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We’re Hiring: Vice President of Business Development.

4 min read
February 25, 2015

The Vice President of Business Development is responsible for all sales and marketing activities of the agency, as well as the creation and implementation of a business development plan, which includes prospecting, lead generation and qualification, and presentation development and follow-up.

The Vice President of Business Development will be a “hunter” who has a successful track record in the WNY (Buffalo-Rochester) area; has developed excellent relationships with “C-level” contacts and their direct reports; and who has his/her finger on the pulse of the region. When necessary, it may also be requested that the Vice President of Business Development cultivate relationships and meetings outside WNY on a national basis.

The Vice President of Business Development will:

• Define and develop a new business strategy tailored to the needs and business objectives of the agency
• Assess TMG’s competitive set both in Buffalo, Rochester and beyond to determine how to best position TMG’s strengths to win new business
• Develop and maintain a prospect database, and engage in regular contact with these prospects
• Continually develop new business for The Martin Group (TMG) by identifying target clients, generating prospect lists, networking, meeting with target clients, arranging meetings for the new business development team, and selling all service lines
• Cultivate and expand existing business relationships through frequent communication and regular client visits
• Proactively identify and respond to Requests for Proposals (RFPs) that TMG should answer, in addition to those RFPs TMG receives from unsolicited sources
• Spearhead TMG’s responses to ALL RFPs, including writing the response and coordinating all aspects of the process
• Help develop sales materials, portfolios, capabilities presentations and other collateral for the agency
• Produce revenue by generating project opportunities and clarifying the scope of projects with clients
• Identify future project needs of clients and minimize engagement disruption through managing engagement and ensuring clients’ expectations are met
• Ensure approved business contracts are executed by taking responsibility for the completion of all engagement paperwork, including the timely receipt of signed engagement letters
• Support team goals of TMG by participating in strategy meetings, including discussing client pipeline, marketing strategies, and current challenges
• Provide for timely collection of receivables by monitoring payment of client invoices


• Current knowledge of – and contacts in – both the Buffalo and Rochester markets
• 10 – 15 years experience with at least 8 – 10 years of experience in business development
• Solid experience developing successful relationships and closing major accounts
• Excellent organizational and writing skills for preparation of RFP responses
• Engaging and captivating presentation skills to pique interest of prospective clients
• Experience in Prospecting and Sales Planning Cycles
• Territory Management
• Proven track record of meeting – or exceeding – specific sales goals
• Advertising agency experience preferred
• Completion of a “DiSC” analysis
• References may also be requested

If interested, please email Chief Financial Officer Tim Coppola

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