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Mid-market Business Development Executive

6 months ago

Milton, Canada Measure Marketing Results Inc. Full time

**Position Mission/Purpose**:
As a critical member of the Measure Marketing Growth & Sales team, the primary objective of the business development executive role is to increase the company's customer base and revenue levels by:

- Actively prospecting quality leads.
- Providing viable solutions to customer needs through a consultative sales approach;
- Negotiating favorable contract terms; and
- Taking proactive measures to seek feedback from their book of business to retain

**Expected Outcomes & Deliverables**:
**_Continuous efforts to secure new business as indicated by an increase in active client growth of 4 new clients per month at a minimum retainer of $50,000/year retainers._**
- Identifies and qualifies viable business leads for the company.
- Conducts outbound sales calls to both cold and warm leads.
- Effectively conducts discovery meetings with prospects in order to fully understand their needs and identify business opportunities.
- Actively networks, both online through LinkedIn and other connection sites and in person, to expand the number of personal business connections.
- Presents proposals and solutions to convert leads into customers
- Successful transition from sales to operations/ implementation
- Implements effective and repeatable sales processes and systems.

**_Achieves high margins within new business sold - meeting an on-average GM target of 50%_**
- Effectively prices new business to achieve the targeted GM percentage.
- Identifies opportunities to increase Measure Marketing's service offerings within our existing customer base.

**_Adheres to internal results targets, budgets, and spending guidelines._**
- Effectively forecasts new business opportunities through the use of a sales funnel process and by utilizing the company's CRM to track and manage leads.
- Manages spending and makes cost-effective decisions for sales activities and efforts.
- Achieves assigned revenue and profitability targets.
- Adheres to the company's defined sales activity targets - logging them into the CRM.

**_Supports the company's vision of bringing customers matching the ideal customer profile._**
- Approaches all new business opportunities through a consultative selling, solutions-focused lens.
- Collaborates with team members to create impressive proposals that outline achievable solutions.
- Maintains a working knowledge of Measure Marketing products and services.
- Periodically Monitors customer satisfaction levels on their book of business, and addresses feedback in a timely and effective manner.
- Creates opportunities to stay in touch with ideal customers through value-add methods.
- Remains current on industry trends to understand what's happening in the market.
- Proactively identifies and offers solutions enhancements to existing clients.
- Works with customer key stakeholders (C-suite, VP, or Director-level positions) to create long-term, lasting relationships.
- Identifies opportunities to maintain and strengthen the company's brand.

**Required Competencies**:

- **Results Driven**: Sets clear targets and activity levels. Has a tremendous amount of tenacity. Keeps charging forward, even after a string of rejections.
- **Follow Through**: Keeps tasks moving forward and sees projects through to completion.
- **Winning Mentality**: Is counted on to exceed expectations. Sets high standards.
- **Communication**: Provides and receives information of varying complexity with ease, achieving desired outcomes. Keeps people adequately informed.
- **Collaboration**: Works in partnership with others to achieve common goals. Respect other people's viewpoints. Seeks win/win solutions.
- **Self-Management**: Is capable of self-direction. Takes responsibility for own behaviors, actions, and deliverables. Don't shirk responsibility.
- **Solutions Focused**: Understands needs, identifies gaps, and presents solutions. Sees opportunity within situations.
- **Integrity**: Is trustworthy. Doesn't waver when there is a clear line between right and wrong.
- **Judgment**: Makes good decisions that stand up even when assessed over a long period of time. Is sought after for recommendations and guidance.
- **Desire to Learn**: Always seeking opportunities to grow and develop. Stays in touch with the market and competitor solutions. Applies learning into practice.

**Technical Skills**:

- Experience using a CRM or similar client tracking system - preferably HubSpot.
- Familiarity with web design and development and digital marketing (desired asset).
- Capable of strategic pricing and forecasting not only revenue but also margin expectations.

**Education & Demonstrated Experience**:

- Bachelor's Degree or College Diploma
- Sales training by Sandler Sales Training or Similar Program
- 5+ years of previous sales (business development) experience with proven success.
- Prior experience working in a mid-sized digital agency, B2B, SaaS, or web development firm.
- Demonstrated consultative sales success.
- Experience neg