The Business Development Associate (internally referred to as Associate Producer (AP)) is a key member of the Branded Entertainment team, responsible for engaging national brands and companies to evaluate their suitability for integrated participation within one of our three national television shows. This role requires strong communication skills, intellectual curiosity, professionalism, and the ability to conduct thoughtful, strategic conversations with senior marketers and C-level decision-makers.
The AP will conduct high-level discovery and qualification meetings each week, all pre-scheduled by the appointment-setting team. For each meeting, the AP will thoroughly research the brand, its marketing initiatives, and potential alignment with our shows. During the call, the AP will lead the conversation, ask insight-driven questions, evaluate brand fit, and clearly explain integration opportunities. They will outline expectations—including production timelines, workflow, creative involvement, and financial commitments. After each meeting, the AP will follow up with tailored collateral, documentation, and next steps, including scheduling closing conversations for qualified brands.
This role demands high energy, exceptional follow-through, strong sales instincts, and the ability to manage a fast-paced schedule while maintaining accuracy and organization.
Key Responsibilities
Brand Qualification & Discovery
- Conduct 10–15 scheduled brand meetings each week with national brands and executive-level decision-makers.
- Lead intelligent, thought-provoking discussions designed to uncover brand objectives and determine suitability for TV show integration.
- Quickly assess brand needs, marketing direction, and fit within program storylines.
- Demonstrate the ability to think on your feet, pivot conversations, and maintain executive presence.
Presentation & Program Education
- Clearly communicate integration opportunities available across our national TV shows.
- Explain production timelines, storytelling options, creative integration possibilities, and marketing exposure.
- Present participation expectations, including financial commitments and scheduling requirements.
- Confidently deliver presentations to senior-level marketing and C-suite audiences.
Preparation & Follow-Up
- Research every brand prior to meetings using sales intelligence tools (RocketReach, LinkedIn, LeadIQ) and AI resources (ChatGPT).
- Prepare structured talking points and anticipate brand-specific questions or needs.
- Send customized follow-up materials, answers to open questions, and next steps immediately after calls.
- Schedule closing calls to secure commitments from qualified brands.
Collaboration & Alignment
- Partner closely with the appointment-setting team to ensure meeting flow and quality.
- Work with production and partnerships leadership to confirm brand fit and integration feasibility.
- Attend shoots and support onsite brand participants, ensuring a smooth production experience.
CRM Management & Reporting
- Maintain accurate, up-to-date records in the CRM (Go High Level) daily.
- Track lead status changes, communication notes, meeting outcomes, and follow-up tasks.
- Report regularly on progress, pipeline strength, and meeting results.
Prospecting
- In addition to scheduled appointments, perform outbound cold calls and outreach to generate supplemental opportunities.
- Attend consumer trade shows as needed to support lead generation and business development efforts.
- Display resilience, persistence, and professionalism in handling frequent rejection.
Key Performance Indicators (KPIs)
- 15 scheduled appointments per week (provided by the appointment-setting team).
Expected monthly conversion pathway:
- 15 scheduled appointments → 5 successful fronts → 1 closed deal per month
Monthly revenue target:
- Daily CRM updates and consistent pipeline management.
- Demonstrated follow-through, timely communication, and strong closing behavior.
Required Skills & Qualifications
- Exceptional verbal communication, articulation, and executive presence.
- Strong ability to ask strategic, thought-provoking questions.
- High energy, creativity, and the ability to think quickly during live conversations.
- Expertise using LinkedIn, RocketReach, LeadIQ, and AI tools for research and preparation.
- CRM proficiency (Go High Level experience preferred).
- Strong organizational skills and detailed follow-up habits.
- Comfort with objection handling and high-volume communications.
- Willingness to make outbound cold calls.
- High resilience and comfort with rejection.
Experience Requirements
- 2+ years in business development, partnerships, or client-facing sales roles.
- Experience speaking with C-level or senior marketing executives strongly preferred.
- Media, advertising, production, or agency background is a plus.
Additional Expectations
- Attend studio shoots and support brand participants during production days.
- Represent the company professionally and maintain strong brand relationships.
- Continuously improve call performance, closing effectiveness, and overall communication skills.
Summary
The person in this role plays a critical role in identifying, qualifying, and securing brand partners for integration into national television programming. This individual must combine intelligence, charisma, preparation, sales ability, and high energy to guide brands through the qualification and commitment process.
