- Writing Skills
- Business Development
Title: Associate Director, Business Development (Outbound), Pearlfisher Inc.
Pearlfisher (www.pearlfisher.com) is an independent creative business – the definitive partnership of Futures, Strategy and Design. We build the world's most desirable brands – "Challengers & Icons" – brands that are paving the way now and those that will be loved forever.
With studios in London, New York, Copenhagen and San Francisco, we share a single philosophy and unique structure that enables us to most effectively bring our collective talent and expertise to every brand.
The key remit of the Associate Director, Business Development is to develop new clients for Pearlfisher Inc. in the North American market via outbound initiatives. Candidates should have significant sales, new business and prospecting experience and bring a demonstrated track record of success in sales and business development.
Vision for the Role
This is a new role for Pearlfisher which will focus on the development of outbound new business activity to complement a significant level of inbound activity generated via Pearlfisher's global and US communications program. The individual is expected to be well connected and to be capable of identifying, pursuing and winning strategic and tactical new business opportunities.
The ADBD will be part of an integrated Business Development team for Pearlfisher US New York, working in parallel with a counterpart responsible for inbound new business.
In this role the Outbound ADBD will liaise closely with the Partners, the New York Strategic Development Director and Client Management teams and the Marketing & Communications team in order to leverage the company's credentials, IP, communications content and media coverage.
We are looking for a natural 'hunter' with a strong entrepreneurial spirit, strategic acumen and ability to create new connections and opportunities, build relationships and networks.
We envisage a talented development specialist who brings relevant industry experience, outstanding communication skills, imaginative thinking and strategic acumen into this role. Crucial to success will be a high degree of emotional intelligence, empathy and intuition in creating strong and meaningful connections with new clients. It will also involve an ability to balance the implementation of a structured, consistent outbound new business program with a responsiveness to tactical opportunities of the moment.
i. Generate relevant new business for Pearlfisher Inc. New York in the North American market via a dynamic and impactful outbound program.
ii. Work effectively with Pearlfisher NY teams to ensure effective business targeting and conversation and build a strong and continuous pipeline of new business opportunities.
iii. Develop new business based on our core positioning, drawing on our Futures, Strategy and Design offers.
iv. Leverage Pearlfisher's IP and communication content in the most effective way to develop new business.
v. Meet agreed commercial targets in line with strategic goals for the business.
The role will focus on 7 prime areas of responsibility:
i. Research & Insight
Undertaking specific company/category research as well as continuously tracking industry developments to identify relevant client targets and business opportunities.
ii. Initiating Dialogue
Initiating intelligent dialogue with new client prospects, based on leveraging Pearlfsher's portfolio of work, IP, communications content and relevant studio expertise, experience and resources.
iii. Relationship Building
Developing positive relationships with new client prospects, building confidence and trust as a basis for the development of new business partnerships.
iv. Brand Ambassadorship
Acting as an effective ambassador for Pearlfisher, furthering our reputation, creating connection and reinforcing our desirability in the eyes of prospective clients.
v. Business Conversion
Working in close collaboration with the relevant Pearlfisher teams, in particular the Client Directors in PFNY to convert business, involving the sharing capabilities, assessing client opportunities, and contribution to proposals and pitches.
vi. Reporting & Planning
Tracking and reporting on outbound new business performance on a weekly, monthly, quarterly and annual basis and feeding in to the development of annual business planning.
Assessment of Success
Success will be viewed and measured against 3 criteria:
i. Opportunities: effectiveness in initiating relevant new business opportunities
ii. Relationships: quality and strength of business partnerships and work
iii. Commercial: business growth based on agreed revenue targets
The generation of $2.5m value of new business into Pearlfisher NY.
The Associate Director, Business Development will report directly to Pearlfisher Strategic Development Director.
In the context of a highly entrepreneurial and collaborative working culture the role will also involve close consultation with Pearlfisher Partners, senior teams in New York and Pearlfisher Marketing & Communications team.
A minimum of 7-8 years relevant industry experience
A strong understanding of the US CPG market, environment and culture
Passionate and knowledgeable about brand design
Able to build a framework and process for outbound efforts
An engaging and confident communicator with strong presentation and writing skills
A natural hunter who relishes the chase
An initiator who is proactive, entrepreneurial and able to be successful working independently
Able to work in a fast-paced environment
A sophisticated relationship developer
Ability to multitask multiple opportunities at once
Ongoing cultivation of prospects and documentation of activities in Hubspot
Always happy to get on a plane for the right opportunity