11.jpg

Business Development Manager

 

Overview

The Business Development Manager (BDM) is responsible for leading the prospecting efforts across the Group of different agencies. The position is crucial to the growth objectives of the Group - the BDM’s role is to act as both the first line of defence for qualifying or triaging inbound sales enquiries and managing the outbound sales activities, with the support of the Group Commercial Director (Fred Beatson-Hird) and the Group Marketing Team (led by Emma Blackmore, Group Marketing Director).

It is an exciting time to join the business. Not only are we scaling rapidly, we are also expanding into new markets, such as the US (we’re launching an office in NYC this year) and China (we secured our first Hong Kong based client in January). As we continue our successful endeavours, we see the BDM responsibilities growing as new team members are put in place to support the BDM.

Inbound Sales Leadership

Off the back of our effective marketing and brand building activities, we receive a number of inbound sales enquiries directed at different group agencies. The BDM will lead on triaging and qualifying these opportunities to make sure that they are the right fit for our organisation and end up with the right agency / field sales lead. In this capacity, the BDM will manage the prospecting process, primarily through email and over the phone with early stage sales prospects, updating the CRM (Hubspot), attributing deals and writing contact reports. The BDM can pull on support across the agencies to help with prospecting when times are busy.


Outbound Sales Leadership (demand generation)

Our outbound sales approach is soft, tasteful and geared around our marketing efforts. We use insightful content and events to spark meaningful conversations with potential clients. The BDM will work closely with the Group Commercial Director and Group Marketing Director to feed into the new business strategy, as well as manage the distribution of content and invites to target personas and businesses.

From a day to day perspective there are two core elements to this side of the role:

  1. Multichannel outbound sales: handling the distribution of invites and content through different channels to activate cold leads, to nurture existing leads or to reactivate lapsed clients / lost client opportunities. These channels include email, phone and social media. We are looking for someone to be very proactive in this area, as well as use their initiative and knowledge to drive this component of the role forward.

  2. Data management: in order to sell to the right audience, we require the BDM to manage data across the agencies, ensuring that our ‘cold’ and ‘engaged’ data in the CRM and marketing platform (Dotdigital) is segmented properly and updated. In addition, the BDM will be responsible for sourcing and building new cold data, based on the profile of leads we are looking for.

The role requires an organised, personable individual who has experience both managing the data to support business development efforts and being front facing by leading early client conversations. It is an exciting time to be joining the Group with good opportunity to grow and shape the BDM role.

Responsibilities

  • Reporting to the Group Commercial Director

  • Leading on strategy with support of Commercial Director for demand generation

  • Distributing content and event invites to activate new leads using a variety of channels

  • Following up and nurturing new leads, lapsed clients and early stage prospects using our channels

  • Segmenting, updating and building ‘cold’ and ‘engaged’ data across CRM and marketing platforms / databases

  • Prospecting inbound leads via email and phone: qualifying, triaging, creating deals in CRM and attributing them

Requirements

  • A well organised and personable individual, who’s very service oriented

  • Experience working across aforementioned inbound and outbound sales responsibilities

  • Experience and intention to lead demand generation strategy

  • An ability to work in a multidisciplinary agency offering

  • Comfortable in a matrix management environment (we have a very flat structure within the group)

To apply for this role, please send your CV to careers@matterofform.com

Please note that due to the high volume of applications, we are unable to respond to unsuccessful candidates.