Business Development Professional

Confidential

Agency Overview:

We are a mid-sized full service interactive agency based in Southeastern Wisconsin, with expertise in web design, multi-media development and digital marketing services. Our team uses creative thinking and process-driven strategies to develop intelligent digital solutions for our B2B and B2C clients in the manufacturing, travel & tourism, education and healthcare industries. We build long-term partnerships with our clients and continually look for new ways to help build our clients’ business.


Position Details

Business Development Professional
Job
Full-time
4/26/2017
Southeast Wisconsin
Metro Milwaukee, WI

Position Objectives:

  • Strategically grow our client portfolio by leveraging the agency’s relevant experience to selectively prospect and pitch new business in the B2B manufacturing, travel & tourism and education categories. Secondarily, grow portfolio strength in B2C categories. 
  • Position us as the go-to digital agency, known for driving business impact for clients within these categories. 
  • Secure large-scale projects and retained engagements in the scope of website development (Sitecore / Kentico / Custom .NET) and digital marketing (strategy, research, digital advertising, and search) 
  • Drive $1M in top-line revenue sales in the first year, with one engagement closed within the first six months. 
  • Ultimately, play a role in securing revenue growth of 15% annually.

Resources Necessary for the Business Development Role

To help ensure the effectiveness of this role, the following resources will be provided:

  • Vice President of Professional Services: Time, input, full agency endorsement of position and process. 
  • Staff Support: Account Management, Strategic Planning, Research, Creative, Design, Project Management and Agency Marketing resources available 
  • Budget: To secure the resources necessary to be effective (to be confirmed in plan).

Responsibilities In Order of Priority:

1. New Business Plan: Articulate

  • Proactive Prospecting/Lead Generation: Develop a plan to systematically target, attack and convert high quality prospects. 
  • Competitive Reviews/RFPs: Develop and implement an internal process to ensure the highest possible win rate. 
  • Marketing & PR: Merchandise our strengths and resources through a program to “warm up the market,” with a particular focus on our target categories and the prospects within. 

2. New Business Plan: Drive the Implementation

Manage Up

  • Keep the Business Development, Account Services and Leadership teams focused and on plan (i.e., via regular status meetings, project management tools, etc.).

Agency Positioning

  • Articulate agency positioning: clearly communicates the business value we create for clients; is compelling to clients; is competitively differentiating; is authentic to the agency; and is specific to our category/service offering.
  • Leverage this positioning in all new business efforts.

Proactive Prospecting/Lead Generation

Develop and implement a prospecting program with the following goals:

  1. Prospecting plan developed (i.e., steps, staffing, etc.)
  2. Target list developed
  3. Prospecting content developed (i.e., research-based insights)
  4. New qualified meetings / quarter: 10
  5. Meetings that convert into new projects within 90 days: 10%

Secure the resources required to execute this plan from the Leadership team.

Competitive Reviews/RFPs

  • Lead the team through the pitch process and presentation. (You will not be pitching alone.)

Marketing

As requested by our Agency Marketing Manager, contribute to the firm’s awareness and lead generation through PR and marketing.

  1. Contribute to the development of our web site and collateral.
  2. Contribute to the development of our written thought leadership content: research studies, white papers, blog posts, social media posts, etc.
  3. Measured by reach and role in generating new leads.

Network with potential clients at trade and industry events.

Character/Personality Requirements:

  • Proven track record of securing new business meetings; can articulate step-by-step how you’ll do it 
  • Ability to have strategic, peer-level conversations with senior client decision makers 
  • Natural at “networking with a purpose” 
  • Can generate leads with a focus on conversion 
  • Ability to lead a senior agency team through the new business process. 
  • Ability to develop a distinct POV on a client’s new business brief. 
  • Grit: entrepreneurially spirited, passionate, resourceful, motivated, hardworking, committed. 
  • Emotionally intelligent: mature, self-aware, confident yet humble.

Experience Requirements:

  • Bachelor’s degree in Business or Marketing 
  • Minimum of 3 years’ experience in the agency business, with a proven record of growing accounts. 
  • Minimum of 3 years’ experience directly involved in new business reviews, with a proven record of helping agencies win business. 
  • Direct experience in digital strategy or business analysis a plus

Applicants must provide:

  • Resume 
  • Compensation history 
  • A written description of your proposed business development plan 
  • The resources you require to meet the objectives outlined. Should also include your proposed recommended budget


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