The Company

The client is a top integrated agency based out of New Jersey, providing breakthrough advertising, effective direct-marketing campaigns and successful websites for highly respected brands.

Position Overview

The Director of New Business Development will be responsible for generating a large quantity of new business leads and proposals for the agency. The Director will generate research on prospects and assemble reports to attract and incite the interest the agency. The Director will maintain the prospect database, schedule and hold appointments, cold call leads and prospects, maintain and follow-up on regular mailings, hunt for new leads, create prospect profiles, and stays current on correspondence relating to all prospect contacts.

Responsibilities

• Practices effective sales efforts resulting in a steady increase of new business
• Wins profitable new accounts that are professional and long term
• Coordinates projects/jobs for efficient operation of new business effort
• Communicates effectively between the agency, clients and vendors
• Seeks to understand the clients' needs
• Uses "client notebooks"/contact files to keep detailed documentation of all contacts for each prospect, and all research/reports/sales information used or created for use in selling to each prospect
• Keeps timely contact with prospects through regular, systematic mailings, phone calls, appointments and correspondence
• Keeps thorough records on all prospects so other s can handle Director's responsibilities during an absence
• Maintains New Business Database that identifies target prospects; records product/market information about the prospect; tracks all contacts with the prospect including mailings, calls, appointments, and correspondence
• Follows-up on all prospect meetings with letters/agency literature.
• Looking to the future, creates, refines, and documents the entire sales system in a manner that will easily allow training of another New Business person, including each minute process including such things as scripting of sales calls/meetings, proper attire, software requirements, presentation strategies, etc.
• Looks for new business leads by building contacts with select industry trade publications and organizations, business and civic groups; fills out Prospect Profile forms for President's review and approval for adding to Prospect list; adds to prospect list with approved leads gained from business contacts, networking, etc
• In conjunction with President, researches and constructs reports on selected prospects/industries/products for use as "intelligent marketing tool" in sales efforts with prospects
• Represents agency in the community through business/civic organizations.
• Inventories all materials/supplies needed to continue new business efforts including, mailing pieces, agency brochure, agency newsletters and other promotional literature, letterhead, press release forms, etc., and alerts Production if there is a need to restock
• Meets with agency Account Services team including President to keep them informed of new business opportunities gained; transfers prospect contact to President/Account Services 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
• Works with account team to understand opportunities to cross-sell services and ideas to build business with them
• Develops specific program ideas to "sell" to existing clients, in an effort to expand the agency's relationship with the clients
• Identifies partnership opportunities for clients, with organizations both within and outside of the agency's client base
• Performs additional duties and projects as assigned by President.