Mad*Pow’s greatest asset is its people. We are looking to expand
our business development team in order to continue to grow into one
of the leading design agencies in the country. As a Mad*Pow Business
Development Director your primary responsibility will be to find new
prospects within one of two core industry verticals, Financial
Services or Healthcare, as well as efforts to expand into several
growth categories, developing rapport and pitching our services to
key decision makers, and ultimately, closing new business. A
successful candidate will eventually have the opportunity to manage
incoming leads and potentially manage existing accounts, once he/she
has become an expert in understanding and positioning Mad*Pow’s
unique array of service offerings, including research, experience
strategy, content strategy, behavior change design, experience
design and development.
The right candidate for this position is a team player with a
great attitude who can handle the fast pace of an agency
environment, while maintaining positive relationships with clients,
prospects, and colleagues.
This is a full-time position in either our Portsmouth, NH
headquarters, or our Boston, MA office.
As a member of the Mad*Pow Business Development team, your main
responsibility will be to generate leads, get appointments, and book
Leadership/Professionalism: You are the face of
our company to the market. As such, we expect our front line staff
members to represent Mad*Pow core values in all interactions with
client and prospects.
Lead Generation: We will work collaboratively to
identify accounts of interest and collaboratively refine and
improve the process by which prospect lists for cold calling,
email outreach and other means of communication can be built. You
will be responsible for outreach via phone and email, networking,
representing Mad*Pow at industry events, building interest,
booking appointments, recommending services, identifying projects
and opportunities, and following up. In addition, the Business
Development team will meet regularly with Marketing as well as the
Client Experience team to ensure we are well coordinated with our
messaging and outreach to prospects and clients, with the shared
goal of generating more leads and establishing/maintaining thought
leadership and credibility, and building stronger relationships.
Project Scoping/Estimation: It will be your
responsibility to work with our SVP of Program Management, as well
as subject matter experts and client experience directors at
Mad*Pow to appropriately qualify and scope work using the tools
that we have developed and include them effectively in the sales
process. Your goal will be to qualify and sell work that can be
delivered profitably, unless there are other strategic reasons for
taking the project on. Past project data, client history, and
other factors will need to be considered when scoping work to
ensure that it is priced appropriately.
Pre-Engagement Management: Many proposal
revisions, legal document reviews, and follow-ups may be involved
in actually booking the business. It will be your responsibility
to usher documents through the process, including providing an
initial review/sanity check, and then getting them to the right
people for review, and following up to make sure that everything
that should be in place is in place and delivered at the right time.
Transition to Delivery: After closing a piece of
new business, it will be your responsibility to schedule a Sales
Transfer meeting with the delivery team to share any relevant
background/context, review project activities & deliverables,
discuss the proposed project timeline, share any background on the
client players involved, and share background documents/existing
research. The goal of the transition is to make sure that the
delivery team has everything they need to achieve a successful
start to the project.
Communication: Communication is essential in this
role. We require regular communication regarding where you stand
in terms of your goals and deals in progress. You will be the hub
of communication between prospects and Mad*Pow. We will also ask
for weekly updates to share with the resourcing team as to what
projects may hit and when so that we can plan resources accordingly.
Sales Process Improvement: We are always
improving our processes and at times we will seek your feedback,
ideas, and assistance in improving the sales process,
collaborating with marketing to improve efficacy, and executing on
an account planning and management program at Mad*Pow in
coordination with other sales and delivery team members.
Travel: In this position you must be willing to
travel for prospect and client appointments, pitches, and industry
events around the country. We will always try to work within
reasonable scheduling constraints.