– Director (Comercial) Internacional
– Funciones: (i) investigar el mercado internacional, principalmente EUA y Europa, participar en la fijación de objetivos para servicios de traducción y en la estrategia de marketing internacional, debiendo plasmarse lo anterior en el Estudio de Mercado, el Plan de Marketing para Servicios de Traducción e Interpretación Internacional, la Lista de Tarifas y, en su caso, el Manual de Marketing de la Agencia de Traductores (esta función se hará conjuntamente con el Director de Marketing de la Empresa de Traducciones), (ii) formar un equipo comercial internacional, (iii) coordinarlo y, en su caso, asignarle zonas, sectores y listados de clientes potenciales a contactar, (iv) participar en la ejecución de las estrategias (aunque es más importante formar y coordinar el equipo comercial que hacer directamente una labor de marketing), (v) evaluar el grado de consecución de los objetivos y modificar las estrategias, si procede.
– Objetivos para servicios de traducción y estrategia. El Director Comercial de la Agencia de Traducciones Internacional preparará un Plan de Marketing para Servicios de Traducción e Interpretación para los mercados internacionales, en el que fijará unos objetivos, que serán aprobados por el Director de Marketing de la Empresa de Traducciones. Normalmente los objetivos para servicios de traducción serán de 3 tipos: (i) volumen de facturación, (ii) nuevos colaboradores comerciales (por ejemplo, 3 al mes), (iii) nuevos clientes (por ejemplo, 16 al mes). Asimismo, se preparará una estrategia y un plan de actuación, que también se reflejará en el Plan de Marketing para Servicios de Traducción e Interpretación para el Mercado Español, así como, en su caso, en el Manual de Marketing de la Agencia de Traductores. La metodología para diseñar las estrategias se basará en: (i) análisis, (ii) experimentación, (iii) imitación de modelos de excelencia, es decir que hayan demostrado ser altamente efectivos en empresas similares, para lo cual habrá que investigar las estrategias de los líderes del sector. Asimismo, al implementar las estrategias se contabilizará el tiempo y dinero invertido en cada línea de actuación y los resultados obtenidos, para detectar las líneas de actuación más rentables.
– Perfil: capacidad para coordinar equipos de personas, capacidad de persuasión y empatía, perseverante, dinámico, emprendedor y con iniciativa, leal, que pueda trabajar con autonomía, preferiblemente con experiencia en marketing y ventas. Importante el conocimiento de idiomas. No importa que haya carencias, pero lo que sí es fundamental es una clara orientación hacia la excelencia y la mejora continuada.
– Directores de Área de Traducción. Áreas: 01. Área Traducciones Organismos Internacionales (IPBA), 02. Área Traducciones USA, 03. Área Traducciones Reino Unido, 04. Área Traducciones Alemania.
– Funciones: (i) captar nuevos clientes en cada Área de Traducción; (ii) colaborar en la estrategia de marketing para cada Área de Traducción.
– Remuneración: fija, variables o una combinación de ambas.
Cuando la remuneración es una combinación fijo + variable, una comisión razonable total puede ser del 6% de lo facturado (1,5% por la labor previa a las visitas, 1,5% por las visitas hasta que el cliente de servicio de traducción potencial se convierte en cliente real, 3% por la labor de atención al cliente para mantener al cliente). De dichas comisiones se deducen los gastos.
Cuando es 100% variable, normalmente es una comisión sobre el total facturado a decidir por el Director Comercial de la Agencia de Traducciones Nacional de la Agencia de Traducción, con la aprobación del Director de Marketing de la Empresa de Traducciones. Normalmente dicha comisión es del 10%. Los gastos se deducirán posteriormente de la comisión abonada. Si el colaborador pide que dicho anticipo no se deduzca posteriormente, la comisión será del 8%.
Las comisiones se calcularán en base al importe facturado al cliente de servicio de traducción inglés, u otro idioma, y se pagarán una vez el cliente haya pagado el importe a 1Global Traductores, en la próxima fecha de pago.
Si el Director Comercial de la Agencia de Traducciones lo estima pertinente, podrá proponer al Director de Marketing de la Empresa de Traducciones sistemas diferentes de retribución para algunos o todos Directores de Área de Traducción. Por ejemplo, en base a las siguientes variables:
– Por cada cliente de servicio de traducción nuevo captado directamente (se considera cliente de servicio de traducción nuevo a partir de la segunda factura).
– Aumento del volumen de trabajo del cliente, pudiéndose crear una tabla similar a la siguiente:
Nivel
Cuándo se paga la comisión
Facturación
Comisión
E
Cuando el cliente de servicio de traducción pasa a ser E
Facturación superior a 500.000 ptas.
D
Cuando el cliente de servicio de traducción pasa a ser D
Facturación anual superior a 1.000.000
C
Cuando el cliente de servicio de traducción pasa a ser C
Facturación anual superior a 2.500.000 ptas./año
B
Cuando el cliente de servicio de traducción pasa a ser B
Facturación anual superior a 30.000 euros/año, es decir, 5.000.000 ptas./año
A
Cuando cliente de servicio de traducción pasa a ser A
Facturación anual superior a 60.000 euros/año, es decir, 10.000.000 ptas./año
– Colaboradores Comerciales Externos
– Funciones: captar nuevos clientes.
– Remuneración: generalmente es una remuneración 100% variable. Cuando es variable, normalmente es una comisión sobre el total facturado a decidir por el Director Comercial de la Agencia de Traducciones Nacional, con la aprobación del Director de Marketing. Normalmente dicha comisión es del 10%. Si se pacta con el colaborador comercial que se le anticipan los gastos incurridos, dichos gastos se deducirán posteriormente de la comisión abonada. Si el colaborador pide que dicho anticipo no se deduzca posteriormente, la comisión será del 8%.
Las comisiones se calcularán en base al importe facturado al cliente de servicio de traducciones y se pagarán una vez el cliente de servicio de traducciones haya pagado el importe a 1Global Traductores, en la próxima fecha de pago (normalmente 1 fecha de pago al mes).
Notas generales sobre el pago de las comisiones: cada mes se enviará a cada persona que deba percibir comisiones un informe con las comisiones devengadas. Dichas personas envían factura a tesorería para que ésta las pague (suele haber 2 fechas de pago cada mes). Hasta que el importe de la comisiones de 1Global Traductores no supere los 3000 euros, se podrá emitir factura sin IVA pero con retención de IRPF (pedir modelo a tesorería de 1Global Traductores). A partir de 3.000 euros, es aconsejable emitir factura con IVA y retención de IRPF.
Descuentos: los miembros del Departamento de Marketing de la Agencia de Traducción podrán conceder descuentos, con la aprobación del Gerente. El coste de dichos descuentos será asumido en un 50% por el equipo comercial y en un 50% por 1Global Traductores. Asimismo, si se consigue vender los servicios por tarifas superiores a las de la lista de tarifas, el aumento se repartirá entre el equipo comercial y 1Global Traductores al 50%.
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