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:
- Prospecting plan developed (i.e., steps, staffing, etc.)
- Target list developed
- Prospecting content developed (i.e., research-based insights)
- New qualified meetings / quarter: 10
- 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.
- Contribute to the development of our web site and collateral.
- Contribute to the development of our written thought leadership content: research studies, white papers, blog posts, social media posts, etc.
- Measured by reach and role in generating new leads.
Network with potential clients at trade and industry events.