, but will insist on independently performing these tasks.

How to select candidates for the position of Director of Development

It must be downloaded that candidates for the position of director of development do not lie on the road and it is not so easy to find them. No, there are plenty of vacancies posted, but there are very few truly highly qualified specialists. Therefore, the search for candidates for this position is very specific. It is necessary to read the experience, the name of the projects, the tasks performed, indicated in the resume of the applicants.

The development director is focused on the rise of a certain area, division, direction, general project, or on the development of the entire company on a new round of development. Because of this, many people confuse marketing functions and the development of the company as a whole. Marketing functions require knowledge fine tuning marketing tools, sharpening specialists. The development director solves a set of strategic tasks, within which marketing acts as one of his tools.

During telephone conversation you need to ask the applicant what projects he has worked on recently. He should immediately mark two to four of them. It is important that the applicant easily begins to communicate the meaning of the task, the project with which he worked. If the applicant has overcome this filter, you can invite him for an interview.

The main thing during a face-to-face meeting is to determine that the candidate has not only a personal warehouse and motivation, but also experience and effective tools for developing the enterprise, offering solutions that suit you.

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What questions to ask candidates for the position of director of development

The most unexpected question: “If you had a million dollars, what business would you invest this money in?” some can be stymied. By answering this question, you can judge a lot about the applicant:

The presence of a common understanding of the main trends in the industry in question, the breadth of horizons.
Testing the skill of entrepreneurial thinking.
Understanding what role in the company is better to offer the applicant.

And the second question will be the usual “Name the mistakes you have ever made in your career.” Every professional had mistakes, without them it would be a robot. Such mistakes do not speak of poor qualifications, but of sufficient experience, the ability to draw conclusions, and navigate in a difficult situation.

Employment contract with development director

The following provisions apply in the employment contract of the Development Director:

schedule;
agreement on non-disclosure of confidential data;
job description;
list of job prices.

To employment contract development director is also attached supplementary agreement.

An employment contract with a development director is included in the category of employment contracts with specialists, inheriting all the features of such contracts. The appendix to the employment contract, namely, the job description, indicates the knowledge and skills that the development director must possess.

The development director is included in the category of managers, the hiring and dismissal of which is formalized by order of the director of the company.

An employment contract of this kind can be concluded with a candidate for the position of development director who has a professional higher education (economic, engineering, economic, legal).

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How to get the most out of a development director

And now that you've finally hired this person, you need to get him up to speed as quickly as possible. That is why it is better to hire a professional who is already familiar in advance not only with your industry, but also with the organization itself. While a newcomer spends time getting to know your company, you lose out in sales, because these efforts could be directed to increase them. And you, as the head of the company, should spend your precious time helping a newcomer adapt.

And maybe that's why it's so important to make sure you're hiring the right person for the position. For one specialist, it will take six months to get used to this role, and for another, it will take a whole year. Of course, ideally everyone sees immediate benefits from hiring a development director, but this is unfortunately not realistic. Even before you hire the right candidate, you need to make sure that he knows your business from the inside. In other words, it is important to hire the right people and then determine the direction further development organizations.

APPROVE

(name of the enterprise, organization, institution) (head of the enterprise, organization, institution)

JOB DESCRIPTION

00.00.0000 No. 00 (signature) (full name)
Structural subdivision:

Position: Development Director

1. General Provisions

1.1 This job description defines functional responsibilities, rights and responsibilities of the development director.
1.2 The development director belongs to the category of managers.
1.3 The Development Director is appointed to the position and dismissed from the position in the established current labor law by order of the director of the enterprise.
1.4 Relationships by position:

	direct submission	Enterprise director.
	Additional submission
	Gives orders	For employees of the enterprise
	The employee replaces	deputy(s)
	The employee replaces

2. Qualification requirements of the development director:

	Education	higher professional (economic, legal)
	work experience	work experience on leadership positions at least 5 years (including at least 1 year in the position of development director or strategic planning manager).
		market economy. Rules for the implementation of entrepreneurial activity. Theory and practice of management, macro and microeconomics, marketing, business administration, stock exchange, insurance, banking and finance. Principles of enterprise development planning. The main tools for financial recovery of the enterprise. Methods of economic modeling. Modern enterprise management systems. Fundamentals of production technology. Prospects for innovation and investment activities. Methods of information processing using modern technical means of communication and communication, computer. Basics of administration. Information Technology. Fundamentals of sociology, psychology. Legislation on labor and labor protection of Ukraine.

	Additional requirements

3. Documents regulating the activities of the development director
3.1 External documents:
Legislative and regulations regarding the work being done.
3.2 Internal documents:
Charter of the enterprise, Orders and instructions of the director of the enterprise; Job description Development Director, Rules of internal work schedule.

4. Responsibilities of the Development Director

Director of Development:
4.1. Defines the general concept of the enterprise development policy.
4.2. Substantiates the development goals of the enterprise.
4.3. Develops effective strategy development and the main sections of the enterprise development plan.
4.4. Carries out "diagnostics" of all production, commercial processes at the enterprise.
4.5. Prepares specific programs for the development and restructuring of the enterprise, analyzes the possibility of financial support for programs.
4.6. Establishes budgeting priorities and monitors expenditures to ensure the financial sustainability of ongoing programs.
4.7. Organizes efficiency calculations from the implementation of enterprise development projects.
4.8. Prepares proposals for the development of new business areas, the development of new markets; develops projects of technical and administrative modernization of the enterprise.
4.9. Organizes the presentation of projects and their implementation schedules to senior management, defends and justifies them, answers questions from project management.
4.10. After approval of projects, organizes the preparation of relevant documentation, obtaining the appropriate licenses and permits.
4.11. Brings the approved schedules of work on the implementation of projects to the management personnel of the enterprise.
4.12. Appoints employees responsible for the implementation of projects, gives general instructions, directs them and coordinates their activities.
4.13. Organizes the interaction of all structures of the enterprise for the implementation of enterprise development projects.
4.14. Coordinates the work on the implementation of projects at all stages, controls the compliance of the decisions made and the actions taken with the basic concept of the enterprise development.
4.15. Analyzes economic, financial indicators at every stage of the implementation of development projects.
4.16. Develops methods for prompt response to crisis and non-standard situations that can lead to disruption of the enterprise development plan, other adverse consequences for the enterprise.

5. Rights of the Development Director

The Development Director has the right:
5.1. For information about all performance indicators of the enterprise, for access to commercial information.
5.2. Request and receive from the heads of departments of the enterprise and specialists the necessary information and documents.
5.3. Within the limits of his competence, sign and endorse documents, issue orders under his signature on the implementation of enterprise development plans.
5.4. Get acquainted with the documents that define his rights and obligations for his position, criteria for assessing the quality of performance official duties.
5.5. Submit proposals for improvement of the work related to the responsibilities provided for in this instruction for consideration by the management.
5.6. Require the management of the enterprise to provide organizational and technical conditions and registration established documents necessary for the performance of official duties.

6. Responsibility of the Development Director
The Development Director is responsible for:
6.1. For improper performance or non-performance of their official duties provided for by this job description - within the limits determined by the current labor legislation of Ukraine.
6.2. For offenses committed in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil law Ukraine.
6.3. For causing material damage - within the limits determined by the current labor and civil legislation of Ukraine.

7. Working conditions of the development director

7.1. The working hours of the Development Director are determined in accordance with the Internal Labor Regulations established in the enterprise.
7.2. Due to operational needs, the development director may be sent on business trips (including local ones).
7.3. For solutions operational matters development director may be allocated company vehicles.

8. Terms of remuneration

Terms of remuneration for director of development determined in accordance with the Regulations on remuneration of personnel.

9 Final provisions

9.1 This Job Description is made in two copies, one of which is kept by the Company, the other by the employee.
9.2 Tasks, Responsibilities, Rights and Responsibilities may be specified in accordance with the change in the Structure, Tasks and Functions of the structural unit and workplace.
9.3 Changes and additions to this Job Description are made by order of the General Director of the enterprise.

Head of structural unit
(signature) (surname, initials)
AGREED:
Head of the legal department

Labor function and main responsibilities of the development director

The position of Development Director is introduced in staffing companies where a separate division is created to develop and implement development strategies. If the manager believes that one employee is enough for these purposes, then in most cases he is called a development manager. In addition, the term “director” in the title of the position emphasizes that the employee belongs to the senior level and has a wider (in comparison with the manager) range of powers, and his responsibility is much higher.

The main task of the development director is to increase the effectiveness and profitability of the entire business. To do this, he can:

explore new territories;
develop business within the existing framework;
combine both previous options.

In his activities, the development director operates with information about external conditions market and environment within the organization. The result of his work are the company's strategic development programs.

Since the development director is called upon to improve the company's performance indicators, he is endowed with certain powers necessary to solve the tasks assigned to him. All this is fixed and concretized in his job description.

Approximate structure of the job description for the director of development

The structure, according to which the job description of the development director is usually compiled, provides for 4 main sections.

General provisions. This section provides information on:
- about the job title;
- the order of subordination of the employee (who hires him, who has the right to fire him);
- the presence of subordinates;
- qualification requirements (what level of education the employee should have, whether work experience is needed, if so, in what position);
- substitution order.
Rights. The development director belongs to the category of managers and has an extended range of powers, which are listed in this section. For example, it may be said that he has the right to:
- make information requests to all structural divisions of the company about all performance indicators of the company (including those with the status of commercial information);
- receive from structural divisions the documents necessary for work;
- sign (vise) documents within their competence;
- issue acts (orders, orders) aimed at the implementation and display of the results of the approved development programs of the company;
- to transfer to the manager their suggestions for improving the work process;
- contact the top management of the company for help in carrying out the tasks;
- attract contractors to cooperate with the company.
Job responsibilities. It indicates that the Development Director is entrusted with the following duties (indicative list):
- develop and approve with senior management a general strategy within which it is supposed to carry out the development of the company;
- manage the process of developing company development programs;
- entrust subordinates with the development of plans for the restructuring of the company, monitor their implementation;
- submit proposals to the management on the development of new areas of the company's activities;
- analyze the market in order to find new niches for the sale of products and ways to develop them;
- organize the interaction of structural divisions of the company for the implementation of the approved development program;
- coordinate the work of structural units in the implementation of the development program;
- analyze the results of the implementation of development programs and prepare reports on their effectiveness.
A responsibility. This section generally states that the development director is responsible for both decisions made, and for the actions taken, as a result of which he can be attracted:
- to disciplinary responsibility - for failure to perform or improper performance of their labor duties;
- to administrative or criminal liability - for committing misdemeanors, liability for which is provided for in the relevant laws;
- to liability for damage to company property.

Deputy Director for Development

In conclusion, it remains to say that the development director may also have a deputy. Such a staff unit is found if the director and his department are given such a large amount of tasks that it is difficult for one person to keep track of all areas of activity to solve them.

The issue of delegation of authority to the deputy in each company is solved in its own way. In some companies, the deputy is assigned to supervise certain areas of work, in others - to prepare preliminary reports on the activities of the unit as a whole. The main thing is that all these features, as well as the scope of rights and obligations actually assigned to the employee and assigned to him by management, be reflected in his job description.

Examples of job descriptions for the development director and his deputy can be found on our website.