Business Development Representative

Role summary

The Business Development Representative is the first link in Ursa’s brand-new sales department. A founding role, the incumbent is responsible for identifying and reaching out to new prospects, building solid and lasting relationships of trust and closing deals with executives and marketing directors at SMEs and large companies.

Dedicated to Ursa, the role covers the entire sales funnel: prospecting and qualification, building proposals, pipeline management in Pipedrive and after-sales service. The incumbent brings Ursa’s unique selling proposition to life: agility, tailor-made strategies, absolute transparency, no long-term contracts and no management fees on advertising spend, and helps shape the way the future sales department will work.

The role reports to the VP of Business Development and offers real potential for growth.

Key responsibilities

Prospecting and development

• Prospect cold leads daily: cold calls and LinkedIn outreach
• Generate a steady flow of new opportunities to grow Ursa’s client portfolio
• Qualify prospects to focus efforts on high-potential opportunities

Field presence and visibility

• Represent Ursa at trade shows, networking events and chamber of commerce and association gatherings
• Build a local and sector-specific business network to fuel opportunity generation

Building proposals

• Design personalized, compelling proposals tailored to each client’s needs
• Align the offer with the agency’s capabilities and standards, in collaboration with the bid support functions and sales leadership

Pipeline management

• Ensure rigorous follow-up of qualified opportunities in Pipedrive (up-to-date stages, reliable forecasts)
• Maintain exemplary pipeline discipline to set the benchmarks for the future sales department

Client management and after-sales service

• Maintain solid and lasting relationships of trust
• Proactively manage expectations throughout the sales cycle
• Ensure flawless after-sales service and a smooth handover to the delivery teams

Secondary and occasional tasks

• Help establish and document the procedures and benchmarks of the new sales department
• Feed market intelligence and share information on the market and competitors
• Take part in team meetings and the agency’s outreach activities
• Collaborate with the operations teams to ensure a smooth transition of signed clients

Requirements

• 1 to 3 years of experience in business-to-business (B2B) sales, with a strong ability to prospect
• Advanced knowledge of digital marketing: organic search (SEO), digital advertising and social media
• Experience with CRM tools (Pipedrive, an asset)
• Excellent communication and negotiation skills
• Valid driver’s license and vehicle, to travel to client sites
• Fluency in French and a good knowledge of spoken and written English, to communicate with English-speaking clients

Skills and qualities we are looking for

• Results-oriented with an “always in sales mode” mindset
• Listening and a consultative approach: understand the needs behind the problems before proposing a solution
• Autonomy and perseverance: find your own motivation and never give up in the face of adversity
• Team spirit, constructive communication and genuine openness to coaching
• Eagerness to learn and comfort with a constantly evolving technology offering
• Organization, rigour and transparency, with clients and the internal team alike