Sample Business Paper on Human Resource Management

Job Analysis

Marketing managers have a variety of responsibilities and roles in international retail
companies. This includes forming collaborations and being able to work closely with
international marketing agencies, as well as having to put together the marketing estimates for
the company and submitting the estimates for approval. Other responsibilities and duties of the
international marketing manager include being involved in negotiations and negotiating on
behalf of the company and entering and being able to sign contracts related to sales and
marketing (Götz, Hoelter, & Krafft, 2013). In addition, they are involved in reviewing and
developing key material for use by the company, such as information to be used in advertising
and the information to be carried in the advertising process through varied means such as the
print media or the use of TV commercials.
Becoming an international marketing manager involves having a wide set of skills and
the required knowledge to be able to formulate the marketing strategies and apply them in the
marketing process. The level of knowledge that is applied varies from the fields of economics to
those of business. In addition, the marketing manager must have the required skills such as
communication and the formulation of marketing strategies that are applicable on an
international scale (Lockett, 2018). These skills are core to the fulfillment of the job
responsibilities of a marketing manager. As an international marketing manager, the skills and
the abilities possessed must enable him or her to fulfill the responsibilities and the roles involved
with being the brand ambassador of the company products on the international market (Porto,
Costa, & Watanabe, 2017). The marketing manager should be able to apply these skills in order


to be able to develop the best strategy and approach to link the company products with a wider
audience across the world.
Like the marketing manager, the sales manager representing a retail company on an
international scale must possess skills and knowledge to be able to fulfill the varied roles and
responsibilities of a sales manager. The roles and the responsibilities of the international sales
manager are important in propelling the company towards the attainment of growth and
sustainability. The responsibilities of an international sales manager entail performing the duties
of an international sales supervisor or an international sales administrator. The sales manager is
the one who is accountable for maintaining and the sales of products of the company outside the
country. In addition, the sales manager is involved in coming up with the strategies and ideas for
selling and methodical procedures to be used to ensure that the company is able to attract new
clients outside of the country (Götz et al., 2013). The sales managers must be able to convince
new clients in the international market to buy and use the commodities of the company in order
to create new revenue streams for the company and enhance the profitability and sustainability of
the company. Further, other duties of the sales manager include advising the company on the
needs and the adjustments to be made on the products in order to be able to satisfy foreign
A wide set of skills and qualifications are needed in order for a person to be able to
perform the duties of an international sales manager in a more effective manner. First, in terms of
the educational background, the sales manager must be a holder of a bachelor’s degree in
business management or another related field such as business administration (Lockett, 2018).
The sales manager must be an excellent communicator and must possess the ability to impress
and attract clients to the company’s products on a global scale. Alongside having a high


familiarity with the products and the services of the company, the sales manager must also be
able to display the needed technical skills as well as the specialized skills to meet the roles and
the responsibilities of the position.

Toolkit 4.1 Questions

1. Advising the management on the best approach towards better administrations of human
resources and the applicable policies and procedures at the organization level. In addition,
the responsibility entails performing an analysis of the performance of the current HR
programs of the company and providing the needed solution for the company. Lastly, the
position entails being involved in the development, revision, and implementation of
various human relations policies and procedures.
2. Provides advice to the management on the best strategy to administer the human
resources as well as the policies and the procedures involved (4 hours a day).
Performs analysis on the current HR programs run by the company and providing
solutions and recommendations on the way forward (3 hours a day).
Conducting audits on the different HR activities in the company as a means through
which they are able to ensure that there is compliance (2 hours a day).
3. The key tasks under the first responsibility entail policy creations and implantation of
policies that take 40% of the time each month.
The tasks included in the second responsibility entail reviewing challenges and
developing solutions, which take 30% of the monthly time.
The last responsibility entails tasks such as reviewing regulations and performing
analysis on the level of compliance, which takes up 30% of the monthly time.


4. Some of the hazards involved with holding the position of the HR consultant include the
dangers arising as a result of regulatory practices such as the protection of employees and
adherence to practices related to human relations management. In some instances, the
workers may experience injuries making it necessary to handle the medical cost and still
incur the cost resulting from the loss of the productivity process. Other forms of risk may
arise as a result of lawsuits that are related to employment.
5. The mental efforts involved with performing the work duties and responsibilities include
having to deal with role conflict and the varying understandings by the employees of the
company. On the other hand, the physical efforts that are needed include having to be
available in different places and a lot of traveling in a bid to fulfill the responsibilities of
the job position. For instance, there is some period that I have long periods of intense
concentration and have to follow a routine schedule such as ensuring that I collect and
review reports from training activities. In other situations, I am forced to travel from one
point to another, which makes the roles of the position to be more physically demanding.
6. Communication and decision-making skills.
7. Fulfillment of legal requirements and regulations, formulating policies and enhancing the
change process, and having to deal with varied attitudes and background cultures among
the employees and the different work forces.


Job Design

Marketing Manager
Tasks Position Goals Organization Goals

Marketing Increasing brand awareness Profitability and
Evaluation and controlling Creating customer value Customer loyalty

The role and the responsibilities of the marketing manager must align with those of the
organization to serve to ensure the attainment of the overall organizational goals. The marketing
manager has the responsibility of supporting the organization in ensuring that it attains its
organizational goals through marketing (Porto et al., 2017). Notably, the manager must be able to
ensure that his or her contributions through the marketing segment of the business will aid
contributes to the profit and the revenues gained by the business. For this reason, while the goals
of the organization are to attain growth and profitability through the sale of its products and
services, the goals of the marketing manager will be to ensure that there is increased brand
awareness to be able to win over new customers (Lockett, 2018). The marketing manager
supports the organization's goals through the ability to conquer and implement a strategy during
the product launch stage of an organization and to expand the presence of the company and its
products to new borders or countries where the products have never been present before.
The marketing manager must ensure that their primary goal remains increasing the level
of awareness of the brand and that the company is always at the top of the list when the


customers are seeking to make a choice on purchasing a product. Notably, one of the avenues
that the marketing manager should consider is the use of social media and formulate a social
media strategy that will aid the organization in having improved brand awareness. The marketing
manager plays a central role in ensuring that value is delivered to the customer as part of the
goals of the organization and ensuring that the organization goes past the goal of generating
business (Ezeife, 2017). The marketing manager will work to ensure that the business is able to
develop the existing customer base, attract new customers, and ensuring that the customers are
satisfied and delighted about the use of the company products. The ability to keep the people that
use the products of the company happy will give the business the chance of ensuring that the
same customers are able to promote the company by purchasing more products. In addition, they
may consider buying again from the business next time they want the same product and, in other
instances, end up introducing the company and its products to potential customers, including
friends and family.
Sales Manager
Tasks Position Goals Organization Goals
Cultivating team Developing talent teams Retaining of employees.

Personal development Becoming a better sales


Better leadership and
management at the core
sectors of the economy.

For the sales manager, a key process to the company entails the creation of teams within
the sales segment to aid the organization in meeting the goals of the marketing department and
meeting the overall goals of the organization in terms of ensuring that talent pool s created. In


addition, the employees are attracted and retained in the organization. Notably, one of the
mistakes that are normally done by top sales managers is that they dedicate less time to sharing
information and interacting with the top performers in the team (Götz et al., 2013). It should be
the role of the manager to ensure that they identify some period in the week where they get to
spend time with the top performer in order to ensure that they have the chance to be even better
(Ezeife, 2017). The goal of the management should be on the means through which the top
performers in the sales department can be enhanced and awarded the needed resources and
support in order to make them perform even better on behalf of the sales team for the company.
On the other hand, the top performers must be able to influence the middle performers to
improve and be the top performers, while the bottom performers need assistance to be able to
improve in terms of building on their marketing skills and capabilities. This will ensure that
replacement is within the organization if a vacancy arises in the top management and hence less
time wastage and less resource wastage in the hiring and the training process for new employees
within the organization (Lockett, 2018). The overall goal of the organization is one how to
ensure that talent is attracted, and that the same talent is retained within the organization as a
means to support the overall goals and strategy of the organization.
The sales team is not the only team that must ensure personal development and constantly
sharpens their skills in order to improve, and the sales manager must also be able to keep his or
her skills sharpened. This will enable the manager to stay ahead of the current trends in the sector
and be able to adjust well to the changing goals and the changing nature of the consumers over
the years. The goal that the manager must have is on the various ways that he or she may use to
be a better leader. Notably, within the sales function of the organization, the rate of sales may
fluctuate, and there are instances in which the volume of the sales may increase and other


instances in which the overall volume of the sales may reduce in terms of the quantity (Ezeife,
2017). Hence, it is important to put in place measures through management that will ensure that
there is a constant rise in the number of sales made by the company while also ensuring that the
instances of a reduction in the number of sales are kept at a minimum. Notably, one of the areas
of focus for the sales manager is regarding the development of the retaining of the soft skills
needed to transact on a daily basis on behalf of the company and have the ability to meet the
changing demands of the customer (Purcarea, 2019). Therefore, improving the soft skills will
ensure effectiveness and efficiency in the planning process, the organizing process, leading, and
being able to control the sales function within the organization.
Job Specification

The sales and marketing manager will be involved in organizing sales and ensuring that
they help the organization in terms of meeting the advertising goals selling the company products
to ensure that they create a competitive advantage for the company through the marketing
activities in the foreign market. Due to the unique mode of operation of the company, there is a
need to gain new market segments to sell products as a means through which the company
attains growth and sustainability. The responsibilities and the duties of the new marketing
position will include the generations of unique sales plans to propel the organization into new
market segments in the global sphere and coming up with creative advertisements that are
engaging depending on the target market (Lockett, 2018). In addition, the activities involved in
the new position will also involve developing the pricing strategy to be applied in the different
customer segments, developing, and distributing the promotional literature needed for the
marketing activities in the organization. In addition, having to meet the objectives of the human
resource objectives of the sales and marketing section departments of the organization (Ezeife,


2017). The sales and the marketing manager to fill up the position is the representation of the
company brand in the international market and hence will be involved in creating and
implementing strategies that will improve the level of product awareness driven through constant
observations of the market, analyzing the actions by competitors, and closely observing the
industry trends.
For this reason, the specifications of what is to be fulfilled by the candidate for the new
position of sales and marketing manager of the organization will include:
I. Promoting the existing brands of the company and coming up with new products that will
serve the market and create revenue streams for the company.
II. Analyzing the budgets involved and preparing the budget plan in a manual process while
also ensuring that they are involved in the scheduling process of the expenditure also
ensure that the members of the sales team meet the goals and the objectives of the
III. Research on the available marketing opportunities and being involved in coming up with
the plans through which the organization will utilize the marketing opportunities. This
will also include understanding the needs and the requirements of the consumer through
the close observations and the identification of the existing marketing trends while also
suggesting the improvements to be made to the system to enhance the marketing needs of
the consumer.
IV. Involved in gathering information, investigating, and summarizing the data on the trends
in the global market and presetting reports for the decision-making and strategy


V. Ensuring the adequate implementation of the sales and the advertising plans in the
VI. Recruiting, training, and scheduling for the marketing and the sales activities in the
organization while also ensuring the adequate management and training of the individual
for the varied roles of the sales and the marketing functions in the organization.
VII. Remaining current in the industry by attending pieces of training and educations

Performance Standards

The performance standards for the new position of sales and marketing manager will ensure that
the minimum goals and targets of the organization are adequately met, which will include:
I. Analyzing the job roles of the marketing and the sales activities in the copy and aligning
the competencies with each of the roles to be fulfilled in the new position.
II. Designing the sales training program to be used to ensure the sales professional are
adequately prepared to meet the needs and the demand of the work environment.
III. Create the examinations for each of the marketing and sales roles and the level within
the organization.
IV. Developing a schedule to be used in the training process and the deployment process,
including the ability to provide guidance to the members of the sales and the marketing
teams to ensure that there is effective and adequate use of the customer relationships
system in the organization.
V. The ability to constantly evaluate the ability of the sales professionals to deliver on the
needs, goals, and vision of the company on a regular basis.

Job Description


The job description of the sales and marketing manager will aid in ensuring the company
attracts candidates that are talented and innovative to fill up the open position aid in propelling
the company towards the attainment of the organizational goals. The sales and marketing
manager must be able to display a track record of work that is exemplary in the sales and
marketing segments (Lockett, 2018). They should be able to apply the transformative
management practices within the role in order to improve the level of productivity and
performance among the employees within the sales and the marketing sections of the company as
well as ensure that the junior employees within the department remain motivated to ensure that
optimization of the market share of the company. In addition, the manager will be able to utilize
the opportunities presented in order to develop a procedure and policies that are innovative that
will aid in shaping the future of the company (Ezeife, 2017). This is attained through the
formulations and the implementations of innovative product marketing and sales activities to aid
in propelling the company to attain its profit goals.



Ezeife, L. N. (2017). Social media strategies for increasing sales.
Götz, O., Hoelter, A. K., & Krafft, M. (2013). The role of sales and marketing in market-oriented
companies. Journal of Personal Selling & Sales Management, 33(4), 353-371.
Lockett, A. R. (2018). Online Marketing Strategies for Increasing Sales Revenues of Small
Retail Businesses.
Porto, R. B., Costa, R. D. R., & Watanabe, E. A. D. M. (2017). The multilevel effect of
marketing activities on sales, revenue and profitability in a micro-enterprise.
Purcarea, E. V. L. (2019). The impact