Head of Business Development

Richmond Biz Sense is Richmond's business news publication. Founded in 2008, the company publishes four stories each weekday.

The Daily News Feed newsletter reaches over 33,000 subscribers each morning. Approximately 70% of the audience are business executives and owners. Richmond Biz Sense also produces ten live events annually, including Hard Hat Happy Hour, the Economic Forecast, RVA
25, and an annual golf tournament, with attendance ranging from 250 to 500 per event.

The company is independently owned and operates a sister publication, Business Den, in Denver, Colorado.

Richmond Biz Sense is Richmond's business news publication. Founded in 2008, the company publishes four stories each weekday.

Richmond Biz Sense seeks a Head of Business Development to lead all B2B revenue generation in the Richmond market. The position is responsible for retaining and growing the existing advertiser base, developing new business through direct outreach, and selling sponsor ships across the company's annual event calendar.

This is a newly defined role reporting to the Editor.

• Manage all Richmond market revenue across newsletter advertising, website advertising, sponsored content, event sponsor ships, and corporate subscription plans
• Retain and grow an existing base of approximately 250 current and former advertisers
• Develop new business through direct outreach and prospecting
• Sell sponsorship packages across ten annual events

• Develop strong relationships with a range of current and prospective clients, founded on sincere mutual interest
• Maintain active membership in a minimum of two Richmond-area professional organizations (LMA, AMA, CREW, GRACRE, or comparable)
• Attend all Richmond Biz Sense events, including evening events
• Host informational sessions with regional advertising and public relations agencies

• Maintain accurate and current records of all prospect and client activity in CRM
• Participate in a weekly sales review with senior management and a weekly editorial staff meeting
• Coordinate with internal accounting and client support staff on invoicing and campaign delivery

• Minimum five years of professional sales experience
• Demonstrated experience in business-to-business sales; media or advertising sales strongly preferred
• Demonstrated ability to build and sustain long-term client relationships
• Documented record of new business development, in addition to account management
• Proficiency with CRM systems;
  Hub Spot experience preferred
• A tidy, professional appearance and demeanor
• Ability to engage with authentic warmth and curiosity
• Ability to work on-site in Richmond, Virginia
• Availability for evening events
• Valid driver's license and reliable transportation

• Established professional network within the Richmond business community
• Experience selling event sponsor ships or subscription-based products
• Strong active listening and consultative selling skills
• Comfort engaging with counterparts ranging from line-level sales and marketing professionals to senior executives and business owners
• Genuine interest in local business news and the ability to speak knowledgeably about the publication's coverage