PHASE THREE BUSINESS INTERMEDIARY

PURPOSE: To facilitate the marketing and sale of Robbinex clients’ businesses.

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RESPONSIBILITIES & ACCOUNTABILITY

1. Fulfills the contractual obligation to sell each assigned Robbinex client’s business, for the highest possible price, following the marketing program developed in Phase Two and agreed to by the client. Controls all aspects of the selling process, negotiating and revising fulfillment activities as necessary to achieve optimum results for the client represented.
   

2. Executes listings and Commission Agreements. As a condition of employment, possesses an appropriate license to sell businesses in the geographic area of operation.

3. Supervises development of Phase Two Marketing Plans, and creation of the resulting Robbinex Seven-Step Book©.

4. Finds and qualifies buyers.

5. Maintains clear and accurate records of all Phase Three Marketing & Negotiation activity, in both the company’s contact management computer files, and individual client files.

6. Attends monthly Staff meetings and reports to the Robbinex support team both activity to date and planned activity for the month to come, enlisting input and support as necessary.

7. Optimizes Robbinex business opportunities by marketing other corporate offerings such as management consulting, business financing assistance, Robbinex Monitoring & Mentoring© Program, etc.

8. Facilitates due diligence activity on closings, with a view to controlling and expediting the process to best serve the client’s interests.

9. Provides consulting services to Robbinex clients from time to time. (Applicable only to Intermediate and Senior levels.)

10. As a condition of employment, observes strict confidentiality with respect to client affairs, revealing proprietary confidential information only with prior expressed client consent, and executive approval.

11. As a condition of employment, strictly complies with the Robbinex Quality Policy© as set out in the Quality Manual, and as supported by written departmental procedures and responsibilities, and further defined in work instructions, all as specified in scheduled Performance Reviews, and Quality System Management Reviews. (Under development.)

12. Effectively uses, controls, and accounts for Robbinex corporate promotional materials supplied, including but not limited to audio-visual material, corporate brochures and other literature, sales letters, newsletters, article reprints, and promotional gifts.

13. This position takes direction with respect to these and related business matters from the President/Broker or his designate.

14. This position receives support from the Robbinex Team of Phase One Business Analysts, Phase Two Buyer Coordinator(s), Administrative Assistants, and Management personnel.
    

PERFORMANCE CRITERIA:

Robbinex Business Intermediaries and Consultants represent the “personification” of Robbinex. These individuals are expected to “carry the banner”, consistently portraying an impression of optimism, high energy, belief in and commitment to Robbinex policies and practices. Performance is formally reviewed at appropriate intervals, and measured against the following standards:

• Success rate of closing transactions assigned
• Maintains current license and professional designations specified in Selection Criteria below
• Professional conduct and timely fulfillment of Robbinex contractual obligations to market and negotiate the sale of clients’ businesses for the highest possible price.
• Delivers consulting services to Robbinex clients according to the standards established and agreed upon for each individual consulting project. (not applicable to Junior level Business Intermediary).
• Effective guidance and leadership in training/supervising Junior Intermediary(ies). (Applicable only to Intermediate and Senior level Business Intermediary.)
• Evidence of good work habits, initiative, and problem solving.
• Effective use of Robbinex resources, including premises, equipment, support staff, and resource staff.
• Accuracy and timeliness of progress reporting via contact management software, client file records, and team progress reporting meetings.

Ongoing (daily) assessment of a Business Intermediary’s Performance is based on quality of participation in Phase Three Progress and Planning meetings, where evidence of appropriate progress-to-date, and well-developed future planning is expected. In addition, Business Intermediaries are expected to be fully and currently informed of each client’s file.

SELECTION CRITERIA:

Robbinex Intermediaries are classified in three levels, Junior, Intermediate, and Senior. Qualifications, which include a combination of training and experience, increase with each level.

	JUNIOR	INTERMEDIATE	SENIOR
Number of years in the M&A business	0 – 10	10 – 20	20 and more
Professional Designation (M&A)	N/A	Certified Business Intermediary (CBI)	Master Merger & Acquisition Intermediary (MMAI)
Professional Designation (Non M&A)	Licensed as required within geographic area of operation.	C.A., CMA, CPA, CGA, LL.B…. and licensed as required.	C.A., CMA, CPA, CGA, LL.B…. and licensed as required.
History of Completed M&A Transactions (Number and Value)	All transactions less than $2 million	4 to 5 transactions valued between $2 million and $15 million	Range of transaction values including two or more valued at more than $15 million
In addition, transaction history and experience are assessed as Junior, Intermediate, or Senior as follows:
	JUNIOR	INTERMEDIATE	SENIOR
Transaction Structure	Basic	Advanced	Complex
Level of Business Valuations prepared	Basic	Advanced	Complex
Level of Buyer Searches performed	Basic	Advanced	Complex

All incumbents possess the following:

• highly developed communication skills, demonstrated in the areas of sales presentation, negotiation and closing, empathetic listening, and inter-company relations;

• levels of literacy, numeracy, analytical, and problem-solving skills equal to those resulting from successful completion of post-secondary education (as compared with North American educational standards);

• appropriate keyboarding skills, and level of facility with computer software in current use at Robbinex.

• professional and respectful personal presentation;

• understanding of the business intermediary business, and the concerns of our potential clients;

• willingness to abide by all Robbinex corporate policies, including the Confidentiality Agreement, and Quality Policy.

Applicants interested in learning more about the opportunities available at Robbinex, can submit their resume by mail to the corporate office or e-mail to robbinex@robbinex.com. We thank all applicants for their interest in advance, and advise that only candidates being considered for a position will be contacted.