Description:
What you'll be doing
Business Acquisition
- Lead the Chicago office's efforts to pursue and win new clients
- Lead larger opportunities, leveraging Pitch to Win, Jack's new business best practice
- Close new business opportunities with targeted new accounts through the execution of a disciplined new business development protocol
- Accountable for delivering a higher annual sales target
Research Opportunities
- Lead office efforts to research industry segments, company profiles and specific relevant company initiatives to assess needs and define a strategy for pursuing an account
- Identify and follow up on trade journal leads to identify new opportunities for the company to pursue
- Identify and follow up on IPG opportunities that Jack Morton might be able to participate in
- Coordinate with Marketing for any other targets to be pursued by office leadership
Planning & Pursuit
- Develop new business acquisition plan for office, including specific campaigns, local marketing efforts etc. for the year
- Identify target clients for office, segmenting market as appropriate.
- Develop pursuit plans for each target, ensuring research results in intelligent contact with client prospects
- Activate aggressive follow up to ensure a robust frequency of client interaction
- Ensure appropriate team is harnessed to support pursuit and build relationship
- Ensure hand- off plan is in place for each client opportunity as needed.
Staff Development
- While there are no direct reports for this role, help develop junior staff by involving them in your key pursuit efforts where appropriate.
If you can do all that, you have what it takes. It might help if…
- 8 plus years of solution selling experience, including events / experiential and CPG / B2C
- Strong solution selling and relationship building skills, bringing passion and excitement about our industry
- Demonstrates proficiency in core sales competencies: accountability for results, client focus, developing others, team effectiveness, sales drive, organizational sophistication and influencing others
- PowerPoint skills