Business Development – Marketing Agency
Summary
The Business Development candidate is responsible for generating new business leads and prospects for the agency according to a pre-defined set of client criteria. This person generates research on prospects and assembles reports to use in attracting and inciting prospect’s interest in the agency. Also, maintains the data in the agency CRM, makes and keeps appointments, cold calls leads and prospects, maintains and follows up on regular new business developer mailings to prospects, looks for new leads, creates prospect profiles, and stays up to date on correspondence relating to all prospect contacts.
Responsiblities
- Practices effective sales efforts resulting in a steady increase of new business.
- Wins profitable new accounts that are professional, courteous and long-term.
- Communicates effectively between the agency, clients and referral sources. Treats prospects and referral sources with respect and instills confidence in our abilities and service.
- Actively listens and seeks to understand potential clients’ needs and explains how the agency can meet those needs.
- Researches and qualifies prospects and creates lists of qualified leads within the agency CRM. Review and evaluate RFP opportunities.
- Uses agency CRM to maintain detailed digital files documenting all contacts with each prospect including mailings, calls, appointments, and correspondence; records all research, reports, sales information or other materials used or created for use in selling the agency to each prospect.
- Keeps timely contact with prospects through regular emails, mailings, phone calls, and appointments.
- Coordinates with the Agency President to schedule prospecting emails/newsletters, search marketing ads and other online tactics.
- Actively involved with the development of new business presentations in conjunction with agency staff. Maintains an archive of all past new business presentations and RFPs.
- Keeps thorough records on all prospects so others can handle new business development responsibilities during the developer’s absence.
- Maintains a new business prospect database including primary, secondary and general target prospects; records product/market information about each prospect; and regularly updates all contact information.
- Follows up on all prospect meetings with thanks you note, letters/agency literature.
- In preparation for future growth, creates, refines, and documents the entire sales system in a manner that will easily allow training of another new business developer. Including a sales playbook, scripting of sales calls/meetings, proper attire, software requirements, presentation strategies, etc.
- Looks for new business leads by building contacts with selected industry trade organizations, business and civic groups; productive networking, maintains Prospect Profiles for agency marketing president’s review and approval for adding to prospect list; adds to prospect list with approved leads gained from business contacts, networking, etc.
- Creates a network of referral partners and trusted advisors.
- In conjunction with the agency president, research and constructs reports on selected prospects/industries/products for use as “intelligent marketing tools” in sales efforts with prospects.
- Represents agency in the community through business/civic organizations.
- Inventories and manages all materials needed to continue the new business effort uninterrupted, including presentations, sales sheets, case studies, etc.
- Meets with the agency account service team and agency president, to keep them informed of new business opportunities gained from new business efforts; transfers prospect contact to president/account service team when agency is ready to “go in.”
- Adds input to marketing plans/proposals when prospect is elevated to account status; shares all available research and industry information for this purpose.
