Digital Business Development Director

Search and select specialists. Jobs for the corporate comms industry. Our client is an award-winning corporate design agency specialising in Corporate Communications. Their areas of specialism include Corporate Reputation, Governance, CSR and Employee Engagement.

Your key Responsibilities:

• The role’s primary purpose is to deliver new digital sales revenues from current and prospective clients. This includes managing the entire digital sales lifecycle from identifying our target sectors and clients, identifying opportunities from existing clients, building the prospect database, delivering sales campaigns to these prospects, following up on the campaigns to arrange meetings and securing briefs, presenting our initial credentials and developing our proposals in response to these briefs.
• New business planning: To develop and drive through an annual sales plan that will achieve our new business revenue targets – for both existing and new clients. To review performance to the plan and update the activities as necessary to ensure we achieve our new business targets. To hold formal quarterly reviews of performance to re-calibrate activities, budgets and schedules. To compile and manage the new business budget to ensure we deliver the plan to the agreed budget.
• New business campaigns: To define and manage the delivery of new business campaigns to our target sectors and brands, to generate new business leads, grow our prospect database and generate new business briefs. To acquire the right new business contact data in our target prospects and ensure they are captured in the database. To work with the Chief Digital Officer and Managing Director of Corporate Communications to develop campaign content, messaging and positioning to maximise response rates. To follow up on new business campaigns to generate meetings. To ensure that quality briefing packs are issued prior to any credentials or new business meetings at least 2 days in advance. To identify and work with the creative teams to ensure that any required new business collateral is produced to present our services and case studies in the best light. To work with the Chief Digital Officer and MD of CC to identify new opportunities within our client base. To develop the pitches and presentations to our clients to evidence our work and generate new business opportunities. To ensure that we are on the digital roster for all our clients. To ensure all our client contact data for digital is up to date and in the database – and clients are receiving our ongoing digital communications.
• New business presentations and proposals: To secure and arrange new business meetings and credentials meetings with our chosen brands and sectors. To manage the credentials process and give the initial credentials meetings. To develop our proposals, from really understanding the clients’ objectives and needs, briefing the team, coordinating the formulation of the response, writing the presentation and developing our proposal. To follow through on all our proposals to maximise conversion rates. To work with the Chief Digital Officer and the wider CC team to formulate and present inspiring responses to new business briefs.
• Client and prospect continuity management: To ensure that our contact database has quality, up to date digital data in it for current and prospective clients, and that any digital sales and marketing activity is captured. To utilise the database functions to drive the sales pipelines and report on performance. To ensure that our contact database has fully populated and standardised industry and status against each record. To nurture and sustain the direct relationships we have with prospective digital clients to maximise the opportunity for new briefs and proposals, ensuring we record accurately in the contact database where they are in the sales process (cold/warm etc.). To ensure we have a programme of continuity communications, delivered by the Marketing Manager, with content to sustain prospects’ engagement with the agency.
• Business partnerships: To identify and sign up appropriate new business partnerships that will generate new business leads, whilst retaining our integrity and positioning. To ensure we have commercial agreements in place with our chosen target partners. To implement and manage any chosen intermediary relationships that will deliver new business leads and to ensure commercial agreements are in place.
• Team interaction: To engage and communicate with the wider Digital and CC teams on the new business activities so they are fully engaged and supportive of the activities required. To leverage the central database team to ensure we have a rigorous and coordinated approach to managing contact data. To ensure that you have a good understanding of the work we have done for clients and can use these effectively to win new business opportunities.