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New Business Director
Summary:
New Business Directors are responsible for generating sales leads through telesales. They are responsible for understanding the categories to which they have been assigned, researching the organizations they are calling, defining (in general terms) the financial value of an organization’s under-performing assets, knowledgeably responding to a prospect’s questions, working closely with outside sales staff after meetings are set, and completing various associated administrative tasks.
New Business Directors must understand ICON’s business model and methods of payment (trade credit and cash), as well as ICON’s service offerings and how they relate to clients.New Business Directors report to the Director of Inside Sales.
Description of Duties (in order of priority)
• Research and understand the business issues facing clients in various industries, and where sales opportunities reside as it relates to distressed/underperforming assets.
• Make calls to asset managers/finance contacts in key organizations.
• Apply ICON’s “People, Payment, Problem” criteria in order to set two meetings per week regarding distressed assets where the ratio of market value to book value is less than 25 percent.
• Clearly articulate ICON’s value proposition. (ICON pays substantially more for distressed assets than a client/prospects normal channel of distribution).
• Build relationships with finance people in key companies (including those companies that ICON does not currently have as clients).
• Address objections clearly and succinctly.
• Understand ICON’s service offerings (media and non-media) and its relevance to potential clients.
• After a meeting is set, work with assigned outside sales staff to remain aware of the progress of the account.
• Follow up on dormant or old accounts and prospects on record.
• Complete Meeting Set & Qualification Form for each meeting set.
• Record all relevant information about a call in CRM(ICON’s computer database) in a clear and concise manner.
• Complete monthly reports that indicate the number of meetings set and meetings held.
• Train regularly on improving methods for setting meetings.
• Work with Outside sales staff in moving the sales process forward.
• Attending some meeting when appropriate for developing relationships with prospects.
Qualifications
• Suitable candidates for the position of New Business Director have the following qualifications:
• Minimum of 3 years experience in sales, customer service, or inside sales positions.
• Capable of generating leads and establishing relationships with prospects through various creative approaches (i.e. phone, internet, networking, associations, etc.)
• Experience in category selling.
• Excellent telephone communications skills.
• Ability to troubleshoot and think quickly on the phone.
• Excellent organizational and time management skills.
• College diploma, preferably in Business Administration or Finance.
• Performance Criteria
• Meet/exceed monthly set and held meetings of 8 set meetings and 5 held.
• Maintain a minimum 50 percent ratio of meetings held to meetings set.
