MARKETING AND SALES CONSULTANT SENIOR 26034

07/01/91 B

This is the fourth class in the Marketing and Sales series for professional positions that perform specialized marketing activities for an agency marketing program. Positions in this class apply marketing/salesmanship strategies to attract, identify, and solicit prospective transporters, industries, and buyers to stimulate and expand Virginia's industries through relocation; to import and export products, other commodities, and services or cargo to increase economic development in the Commonwealth. Typically serves as a single charge position to implement a marketing strategy that has territorial or geographical scope and necessitates travel or location in a foreign country. This class is distinguished from the Marketing and Sales Consultant class by the former's charge responsibilities for specialized marketing activities for a territory within an outreach marketing program designed for industrial relocation or international import or export purposes.

Complexity of Work: Performs work of unusual difficulty requiring the development of a broad range of business and governmental contacts. Exercises independent judgment in consultations to promote economic development in the Commonwealth which results in creating jobs, increasing investments and revenue, enhancing industrial development through importing and exporting of Virginia's products, goods and services, and moving cargo through Virginia ports. Initiates personal and telephone contacts with prospective exporters, importers, shipping and freight companies, executives, national and international governmental officials, regional organizations, retailers, restaurants and wholesale distributors to present opportunities that exist in Virginia. Provides in-depth business counseling in guiding the export marketing programs of Virginia producers, manufacturers and service companies; makes presentations at meetings, seminars and conferences to promote an awareness of Virginia; coordinates and participates in trade shows, sales missions and investment fairs; prepares reports of calls made and sales leads on business activities; conducts surveys and research to establish marketing techniques and strategies; and responds to inquiries and requests from prospects and business associates.

Supervision Given: Supervision is typically not a factor, however, some positions may supervise support staff personnel.

Supervision Received: Receives general direction from a higher level marketing management position or other agency executive in planning, designing, and developing marketing strategies within the program guidelines and/or agency policies and procedures.

Scope: Positions in this class affect the design and implementation of international marketing and sales strategies to promote the importing and exporting of goods and services; the use of Virginia ports; and tourism for the Commonwealth of Virginia.

Impact of Actions: Decisions have a serious impact on the generation of employment opportunities, investments, revenues, and tax base for the Commonwealth of Virginia. Implementation of inadequate marketing and sales strategies can be costly in terms of the state's economic growth and development.

Personal Contacts: Frequent external contacts with prospective exporters, importers, shipping and freight companies, corporate executives, embassies, port authorities, trade associations, chambers of commerce, national and international governmental officials, regional organizations, retailers, restaurants and wholesale distributors in order to develop and implement marketing plans. Frequent internal contacts with other agency staff to coordinate marketing and sales strategies.

Knowledge: Comprehensive knowledge of the principles, and practices of marketing, economics and business administration; of sales and promotional techniques; and of national and international regulations pertaining to various products, industrial development, and/or the transportation and travel industry. Considerable knowledge of agency and Virginia programs and services.

Skills: None identified for this class.

Abilities: Demonstrated ability to develop and implement a marketing and sales strategy on a local, national and/or international level; to apply salesmanship and promotional strategies and techniques; to analyze and interpret regulations; to communicate effectively both orally and in writing; to conduct workshops, make presentations, and coordinate and participate in trade shows, sales missions, and investment fairs; and to establish and maintain effective business relationships.

QUALIFICATIONS GUIDE*

Licenses or Certification: None.

Education or Training: Graduation from an accredited college or university with a major course work in marketing, economics, business administration or a related field.

Level and Type of Experience: Extensive experience in a marketing services areas such as sales, promotions or a related area. Typically will have experience in sales and sales support.

An equivalent combination of training and experience indicating possession of the preceding knowledge and abilities may substitute for this education and experience.

This class was established as a result of the Classification Review/Specification Update Program and replaces the Foreign Trade Representative B and Industrial Development Marketing Manager classes, effective July 1991.