Business Development Manager
The Marketing Practice, Australia
Job Description
Who we are
The Marketing Practice is an agency for the new, integrated era of B2B.
We have over 500 B2B specialists globally, helping tech leaders create more sales today and better growth long term.
Our clients are some of the world’s biggest tech brands and fast-growth challenger firms. We work with them right across the funnel to deliver the type of growth that defines careers and wins awards.
Our success comes from identifying, recruiting, and developing talented people like you. A job at TMP offers the chance to build on your capabilities every day, learning from the leading specialists you’ll work alongside and through our bespoke TMP Academy training programme.
What we are looking for
TMP is looking for a Business Development Manager to join our growing team! The main goal for this role is to find and win new clients that go on to become group clients, billing above $500k per year globally and to help grow existing clients through account mapping and meeting setting.
What you will do
- The Business Development Manager owns the outreach to a selected TAL. This includes the development of target accounts and roles for prospecting, the process of outreach, the tactics and messaging used and the booking and running of first calls, and managing the coordination and scheduling of the follow-process
- Targeting and messaging need to be agreed upon with the CMO and owners of regions where appropriate
- You will also coordinate outreach activity focused on x-selling and upselling to support existing client growth, through account mapping and account outreach, working alongside the client teams. The aim here is to land and expand on the growth of clients across regions and solutions.
- The Business Development Manager will own the process from the first call to the proposal, working with the local MD and their team to create a slick follow-up process on all leads. This will include taking the first calls and identifying SMEs to join subsequent calls and negotiating with CLS for the right support in proposal development. It will also extend in certain cases to initial proposal development the outline proposals used to qualify interest.
- You will own a quarterly team target for opportunities across the group
- You will be responsible for keeping accurate records of all leads and opportunities within our CRM system. You will ensure that reporting has a regular cadence and is easily accessible to the wider stakeholder group.
- You will work with the data team to improve and augment our CRM and the data within to support our overarching business goals
Measures
The primary measure will be opportunities generated per quarter in APAC. A lead becomes an opportunity when we have submitted a proposal in some form.
Secondary measures include # of leads/conversations and conversion from lead to the opportunity to project win.
There is value in account intelligence; a softer measure is a qualitative judgment on whether we have developed a deeper insight into an account over the year, looked it at annually, and shared it with the wider stakeholder group.
The ultimate goal is year two revenue, as the best proxy for a great long-term client, and this should influence behaviour. If we miss all other targets but we have hit our account growth targets, strengthening the stable with a small number of new clients that are growing, and can point to actions we’ve taken to support this, that is a success.
Reporting Line amp; Stakeholders
Reporting to the Sales Director APAC, with critical stakeholders including Global Marketing Director, Chief Client Officer, New Business Lead (CLS), and regional MDs. You will work closely with the solutions team and acquired businesses to deeply understand existing and emerging solutions.
Requirements
Who you are
- Minimum of 4 years experience in digital marketing and/or lead generation/direct sales
- Strong contact list of agencies and clients in B2B industry is desirable
- Strong telephone and face-to-face sales skills
- Enthusiasm and expertise in working with senior marketing professionals in a consultative manner, listening and responding to their needs
- Strong organisational and interpersonal skills
- Comfortable and capable as part of a strong team culture and as a high-performing individual
As an employee of The Marketing Practice, we expect you to remain up to date with information security training and policies, and the company policies set out in your contract. For management roles, this includes ensuring members of your team undertake relevant training and adhere to company policies.
Diversity equals increased creativity, which equals better results for all.