| POSITION SUMMARY
The Regional Business Development Manager is directly responsible for retaining existing business and developing new business in assigned market segments in North America. The Regional Business Development Manager will primarily be assessed on achievement of budgeted new business for MDRT, the MDRT Academy and the MDRT Center for Field Leadership, cross selling revenue and retention of existing accounts.
KPIs include:
• Achievement of Membership Enrollment and Retention Goals for assigned companies
• Brand Positioning/Awareness of MDRT with identified prospects at C-Suite/Decision Making Level
• C-Level Engagement with MDRT (MDRT Meetings, Targeted Industry Events, Company Visits, CEO Forums etc.)
• Achievement of Member Engagement/Meeting Attendance Outcomes
ESSENTIAL FUNCTIONS
Business Development
A. Research the assigned markets, identify key prospects and channels to promote the value proposition of the MDRT Family of Brands, and explore needs, challenges, growth drivers of these segments to customize the value proposition.
B. Establish key strategies to maintain and develop new sales opportunities, both virtually and in person
C. Develop, together with the Managing Director, a resonant sales pitch for each channel/segment, a thorough sales action plan (follow up SLAs) and associated methodology (segmented sales approach) to achieve quarterly and annual sales objectives tracking sales activity and outcomes against plans on D365 Sales
D. Develop relationships with new and existing prospects at multiple levels, with the help of Global Markets (Member Leaders), and Marketing and Communications departments for MDRT to capitalize on opportunities.
E. Participate in development of North America Market Plan and Key Account Management Plan for existing business with Managing Director and Region Manager.
F. Represent MDRT at chosen industry forums and conferences to gain market insights, network with key leaders across identified companies/channels and strategically position the MDRT Family of Brands as the top choice for advisors in Financial Services.
G. Other duties and responsibilities assigned by the Managing Director. New Sales Achievement
A. Develop new company prospecting plan which focuses on closing new sales with an aim to exceed budgeted targets.
B. Proactively sell to identified key targets and new channels, developing a viable pipeline of new business.
C. Nurture relationships with key prospects and gain commitment to promote MDRT by inviting prospects to MDRT Meetings, CEO Forums (MDRT Special Guests Luncheon) at Annual Meeting and EDGE. Account Management & General Responsibilities
A. Provide top level account management to existing clients and focus on relationship building to deepen commitment/engagement with MDRT and identifying opportunities to cross sell MDRT Family of Brands and Meetings
B. Provide weekly and monthly sales activity reports.
C. Responsible for implementation, co-ordination and results of marketing activity related to the new markets. |