Business Development Consultant

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Job description

About Coffey Communications:

Coffey Communications is a leading, full-service healthcare marketing firm with deep industry expertise. At Coffey Communications we are innovators and educators, partnering with clients to grow their brands and increase engagement. We help hospitals, health systems and health plans drive integrated marketing strategies that get results.

Position Summary:

Is responsible for new business development in a specified national territory. Initiates contact with potential customers, identifies their needs and budget cycles, and sells appropriate Coffey products (websites, content and publications) to meet those needs. Represents Coffey Communications, Inc., with professionalism and the highest level of ethics.

Essential Job Functions:

• Establish relationships with new clients and secure contracts in order to attain annual minimum sales goals.
• Completes regular sales activity reports and progress calls with leadership. Is responsible for meeting quarterly sales quota.
• Initiates sales process with leads developed primarily through cold calling by phone in assigned territory. The Marketing Communications department will provide support by providing sales collateral, email campaigns and some direct mail.
• Maintains current and accurate prospect and client files in the Customer Relationship Management (CRM) software, including logging calls and emails, completed activities, and upcoming tasks to be accomplished, as well as updating the probability an opportunity will close and the expected close date.
• Develops prospect proposals by gathering relevant information based on needs and presents pricing options. Is responsive to prospects' needs and follows through on all aspects of the sales process.
• Is responsible for sending appropriate and effective samples to prospects when needed during the sales process. This requires a thorough knowledge of current clients and their communication strategies.
• Makes an effort to call on current clients in the territory when it is feasible. These calls should not be considered as client retention efforts but should focus on reselling if necessary, cross-selling existing products and services and introducing new products and services.
• Follows up on mailing pieces or trade show leads within 10 days after notice that mailing has been sent or the lead has been transferred. Attempts contact a minimum of 6 times within a two-month period.
• Attends trade shows and represents the company to prospects, leads and clients, working a full day. Gathers information on competitors and attends appropriate seminars if applicable to our company and if time allows. Assists with setup, takedown and shipment of trade exhibit.
• Will participate as requested in opportunity win/loss activities and shall fully disclose all relevant information that may assist management in reviewing the effectiveness of sales approaches, pricing strategies, product demand and other market conditions.
• Provides input to management and the marketing teams to assist in proactively identifying market opportunities and threats and the success with which the Coffey team is fulfilling client expectations through its current products and services.
• Acquires and maintains product and procedural knowledge and price list information.
• Acquires and maintains industry and market knowledge by reading trade journals weekly.

Education, Experience and Skills Required:

• Bachelor's degree in business, marketing, communications or related field or equivalent education or experience.
• Minimum of three years' of demonstrated business-to-business sales success. A focus in the healthcare, software solutions and/or content marketing area is preferred.
• Ability to engage with all levels in an organization during the sales process.
• High degree of integrity.
• Ability to think on his or her feet, learn quickly, and solve problems effectively and insightfully.
• Excellent interpersonal skills-must genuinely enjoy meeting and talking to new people over the phone and in person.
• Motivation and demonstrated ability to close sales and influence and persuade prospects to achieve desired outcomes.