Director of Business Development
The Right Candidate:
- Looking for a high energy, inside sales/lead generation specialist that can think and operate strategically. Ideally, this candidate has sales and/or marketing experience.
- Not looking for a smiler and dialer.
- Looking for a business development director who can pick up the phone, craft smart, convincing emails, and use LinkedIn to connect with Marketing prospects.
- We are the #1 outsourced lead generation/business development firm for ad agencies, PR firms, etc.
- Instead of hiring an inside-salesperson, they hire us.
- We opened our doors in 2005 and have been on a solid growth and profit path since starting the business. In 2022 we exceed $4M in revenue.
- We are a fun, hardworking, and passionate team with a 4.4 (of 5) star rating on Glassdoor.
- This can be a work from home opportunity for the right candidate.
- We are looking for another Director of Business Development to support the growth in our Cincinnati-based company.
Base salary range is $60-65K, with additional bonus potential based on number of meetings set. If carrying five accounts, one has the opportunity to make up to $50k in bonus after 2-3 years in the job. Initial year-one bonus will range between $10k-$20k.
- Each inside salesperson will represent 4-5 non-competing agencies and will reach out to marketing prospects with the goal of setting meetings for the agencies that they represent.
- The Director of New Business position is entirely inside sales and incorporates predominantly email, phone calling, and social media (typically LinkedIn) as its main prospecting tools.
- It is critical to the position that you have a strong grasp of consultative selling, effective sales email writing, and the ability to research marketing challenges and translate those to your selling efforts on behalf of your clients.
- While the position is about opening doors with prospects and acquiring first meetings, we are not telemarketers or appointment setters – with any meeting set, there needs to be a legitimate reason to set the meeting, not forced or simply a fact-finding mission on behalf of the prospect.
This is a unique sales position in several ways:
- It is 75% sales and 25% account management-effective client communication on progress and account status is crucial.
- You do not have to find your own leads: we have a team of list builders who create prospecting lists based off client criteria.
- You’re selling services, not a product, and often these are creative services.
- You’re building the value of and selling a meeting.
A typical day:
- You are selling advertising/marketing services for (typically) 4-5 non-competing marketing agencies.
- Every day, you put on “the hat” of one of your agencies and call, email and use LinkedIn, reaching out to marketers that your marketing agency is interested in meeting with. To these marketers, you look like you’re part of the agency. You have an email and voicemail for their agency.
- Your job is to set meetings for the agency, make sure those meetings occur (as best you can), prepare your client for those meetings, and assist in nurturing those relationships to close business.
- Key to the role is gaining an initial understanding of the categories your clients focus on (CPG, Pharma, building Products, Retail, Automotive, etc.) and relaying your understanding of that category and your client’s expertise to your prospects, so that they understand there is a valid reason to meet with your client.
- A good majority of your clients will have content (case studies, blog posts) but some will have limited amounts-those individuals truly successful in this position are those who can do the (limited) research necessary to create emails and messaging that will break through to the prospect.
- Generic, salesy templates used repeatedly do not equal success in this position.
- So, if you can sell creative and service firms, are adept at client communication and building relationships with clients, and have strong consultative sales skills, this job is for you!
Requirements for the position:
- 5+ years in a sales role, preferably selling services
- Strong organizational skills
- Account management experience preferred
- Research Skills (specifically Google searches, category-specific blogs, industry trades)