The Director of New Business Development's primary goal is to develop a large volume of new client relationships at a high level in prospective organizations. This role will be uncovering, meeting needs and solving problems for new clients - by promoting either Studio and Staffing services or a strategic combination of both. This role requires an ability to successfully interact with all levels of professionals within an organization especially the "C" level executives (CEO, CMO, CFO, etc.).
Bachelor of Science in Marketing, Business Administration or related field required.
5+ years of experience in professional sales/business development role, with 7-10 years of business experience overall.
Ability and experience in selling to "C" level executives - primarily the CMO/EVP/SVP of Marketing, plus the 'second-in-command' marketing staff (Director or Sr. Manager).
Background and/or understanding of marketing and creative processes (industry experience could include advertising, creative services, interactive, print, marketing staffing/studio services, managing a marketing team within an organization).
Proven track record of developing cold and warm leads via a consistent and disciplined contact/outreach system and process using core contact hours, resulting in a high volume of two-way conversations.
Ability to focus and prioritize actions strategically to achieve desired outcomes.
Building the Pipeline (50% of time): Follows and enhances an established prospecting and sales pipeline management process to source, identify and do basic qualification for warm and cold leads. This requires a high volume of outreach (typically via phone) to known and unknown individuals to uncover names, contact details, decision maker status, needs, interest level, current competitive usage and other key data points (as defined in the Sales Pipeline Qualifier document). This should lead to a face to face conversation and/or result in the removal of this leads or a move them into prospect or HOP (high-opportunity prospect) status within the sales pipeline qualifying process.
Acquiring New Clients (35-40% of time): Follows and enhances the established sales pipeline management process to further qualify and convert defined prospects and high-opportunity prospects (HOPs) into clients. This includes qualifying large companies within our target market that may not be converted in the current operating year, but that could be converted within the following year(s). This requires a customized contact with qualified decision makers to reaffirm their need and ability to buy our client's services, and to secure their intent or willingness to buy. This involves direct engagement to further define opportunities and close deals, leading to intake meetings for both our staffing and studio business lines. This role is responsible for acquiring new clients at a volume of $1 million of unique, new revenue annually.
Leadership Team (5% of time): Is a respected and contributing member of our client's leadership team with effective use and involvement in E.O.S. (Entrepreneurial Operating System) process used by our client for effective and efficient business operations. Actively offers strategic business perspective and input to the team, while at the same time effectively driving the new sales development required to meet company growth plans. Remains aligned to our client's unique positioning and core values, and consistently operates under tenets of trust, respect, and open and honest communication.
Sales Administration & Documentation (5-10% of time): Generate weekly sales pipeline reports. Creates and maintains lead, prospect and new client data and information within CRM system. Creates and generates other reports, as needed.