Business Development operates as the engine of 160over90 – forming prospective clients’ impressions of the agency, effectively shaping our client portfolio, and ensuring ample work flow. We’re looking for a strategic, sales-minded individual to join our Business Development department, driving top-of-the-funnel lead generation activities. 

The New Business Sales Manager will work alongside experienced lead managers, proposal and pitch presentation specialists, and senior leadership to research, identify, secure, and staff introductory meetings with key prospects in higher education – 160over90’s primary vertical – as well as with lifestyle brands, consumer product companies, professional sports teams, and healthcare providers. 

The position calls for an intensive focus on industry news and market trends. And it requires strategic outreach, mobilizing a suite of agency work samples and whitepapers – as well as in-person networking and meeting facilitation – to articulate 160over90’s category expertise and improve RFP inclusion and partnership odds.

Success metrics include: data base growth (and accuracy); lead generation, including calls scheduled and meetings booked; number and quality of proposal and pitch invitations; and closed business.

RESPONSIBILITIES:

• Maintain complete understanding of 160over90’s business model, value proposition, full-service capabilities, and prime revenue generation sources
• Understand and help manage against big-picture business development financial targets
• Learn nuances of the higher education industry and common branding needs 
• Research institutional branding prospects and individual points of contact in the assigned geographic region, with a heavy focus on the higher education industry
• Strategize the most impactful prospect outreach avenues and mechanisms
• Stay apprised of industry trends, market appetite, and executive leadership shifts (within the higher education space in particular) which can signal new branding opportunities
• Partner with biz dev colleagues – as well as account and creative team leads and service line specialists – to stay on top of new agency work in market and client results, and to socialize content/custom work samples to prospects 
• Spearhead prospect outreach, availing a variety of biz dev tools – links pages and case studies, portfolios, agency books and publications, agency whitepapers and recent thought leadership pieces, industry news and trends – to elicit prospect attention and merchandise agency value/ROI 
• Initiate introductory calls and/or in-person meetings, tapping Business Development colleagues for support  
• Keep up communications and cultivate relationships with key prospects over time, staying current on milestone updates and announcements
• Attend major industry trade shows and conferences, as well as regional networking events, on behalf of 160over90, coordinating advance lead outreach as well as follow-up activities 
• Recommend events and marketing activations (vetted by in-house promotional experts) that could gain an audience with key prospects
• Maintain accurate records of outreach across all platforms, updating leads in the agency’s CRM system in real time or on a weekly basis
• Participate in weekly new business meetings and contribute to leadership updates, reporting on prospecting targets and successes as part of the agency’s overall pipeline health 
• Liaise with business development associates and lead managers to maintain visibility into full new business pipeline
• Maintain process adherence and quality assurance, ensuring accuracy and brand alignment for outbound communications 
• Regularly monitor the effectiveness of outreach and optimize approaches, as needed

QUALIFICATIONS:

• Strong knowledge of/interest in branding, marketing, and creative services
• Previous sales and prospecting experience. Five+ years preferred 
• Highly organized with strong attention to detail
• Excels at both written and verbal communications
• Self-starter with the ability to work independently, but also within a larger department (and agency) construct

• Ability to manage multiple prospects in a fast-paced and sometimes high-pressure environment
• Willingness to travel [up to] several times per month