What are the responsibilities and job description for the Director of Strategic Sales position at Advocate Capital, Inc.?
About Us
Founded in 1999, we are a team of businesspeople who are passionate about helping plaintiffs’ attorneys get even better results for their clients, mainly through our Case Expense Funding product. As 7th Amendment Advocates, we are always looking for ways to encourage, educate and support our law firm clients as they pursue justice on their clients’ behalf.
Our Mission
To help an ever-increasing number of plaintiff lawyers get even better results for their clients.
Job Summary
The Director of Strategic Solutions (DSS) serves as a sales and business development position as a knowledgeable, consultative, first point of contact for Advocate Capital in generating new business, primarily through outbound telephone consultation or via written communication. The Director of Strategic Solutions identifies, contacts, and engages key decision-makers exclusively at contingency fee law firms, establishing rapport, building trust, and educating prospective clients on the benefits of utilizing Advocate Capital as a financial resource for the law firm.
Once the prospect becomes a client, the Director of Strategic Solutions serves as the account manager for the first year, continuing to be that client’s trusted and primary point of contact.
Job Responsibilities
o New Business Generation
o Actively seek and identify viable prospects that fit Advocate Capital’s unique value proposition surrounding firm structure, practice areas, and short and long-term goals and objectives. These ‘precall’ activities include but are not limited to web searches, trade show leads, direct mail, social media, and email marketing efforts.
o Utilize Salesforce.com as the central repository of legacy prospects and our sole CRM tool to document all prospecting and contact history.
o Engage decision makers through consultative phone calls, emails, social networking, etc. Persistent and patient follow-up is the key to DSS success due to lengthy sales cycle. Activities include cold calling, social media marketing, utilization of referral sources, and routine existing client referrals provided by account management staff.
o Establish prospective customer rapport – build trust through candid conversations, detailed prospect diagnosis, and display of industry knowledge related to key issues and opportunities important our clients and prospects.
o Guide prospective customers through conversations to help them uncover gaps in their current firm capital structure where our case expense credit facility would provide enhanced growth and liquidity enhancements to the firm facilitating better results for their clients.
o Sign new clients to the business and implement effective ongoing funding strategies that deliver against our value proposition and that meets the goals and objectives of our client.
o Record all prospect and client interactions accurately and timely in Salesforce.com.
o Accurately and vigorously follow all required internal procedures.
o New Business Implementation and first year account management
o Guide new clients through the onboarding process, effectively communicating and safeguarding confidential information along the way – crafting and executing funding strategies, facilitating training, and serving as the central point of contact for the client for the first funding calendar year.
o Ensure new clients are expertly serviced and utilizing our services properly. Shepherd the client through the following:
o Staff training as needed.
o Prepare client for first quality assurance review (QAR).
o Renewal timelines and renewal document aggregation
o Identify credit line increase opportunities and requests
o Warmly and seamlessly transition clients to permanent account manager.
o Record all new client interactions accurately in salesforce.com
o Follow procedures as required.
o Participate in special projects as directed by Leadership.
o Other duties as assigned.
Job Qualifications
· Bachelor’s degree in business administration, Accounting, Finance, or a related field, or equivalent experience.
· 4-6 years of proven consultative sales experience selling to clients within the professional services industry.
· Comfortable with complex, highly consultative and lengthy sales cycles
· Salesforce.com experience strongly preferred.
· Prior home office experience strongly preferred
· Must be flexible, a self-starter with an innate will to win
· Team player and mission orientated
Role-related Competencies
· Financial Acumen
· Communication and Client Service Skills
· Critical Thinking and Analytical Skills
Organizational Values
· Integrity – We are open and honest. Our words match our actions. Our actions match our words.
· Fairness – We treat our clients, shareholders, business partners, and each other the way we want to be treated. In short, we do the right thing.
· Partnership – We nurture mutually beneficial relationships characterized by trust, respect, and responsibility.
· Balance – People are more important than schedules and short-term results.
· Learning – We continually learn and teach so that we are valuable advisors.
· Results – We achieve superior results and outperform competitors. We make a recognizable difference to our clients and our community. We fulfill our commitments.
· Discipline – We conduct our corporate actions with predefined approaches. We adhere to these disciplines without excuse.