* This is a fully remote position with team members across the country. If local to Richmond, this is a hybrid position *
Who We Are
We’re a growing digital marketing agency championing creative, customized, and measurable client strategies. True to our core value to be awesome in work and life, Workshop Digital offers a flexible, hybrid work environment for Richmonders, along with remote opportunities for team members across the country.Ethical, Accountable, Transparent - it’s part of who we are.
Position Overview
The Business Development Manager (BDM) is responsible for identifying, developing and diversifying business opportunities; maintaining and advancing strategic relationships; developing partnership models; and implementing proactive and responsive growth tactics. Reporting directly to the VP of Growth, the BDM is a member of the Business Development team that enables Workshop Digital to increase market position and achieve financial growth by hitting and exceeding sales goals.The BDM helps achieve long-term strategic goals, builds and maintains client relationships, identifies business opportunities, negotiates and closes business deals, and maintains extensive knowledge of current market conditions.
The BDM works within the Business Development team and works closely with the Client Services team and the Marketing team to increase sales opportunities and maximize close rates.
About You
- Proven track record of:
- Inside and outside sales
- Consultative selling success
- Working toward and exceeding targets
- Ability to negotiate
- Ability to influence
- Excellent verbal and written communication skills; exceptional communicator
- Time management and planning skills
- Proficiency in MS Office and Salesforce Pardot
- At least 4 years of sales experience in digital marketing or adjacent industry
- Understanding of the customer journey and the marketing funnel
- Detail-oriented
- Able to provide clear reporting
- Self-starter able to work autonomously to achieve results
- Experience pitching and selling Paid Media (PPC/Pay-per-click, SEO, Analytics) packages to medium to enterprise clients
- Strong familiarity with Google Analytics (GA4) preferred
What You'll Do
- Client relationships
- Professionally represent Workshop Digital to prospects and existing clients
- Professionally onboard and kickoff new client engagements
- Build long-term relationships with new and existing clients, as well as clients that move on to new companies
- Travel to client offices if necessary/needed to close deals
- Internal relationships
- Work with the Marketing team for closed-loop reporting
- Work with the Marketing team to develop sales collateral
- Provide Marketing team with feedback and trends of client asks to ensure our marketing materials/website content reflects their needs
- Work with Client Services team members to identify Upsell opportunities and coordinate all Upsell opportunities through close of deal
- Work with Client Services managers to develop and deliver prospect audits, pitch presentation development, and to ensure proper pricing for the work to be performed.
- Partnerships & Outreach
- Grow existing partnerships with agencies that offer ancillary services
- Develop new partnerships with agencies that offer ancillary services
- Attend local networking events
- Attend conferences on behalf of Workshop Digital, as required
- Attend Partner Summit events, as required
- Outbound sales efforts
- Perform outbound lead generation efforts that introduce the company’s services to prospective clients and convert them into Sales Qualified Leads
- Lead Outreach
- Work closely with the Marketing team who will identify high-quality MQLs that need a custom approach to converting into an SQL
- Research MQLs to understand their company, industry, and specific challenges
- Utilize various communication channels, including email, phone calls, and social media, to engage with MQLs and share opportunities for digital marketing growth
- Craft personalized and targeted messaging to address the specific needs and pain points of individual leads
- Sales process and reporting
- Adhere to Workshop Digital Sales Core Process
- Utilize Salesforce to track and report prospecting/sales data
- Provide sales funnel updates to the Management and Leadership team
- Sales funnel
- Build and grow a lead funnel of qualified prospects
- Find, develop, and close new business opportunities
- Qualify, develop and close business opportunities provided by Workshop
- Meet or exceed quarterly and annual sales goals
- Maintain working knowledge of digital marketing tactics, strategies and best practices
Benefits
Workshop Digital is a (just announced!) Inc. Best Workplaces 2023 award winner where we offer:
- Competitive salaries
- Hybrid or fully remote work options (with two in-person team events in January and July)
- 8 hours of paid volunteer time per quarter
- Profit sharing
- 401k with 3% non-elective contributions
- A comprehensive health and wellness benefits package including 3 medical plans (with dental and vision insurance)
- Life insurance, short-term and long-term disability, and parental leave
We are conducting a 6-month trial period of a Four-Day Work Week (4DWW) (it began on January 1 and runs through June 30, 2024). While our goal is to continue with the 4DWW, Workshop Digital is monitoring key performance indicators and will make a final decision closer to the trial’s end.In addition to the 52 shortened weeks from the 4 Day Work Week trial, Workshop Digital provides: 2-3 weeks personal vacation time off, 5 sick days, and several holidays including MLK Day, Labor Day, Memorial Day Thanksgiving, Christmas Day, and your birthday.
Salary
- Expected base salary range is $60,000-$80,000 annually, based on experience
- Expected additional commission range is $70,000 - $115,000 annually, depending on ability to hit sales targets
Equal Opportunity & Inclusion Statement
As an equity affirming company, Workshop Digital searches for, encourages, and engages with individuals and groups that represent diversity in our community. We not only challenge discrimination in regards to gender identity and expression, sexual orientation, racial identity, faith identity, age, disability, and social class, we consciously make efforts to reach out and include diversity in employment, vendors, and clients. All individuals authorized to work for any employer in the U.S. should apply.
