Picture this: Raw biz dev...not growing existing accounts. Growth will come from outbound activity and responding to inbound RFP's, not generated by existing clients. It’s the easiest of jobs, it’s the hardest of jobs. You’ll spearhead the new business, client-building efforts of an agency whose work often sells itself. Our agency client has been in business 20+ years, and their client list and portfolio are great. They’re nice, real people, and they're not just looking for a smooth talking agency slickster. They're looking for someone who’s got the ability to make friends on personality and constructive/creative ideas, and keep them the same way. If this sounds like you, keep reading. Identify and filter outbound and inbound sales opportunities to cultivate and develop new business relationships through a consultative, constructive sales approach with an ability to assess client needs, craft a solution, present the value proposition and close the loop on the deal
Work with company principals and senior managers to “pitch” agency qualifications and approach to senior managers at prospective client companies
Develop, steward, and evolve a core set of standard sales process, tools, and systems that all involved in the sales process can leverage
Mentor and interface with current client managers on sales process and tools
Consolidate sales funnel information, from targets to pipeline, to projections for reporting to senior management on a regular basis.
Work with the marketing team and resources to proactively identify and execute activities that lure new clients in industries, project types identified by senior management; participate in industry events as company representative
Bring in the clients we want, not just the ones who call. Works above the call of duty to drive business forward and evolve our client base
Represent the agency with a high level of integrity, service and knowledge
Collaborate across departments to uncover solutions and responses to marketplace changes and feedback; undertake high-level projects that involve various stakeholders.
Core Skills + Qualifications: A proven new business manager and B2B sales producer with demonstrated success penetrating and navigating high-performing, brand-oriented business.
Minimum of 5 years experience in an agency, marketing/creative services environment.
Extraordinary communication skills, both verbal and written. This ain’t just a bullet point. You can’t just be a smooth talker or clever wordsmith. You’ve got to be a great communicator, presenter.
Demonstrated success in shaping and evolving new business sales lifecycle process and support. You’ll be able to talk about and show how you’ve crafted decks, proposals, RFP responses, presentation plans, case studies.
Ability to interface with senior management at our company and at client companies, using a consultative, constructive, natural, assertive (but not sales-y) style
Aptitude for internal sales process and can manage internal structure for business development participants such as sales meetings, reports, forecasting, plans, process, tools and initiatives
Reliable, honest, friendly, great sense of humor. You take your work incredibly seriously, but yourself not so much. Your work ethic and intolerance for mediocrity are strangely at odds with your otherwise disarming personality.
Self-driven, self-led, self-motivated to take initiative; undertake new business willingly; finds consensus and solutions to challenges; can anticipate potential roadblocks and other issues before they arise
Comfortable with travel as required, 20-30%, focused on (though not limited to) the U.S. West Coast
Strong research and strategic analysis skills.
Knowledge of marketing, web, branding services.