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Business development manager

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Sales & Business Development
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014599 Requisition #

The Business Development Manager is responsible for managing inbound and outbound prospecting efforts for the Diamond Channel. The Business Development Manager is the “front lines” for YP’s sales efforts, and requires someone with an entrepreneurial spirit. This role will be tasked with generating sales conversations with prospects who are interested in YP’s range of products and services. The Business Development Manager will be tasked with identifying sales ready prospects and collaborating with the larger team to develop sales presentations.

  • Responsible for growing YP’s direct sales new customers
  • Lead in the creation and be responsible for the execution of sales strategies and plans to rapidly grow sales while ensuring alignment with the overall go-to-market strategy
  • Support and motivate the broader sales team.
  • Lead and communicate (both internally & externally) your assigned vertical strategy, go-to-market story & assist in promoting our solutions.
  • New acquisition of enterprise DM customers
  • Understand category of Data products currently available and identify market opportunities (type of businesses, industries, …)
  • Identify Data product category with the highest potential:
    • Review existing Marketing collaterals and propose changes
    • Create a “sales pitch” document
  • Developing sales strategies in collaboration with Marketing to position top priority products to new enterprise customers and when applicable, in combination with “Data” products
  • Establish and/or renew contact with agencies and discuss YP data offering 
Role Requirements:

 

  • Profitably manage assigned sales quota.
  • Develop and maintain sales roadmaps & focused execution to effectively drive revenue through new client opportunities
  • Maintain Salesforce CRM for accurate sales pipeline reporting
  • Analyze Pardot marketing automation software to identify sales ready prospects, and engage with these prospects through a combination of calls and emails
  • Drive new account growth through deep understanding of business challenges and opportunities, industry trends and thought leadership
  • Respond to inbound contact us inquiries by pre-qualifying prospects to ensure they are a fit for YP’s services
  • Responsible for annual sales plans and regular account planning meetings to discuss new business health and opportunities
  • Build and maintain trusted relationships with senior leaders / decision makers within the industry and platform partners
  • Collaborate with the marketing and sales team to identify opportunities for outbound prospecting campaigns
  • Build industry awareness of YP and our services through networking and by participation in industry events, conferences and digital marketing organizations, such as the IAB
  • Support new business presentations working closely with the Operations & Leadership team to manage pursuits and prepare presentations and RFP responses
  • Inspire and collaborate with the Service Delivery Team to ensure we are producing innovative, top-quality work while helping team leaders overcome any barriers to successful delivery
  • Develop and own outbound prospecting efforts and rigor
  • Provide reporting and clarity on outbound efforts and results.



Education, experience and technical skills
  • Degree in related field, or equivalent work experience
  • 1-3 years’ experience in digital media & marketing
  • 1-3 years’ sales experience

Soft skills and Competencies

  • Best in Class Communication & Presentation Skills
  • Analytical & Strategic Mindset
  • Proven experience acquiring and building long-term enterprise level client relationships an asset
  • Experience managing and growing a client portfolio
  • Strong entrepreneurial spirit and drive; coupled with business development and consulting skills
  • Ability to support new business presentations from framing the opportunity to managing the proposal development to managing the team toward successful result.
  • Background in lead generation and management, specifically in B2B prospecting an asset
  • Excellent communicator with proven ability to work in a team sales environment

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