Business Development Manager

Background: Internet leads continue to grow. An opportunity exists to improve in all aspects of how we handle internet leads. Areas of opportunity include response time, quality of response, follow up, improving customer experience, improving team utilization and effectiveness, process development, lead nurture, etc.

• Company Expert on Hubspot
• Process all incoming Internet Leads
• Nurture and enhance Active Contact relationships
• Maintain and enhance Sold Contact relationships
• Monitor, Report and Improve Sales CRM utilization and Follow Up compliance
• Monitor, Report and Improve Conversion Metrics
• Monitor and Report FANS Metrics for Sales and Service
• Ensure District Complies with established Company Metrics

• Reports to District President and communicates directly and regularly with HMQ Sales Manager & General Managers
• Coordinates with managers and sales team in all Marine Max locations to fulfill responsibilities
• Coordinate out-of-market leads with other dealers
• Coordinate the back up of duties when unavailable

• Learn all aspects and functionality of Hubspot
• Utilize Qlik Sales Qualified Dashboard to monitor progress
• Learn, Maintain and Improve Hubspot setup to optimize functionality and relevance for sales team
• Utilize Hubspot Dashboards
  • Utilize to facilitate all responsibilities
  • Provide key metrics and conversion reports to management and sales team
  • Be the go to for training on how sales team can utilize systems to help them improve sales

• Enter and/or complete all incoming Internet Leads
  • New – all Manufacturers
  • Pre-owned – , Boat Trader, Yacht World, etc.
• Communicate with all incoming Leads
  • Determine how we can help Lead by phone if number is provided or by email if not
  • Qualify or Disqualify Lead as a prospect to purchase a boat
  • Determine if new boat Lead’s boating location is in our area of responsibility
    • Prevent and/or address conflicts with Leads that are not in our area of responsibility
    • Establish relationship with dealers carrying Hall District new brands
    • Forward incoming out-of-market Leads to dealer in other market areas or to sales representative if outside of our area
  • Attempt to set an appointment
  • For Leads that do not respond, set Lead on a defined nurturement track
    • Create routine communications (phone and email) for Leads in follow up track
  • Qualify Leads
    • For qualified Leads, complete "warm" sales turnover
      • If a salesperson needs to call to answer questions
      • If an appointment has been made to meet or talk
      • Obtain contact information for all sales team members to be able to turnover
      • Establish relationships to determine who to turn lead over to based on experience, knowledge, availability, etc
    • Set Leads to Marketing Qualified that are unresponsive (based on established contact attempts that are not responded to) or that are determined not to be a prospects

• Track forms submitted by Hall District salespeople
• Monitor sales compliance with “Contact Information” form capture process
• Convert submitted forms to Contacts in a timely manner
• Review transfer of existing Contacts to different salesperson
• Review/resolve duplicate Contacts with multiple salespeople assigned to same Contact
• Create/manage immediate response email templates for submitted “Contact Information” forms

• Enhance frequency of communication with Contacts
  • Provide Contacts with valuable content to nurture and improve their desire to purchase products from our company
  • Fill the communication time voids between sales communications to keep our products and company at the top of Contact’s consideration set when they are ready to reengage
  • Improve attendance at company sales events and classes

• Enhance frequency of communication with Sold Contacts
  • Provide Sold Contacts with valuable content to facilitate the enjoyment and maintenance of their boat
  • Fill the communication time voids between sales communications to ensure our Sold customers do not feel forgotten after the sale
  • Improve attendance at company sales events and classes