Director, Business Development

About OX
The Office of Experience (OX) is a full-service digital agency helping companies excel at every moment of interface they have with their customers. OX’s human-centered philosophy and multidisciplinary approach integrate strategy, design and technology to help organizations reinvent their business and rapidly bring new experiences, products and messages to market. In an era of unprecedented disruption, OX is built to transform.

Position Description
As Director, Business Development, your primary objective is to help OX grow through new business acquisitions with goals we set year over year. 

Your focus will be in developing sales strategies, tactics and programs that enable a healthy pipeline of leads (MQLs and SQLs) and prospects. From there you will be responsible for handing off and collaborating with the client strategy team and other Discipline Leads to develop winning proposals and pitches.

While new business development is your primary area of expertise, you are capable of addressing strategic challenges holistically across our prospective clients’ businesses, marketing efforts, digital needs, brands and enterprise software.You are a thoughtful practitioner, inspiring leader and polished communicator who plays a critical role in elevating, pitching and closing work for the organization.

Responsibilities & Duties 

  • Lead OX’s New Business practice in sourcing qualified net/new prospects leads and ensuring maximum deal flow and conversion through the Business Development pipe (MQLs)
  • Handoff leads and opportunities to the OX Executives and client leads at the appropriate points (e.g. proposal has been requested or scope/approach needs to be solidified) once prospects have been qualified in terms of sales potential (SQLs)
  • Partner with OX executives to ensure alignment on solution development. Facilitate OX proposal and pitch development, collaborating with OX leads to assess needs, diagnose problems, propose solutions, and prioritize actions towards strategic goals.
  • Mentor, support and manage the OX Business Development Representative; Help to continue to grow the team and establish standards and practices (both full time, contract, and partners)
  • Develop requirements for OX marketing in partnership with the OX Marketing Manager to help advance and grow the lead funnel (thought leadership, events, trade shows, email marketing, etc.)
  • Maintain OKRs and the commensurate reports to generate actionable insights for business development (weekly, monthly, quarterly, yearly)
  • Collaborate with the extended discipline leads to frame business problems and develop new business assignment briefs 
  • Manage and develop our external partnerships as sources of new business, including software platforms, key opinion leaders, industry experts, and the like.
  • Deliver on ongoing sales projections, forecasts, actuals, and recommendations to help agency achieve sales and net new business targets
  • Analyze and improve current processes
  • Stay up-to-date with developments in the marketplace
  • Other duties as needed and assigned by OX leadership

Required Experience

  • 7+ years of agency and/or client-side experience in consulting, strategic marketing or a related field, with an emphasis in digital strategy
  • Bachelor’s degree in business, marketing, or an industry-relevant field
  • Professional experience with high-profile sales
  • Experience with Hubspot
  • Experience selling digital experience platforms such as Optimizely, Adobe and Sitecore
  • Knowledgeable about ecommerce platforms such as Adobe, Magento, Znode and Shopify
  • Fluent in a range of digital topics, including infrastructure tools and platforms, design and development of digital experiences and products, lead scoring and modeling, campaign design and management, digital marketing, personalization, automation and increasing performance against goals
  • Well-versed in both B2B and B2C engagements, business models and processes, with a preferred focus on B2B
  • Proven experience building business cases for technology or product efforts
  • Proven experience developing ROI models for technology or digital programs in the sales/pitch process
  • Proven experience in engaging in discussion, debate and counsel with senior-level leaders within client organizations
  • Exceptional analytical, communications and organizational skills with an ability to thrive in a fast-paced deadline-driven environment
  • Exceptional written and verbal communications skills with the ability to translate complex analysis into well-structured and powerful strategies and presentations 
  • Strong initiative, accountability and ownership of business development process and BD team leadership abilities 
  • Ability to strategically build and expand the Business Development team in alignment with OX’s focus. Management skills to recruit, nurture, and scale the department, leveraging a mix of contractors, partners, and full-time employee
  • Occasional travel will be required

Measures of Success

  • Building and ensuring the Business Development team (both contract and full time) that will contribute to agency sales goals
  • Achieving 20% Y/Y Topline Growth for the Agency through New Business Contribution
  • Developing Pitch Pricing Strategies that help actualize 65% Contribution Margin and 15 – 20% EBITA
  • Target Win Rate 30%
  • Target Average Deal Size for 1st Year Engagements of $250,000 – $500,000

Location
Chicago / Hybrid

 

OX DE&I Statement
Know Better. Do Better. Be Better.
At The Office of Experience, we design experiences for people. All people. To ensure we deliver on that promise, we must widen the aperture of truth. That means having a diversity of voices at the table as we set out to create the most relevant and meaningful experiences possible. We are committed to hiring a diverse set of people, minds, experiences, and perspectives. We are committed to creating an equitable environment to ensure all our people have the support and opportunity they need to succeed. And we are committed to fostering an inclusive organization built on a foundation of trust as we create a culture that is fearless, collaborative, and embraces life.