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As Head of Sales, you will build operational rigor into the business with an emphasis on sales strategy, data-driven forecasting, analyzing the effectiveness of sales and marketing strategies, disciplined database management, and a robust reporting infrastructure.
As the owner of Miniac’s sales strategy, you will lead conversations with the Director of Accounts and Leadership to set quarterly and annual sales goals as well as establish a cadence and process for pipeline health meetings. You will define Miniac’s approach to sales operations and business development and are an expert at training teams of sales and business development managers to leverage the strategies and systems you put in place to drive consistent revenue growth.
Once strategy has been defined, you will spearhead all business development efforts, researching and prospecting organizations that align with the established sales strategy as well as Miniac’s culture and values. You are a natural networker and a powerful relationship builder who is capable of articulating the Miniac’s value and strategic differentiators to the market to effectively win new business.
You have expensive sales operations experience and can easily leverage CRM tools to set teamwide and individual goals, track leads, and forecast pipeline value. You bring a rolodex of established connections with target clients and have extensive experience building both inbound and outbound funnels of qualified prospects from scratch.
As an expert on Miniac’s offerings, you can effectively win business through the design of custom proposals, persuasive pitch presentations, and generation of one-off sales assets that convey how Miniac’s offerings are uniquely positioned to elevate a prospect’s brand.
Responsibilities
- Define the agency’s sales and new business strategy in collaboration with the Director of Accounts and
Leadership; roll-out the sales strategy and coach relevant Miniac employees to follow new processes effectively.
Maintain a thorough working knowledge of Miniac’s capabilities, skills, case studies and is able to clearly articulate how our agency outperforms the competition.
Represent the agency as the first point of contact for prospective clients; understanding their needs and objectives and presenting this to the leadership team.
Work with Leadership to set quarterly and annual sales goals; generate the strategies that will empower the sales team to achieve fiscal goals.
Drive accountability for the sales team through data-driven, weekly sales rituals such as pipeline health meetings, forecasting efforts, and monthly revenue reporting.
Maintain and manage sales CRM, forecasting tools, and reporting ensuring that client and prospect data remain up to date
Leverage analytical skills to identify trends in sales data and adjust sales targets and strategies for the team and individual sales folks.
Partner with the Head of Marketing to build Miniac brand and marketing strategies that drive inbound lead generation and customer acquisition.
Perform detailed and insightful research on new business leads in order to qualify inbound request
Research and prospect strategic new business contacts who have authentic design challenges to solve
Follow the agency’s active accounts closely in order to proactively identify opportunities for growth of existing business
Write proposals, craft custom presentation decks for opportunities, and collaborate internally on writing scopes and estimates for both inbound and outbound leads.
Requirements
10+ years of sales and/or business development in a senior roles at an agency or creative services firms with a proven ability to meet annual fiscal objectives
Experience building sales teams from scratch; is able to guide junior sales members through the sales cycle leveraging the appropriate CRM practices and cross-functional sales processes as the team scales.
Has an established network of contacts in decision-making positions at organizations that have demonstrated consistent and significant investment in video production as a core pillar of their marketing and brand strategy.
Experience establishing effective strategies to effectively deliver cold outreach to prospects at Fortune 500 brands, large corporations and institutions; ability to develop new relationships, identify the decision maker, and open the door for Leadership to pitch for upcoming opportunities.
High degree self-motivation and drive with strategic thinking skills that allow you to look beyond RFPs to propose plans to meet business needs/challenges
Superior writing and presentation skills with the ability to deliver clear, creative, and concise communications across all forms of required business communication, including potential client outreach, pitch strategies, RFIs, RFPs and presentations.
Proven ability to interact effectively and maintain positive working relationships with a variety of roles, levels and departments within the agency
Must be a natural team player and a problem-solver with a real can-do approach, able to successfully work with moving targets and changing priorities.
Ability to travel and/or work remotely from geographically strategic locations.