Mid-market Business Development Executive

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