It is the job of the marketing coordinator to assist with the generation of an established benchmark of new business leads and prospects for the agency according to a pre-defined set of client criteria. The marketing coordinator generates research on prospects and assembles reports to use in attracting and inciting prospects’ interest in the agency. Also, the marketing coordinator maintains the prospect database, makes and keeps appointments, leads and prospects, maintains and follows up on regular new business developer mailings to prospects, looks for new leads, creates prospect profiles, and stays up to date on correspondence relating to all prospect contacts.
Reports to the agency ceo who manages agency new business development.
- Practices effective sales efforts resulting in a steady increase of new business.
- Wins profitable new accounts that are professional, courteous and long-term.
- Coordinates projects/jobs for smooth, efficient operation of new business effort.
- Communicates effectively between the agency and prospective clients.
- Actively listens and seeks to understand clients’ needs and then convinces them the agency can meet those needs.
- Uses client contact software to maintain detailed digital files documenting all contacts with each prospect including mailings, calls, appointments, and correspondence; records all research, reports, sales information or other materials used or created for use in selling the agency to each prospect.
- Keeps timely contact with prospects through regular emails, mailings, phone calls, and appointments.
- Coordinates with the agency ceo to schedule prospecting emails/newsletters, search marketing ads and other online tactics.
- Keeps thorough records on all prospects so others can handle new business development responsibilities during the developer’s absence.
- Maintains a new business prospect database including primary, secondary and general target prospects; records product/market information about each prospect; and regularly updates all contact information.
- Follows up on all prospect meetings with letters/agency literature.
- In preparation for future growth, creates, refines, and documents the entire sales system in a manner that will easily allow training of another new marketing coordinator. Includes each minute process including scripting of sales calls/meetings, proper attire, software requirements, presentation strategies, etc.
- Looks for new business leads by building contacts with selected industry trade publications and organizations, business and civic groups; maintains Prospect Profiles for agency marketing director’s review and approval for adding to prospect list; adds to prospect list with approved leads gained from business contacts, networking, etc.
- In conjunction with the agency ceo, researches and constructs reports on selected prospects/industries/products for use as “intelligent marketing tools” in sales efforts with prospects.
- May be called upon to represents agency in the community through business/civic organizations.
- Inventories all materials/supplies needed to continue the new business effort uninterrupted, including 3-D mailing pieces, agency brochures, agency newsletters and other promotional literature, letterhead, press release forms, etc., and alerts production manager if there is a need to restock.
- Meets with the agency account service team, including agency ceo, to keep them informed of new business opportunities gained from new business efforts; transfers prospect contact to president/account service team when agency is ready to “go in.”
- Maintains current job-related software and technical skills and notifies agency marketing director if training, computer hardware/software upgrades or purchases are needed.
- Adds input to marketing plans/proposals when prospect is elevated to account status; shares all available research and industry information for this purpose.