BUSINESS DEVELOPMENT EXECUTIVE
SCOPE OF WORK | SALES DIVISION
Build relationships. Unlock opportunities. Shape the future of digital and Print growth.
The Opportunity
Yello Media Group is seeking a results-driven, digitally fluent Business Development Manager who can connect businesses with solutions that deliver measurable value. This role combines relationship-building, strategic selling and a practical understanding of digital innovation and trusted print advertising.
The successful candidate will manage assigned revenue objectives and customer relationships, identify growth opportunities, and confidently position Yello Media Group’s print directory advertising, digital advertising, and Software as a Service (SaaS) solution.
What you bring
Essential capabilities
- Proven success in consultative B2B sales, account development and revenue delivery, ideally in advertising, media, digital services or SaaS.
- Strong digital fluency and SaaS literacy, with practical knowledge of print directory advertising, ad formats, placement options, publication deadlines and effective print sales techniques.
- Confidence engaging senior stakeholders, presenting print and digital solutions, negotiating terms and managing complex client relationships.
- Excellent written and verbal communication, active listening, organization, attention to detail and customer service.
- Proficiency with Microsoft Office and willingness to use CRM, reporting, collaboration and digital sales tools.
- Ability to work independently and collaborate effectively with cross-functional teams.
Preferred background
- Associate degree in Marketing, Advertising, Communications, Business or a related discipline; relevant certifications are an asset.
- Approximately five years of progressive sales experience, including responsibility for major or strategic accounts.
- Experience with print directory advertising sales, publication cycles, ad placements and integrated print-and-digital campaigns; exposure to SaaS subscription models is an asset.
Role profile
Field
Details
Job title
Business Development Manager
Division / function
Sales / Business Development (Key Accounts portfolio, as assigned)
Reports to
Key Accounts Sales Manager (subject to confirmation under current structure)
Indirect reporting
Senior General Sales Manager (subject to confirmation)
Primary focus
Revenue growth, new business, strategic account development and digital solution sales
Key Responsibilities
- Grow revenue — Meet or exceed assigned targets through new business, renewals, upselling and cross-selling digital, print & SaaS solutions.
- Own relationships — Develop trusted partnerships with decision makers and strengthen retention and satisfaction.
- Manage the pipeline — Prospect, qualify, propose, negotiate, close and forecast opportunities accurately.
- Protect portfolio value — Monitor increases, decreases, cancellations, overdue accounts and revenue adjustments.
- Deliver together — Coordinate with internal teams to support onboarding, campaign delivery and customer outcomes.
What you will do
1 | Business Development & Sales performance
- Own and deliver agreed revenue, growth and portfolio objectives within established sales cycles and deadlines.
- Develop and execute account and territory plans, including prospecting, referrals, lead qualification and conversion.
- Grow existing customer relationships through renewals, cross-selling and upselling opportunities.
- Prepare proposals, present solutions, negotiate terms and close business in accordance with company policy.
- Monitor revenue changes, including new business, increases, decreases, cancellations and adjustments, and act promptly where needed.
2 | Print directory, digital advertising & SaaS solution selling
- Maintain strong knowledge of print, digital and SaaS solutions, including audience reach, pricing, customer fit and value propositions.
- Selling print directory advertising by explaining circulation, placement options, ad formats, schedules, artwork requirements and booking deadlines.
- Advise customers on print directory visibility and recommend appropriate print-and-digital packages.
- Use discovery-led conversations to understand customer objectives, audiences, challenges, budgets and success measures.
- Explain SaaS subscriptions, onboarding, usage and renewals clearly; involve digital specialists where needed and avoid unsupported performance promises.
3 | Strategic account management & customer experience
- Build credible, lasting relationships with senior decision-makers and key stakeholders across assigned accounts.
- Lead regular account reviews, identify unmet needs and develop actionable growth and retention plans.
- Strengthening customer satisfaction by setting clear expectations, responding promptly and escalating service issues appropriately.
- Coordinate with Finance and Collections on delinquent accounts and approved payment arrangements while protecting customer relationships.
- Maintain accurate customer records, commitments, contracts and follow-up actions.
4 | Pipeline discipline, reporting & collaboration
- Maintain a reliable sales pipeline with timely updates in the designated CRM and reporting tools.
- Provide accurate forecasts, activity updates, risk assessments and progress reports against agreed targets.
- Collaborate with Sales, Customer Experience, Digital, Marketing, Fulfilment, Finance, Collections, Operations, Sales Support, HR and IT.
- Work with management to deliver sales-cycle, directory, canvass and account-allocation milestones.
- Demonstrate integrity, sound judgment, confidentiality and compliance with company policies and applicable requirements.
How success will be measured
Performance will be assessed against agreed targets and company-approved measures. Specific targets and weighting will be communicated by management and may include:
- Revenue attainment and portfolio growth.
- New business acquisition, renewals, retention, upselling and cross-selling.
- Pipeline quality, CRM accuracy and forecast reliability.
- Sales-cycle completion, directory or canvass milestone delivery and timely follow-up.
- Customer satisfaction, account reviews and issue-resolution effectiveness.
- Compliance, collaboration and professional conduct.
Working relationships & conditions
The role involves regular customer meetings and coordination with internal departments. A valid driver’s licence and reliable transportation may be required for client and vendor visits, consistent with the original scope. Travel and occasional work outside standard hours may be required to meet business and customer needs.
Our commitment to a growth mindset
We value curiosity, initiative, accountability and continuous learning. The ideal candidate views digital transformation as an opportunity, welcomes coaching and product training, and brings energy and professionalism to every client interaction.
This scope of work outlines the principal expectations of the position and may be reviewed as business priorities, products and operating structures evolve.
