Business Development Specialist
Butler/Till, Rochester, NY, United States
Butler/Till is a results-driven marketing agency offering deeply collaborative client experiences, proprietary technology, and world-class partnerships. At Butler/Till, we take immense pride in our independent, women-owned and led status, our unwavering commitment to a purpose-driven approach, our B-Corp status, and our unique structure as a 100% employee-owned company (ESOP).
SUMMARY The Business Development Specialist is the front line of Butler/Till’s growth strategy responsible for translating market signals, campaign engagement, and account intelligence into qualified enterprise conversations.
This role operates at the intersection of demand generation, account-based marketing, and executive engagement, shaping how Butler/Till shows up to the market and where we choose to compete.
The ideal candidate is equal parts researcher, strategist, and connector, capable of engaging senior stakeholders, orchestrating thoughtful outreach, and contributing meaningful insight back into the business. Success is measured not only by meetings generated, but by quality pipeline creation, market intelligence, and contribution to strategic growth priorities.
KEY OUTCOMES & RESPONSIBILITIES Key Responsibilities
Conduct targeted outbound outreach to priority accounts across healthcare, multi‑location, and related verticals.
Convert MQLs from demand generation programs into high‑quality discovery conversations.
Maintain consistent activity across email, phone, social, events, and partner channels.
Meet or exceed monthly goals for outreach volume, conversations, and qualified meetings.
Key Responsibilities
Partner closely with Demand Generation to align outbound efforts with active campaigns, events, and content themes.
Execute timely and relevant follow‑up for webinars, conferences, ABM programs, POVs, and events.
Share real‑time feedback on prospective objections, engagement patterns, and messaging effectiveness.
Contribute frontline insights to continuously improve messaging and campaign performance.
Key Outcome: Accelerate Account‑Based & Strategic Prospecting
Research target accounts, buying groups, and stakeholder roles across brand, digital, media, procurement, and innovation.
Personalize outreach using account priorities, industry trends, competitive signals, and external triggers.
Build and manage prospect lists aligned to ICPs, vertical focus areas, and ABM strategies.
Expand outreach within accounts by identifying and engaging additional relevant stakeholders.
Key Outcome: Drive Event‑Led Pipeline, Reporting Excellence & Brand Representation
Support pre‑ and post‑event prospecting for industry events (e.g., HLTH, Digital Pharma East, ANA, Brand Innovators).
Own post‑event follow‑up to convert event engagement into qualified meetings and pipeline.
Maintain disciplined CRM hygiene in HubSpot, tracking outreach, stage progression, themes, and insights.
Represent Butler/Till with professionalism and purpose, ensuring prospects experience the agency as credible, organized, and relevant.
Other Responsibilities
Develop a strong understanding of prospective industries and needs.
Maintain consistent outreach with professionalism and resilience.
Communicate clearly and effectively across channels.
Proactively identify and pursue new engagement opportunities.
Build early‑stage relationships that support long‑term growth.
Maintain accurate, well‑organized CRM records and priorities.
QUALIFICATIONS
REQUIRED
3-5 years of experience in sales development, business development, or client-facing communication roles.
Strong written and verbal communication skills; able to craft compelling outreach.
Familiarity with CRM and engagement tools (HubSpot, Salesforce, Outreach, etc.).
Strong research and analytical mindset, able to understand organizations and buying groups.
Self‑motivated with strong time management and prioritization skills.
Comfortable with consistent outreach across multiple channels.
PREFERRED
Experience in marketing, media, healthcare, advertising, or professional services.
Background supporting enterprise‑level accounts or multistakeholder sales cycles.
Experience contributing to ABM programs.
Familiarity with agency environments, procurement processes, or B2B marketing.
CORE COMPETENCIES
CUSTOMER FOCUS/CLIENT INTIMACY: seeking to understand client business challenges
eeds and delivering continuous value to our clients
COLLABORATIVE: working with teams and across the organization with ease
OWNER AGILITY: able to continuously learn and quickly adapt to changing circumstance
RESULTS DRIVEN: accepts accountability to deliver business outcomes, even under changing circumstances. Delivers on commitments
DISCIPLINED: Thinks, plans, and prioritizes work on an ongoing basis, plans and aligns with key team members before acting
WORK ENVIRONMENT & PHYSICAL DEMANDS The work environment and physical demands characteristics described here are representative of those an employee encounters while performing the essential functions of this job, typically in an office setting or in a home office. An employee in this role may be in a stationary position, often standing or sitting for prolonged periods and using office equipment and computers. The noise level in the office environment is usually moderate. (I.e., business office with computers and printers, light foot traffic, etc.). Reasonable accommodation may be requested to enable individuals to perform the essential functions.
Commitment to Diversity, Equity, Inclusion and Belonging Our dedication to Diversity, Equity, Inclusion, and Belonging (DEIB) is a cornerstone of our culture. We believe that the diversity and inclusivity of our workforce are sources of strength. As you become part of our community, you'll discover that we are dedicated to creating a positive impact, not only for our clients but also for the communities where we live and work.
EEO DISCLAIMER Butler/Till is an Equal Opportunity Employer to all employees and applicants and prohibits discrimination and harassment of any kind without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
COMPENSATION Butler/Till is committed to providing pay transparency of our compensation philosophy and ensuring equitable pay practices for our employee owners. The compensation range for this position is $50,000-$79,000 and represents the annual salary range in Rochester, NY. Base pay offered may vary depending on multiple individualized factors, including location, skills, and experience.
This is just one component of Butler/Till’s total compensation package for employee owners. The total compensation package for this position may also include other elements, including ESOP (employee stock ownership plan), an annual bonus, in addition to a full benefits package, and paid time off benefits, including 100% paid parental leave. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.
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SUMMARY The Business Development Specialist is the front line of Butler/Till’s growth strategy responsible for translating market signals, campaign engagement, and account intelligence into qualified enterprise conversations.
This role operates at the intersection of demand generation, account-based marketing, and executive engagement, shaping how Butler/Till shows up to the market and where we choose to compete.
The ideal candidate is equal parts researcher, strategist, and connector, capable of engaging senior stakeholders, orchestrating thoughtful outreach, and contributing meaningful insight back into the business. Success is measured not only by meetings generated, but by quality pipeline creation, market intelligence, and contribution to strategic growth priorities.
KEY OUTCOMES & RESPONSIBILITIES Key Responsibilities
Conduct targeted outbound outreach to priority accounts across healthcare, multi‑location, and related verticals.
Convert MQLs from demand generation programs into high‑quality discovery conversations.
Maintain consistent activity across email, phone, social, events, and partner channels.
Meet or exceed monthly goals for outreach volume, conversations, and qualified meetings.
Key Responsibilities
Partner closely with Demand Generation to align outbound efforts with active campaigns, events, and content themes.
Execute timely and relevant follow‑up for webinars, conferences, ABM programs, POVs, and events.
Share real‑time feedback on prospective objections, engagement patterns, and messaging effectiveness.
Contribute frontline insights to continuously improve messaging and campaign performance.
Key Outcome: Accelerate Account‑Based & Strategic Prospecting
Research target accounts, buying groups, and stakeholder roles across brand, digital, media, procurement, and innovation.
Personalize outreach using account priorities, industry trends, competitive signals, and external triggers.
Build and manage prospect lists aligned to ICPs, vertical focus areas, and ABM strategies.
Expand outreach within accounts by identifying and engaging additional relevant stakeholders.
Key Outcome: Drive Event‑Led Pipeline, Reporting Excellence & Brand Representation
Support pre‑ and post‑event prospecting for industry events (e.g., HLTH, Digital Pharma East, ANA, Brand Innovators).
Own post‑event follow‑up to convert event engagement into qualified meetings and pipeline.
Maintain disciplined CRM hygiene in HubSpot, tracking outreach, stage progression, themes, and insights.
Represent Butler/Till with professionalism and purpose, ensuring prospects experience the agency as credible, organized, and relevant.
Other Responsibilities
Develop a strong understanding of prospective industries and needs.
Maintain consistent outreach with professionalism and resilience.
Communicate clearly and effectively across channels.
Proactively identify and pursue new engagement opportunities.
Build early‑stage relationships that support long‑term growth.
Maintain accurate, well‑organized CRM records and priorities.
QUALIFICATIONS
REQUIRED
3-5 years of experience in sales development, business development, or client-facing communication roles.
Strong written and verbal communication skills; able to craft compelling outreach.
Familiarity with CRM and engagement tools (HubSpot, Salesforce, Outreach, etc.).
Strong research and analytical mindset, able to understand organizations and buying groups.
Self‑motivated with strong time management and prioritization skills.
Comfortable with consistent outreach across multiple channels.
PREFERRED
Experience in marketing, media, healthcare, advertising, or professional services.
Background supporting enterprise‑level accounts or multistakeholder sales cycles.
Experience contributing to ABM programs.
Familiarity with agency environments, procurement processes, or B2B marketing.
CORE COMPETENCIES
CUSTOMER FOCUS/CLIENT INTIMACY: seeking to understand client business challenges
eeds and delivering continuous value to our clients
COLLABORATIVE: working with teams and across the organization with ease
OWNER AGILITY: able to continuously learn and quickly adapt to changing circumstance
RESULTS DRIVEN: accepts accountability to deliver business outcomes, even under changing circumstances. Delivers on commitments
DISCIPLINED: Thinks, plans, and prioritizes work on an ongoing basis, plans and aligns with key team members before acting
WORK ENVIRONMENT & PHYSICAL DEMANDS The work environment and physical demands characteristics described here are representative of those an employee encounters while performing the essential functions of this job, typically in an office setting or in a home office. An employee in this role may be in a stationary position, often standing or sitting for prolonged periods and using office equipment and computers. The noise level in the office environment is usually moderate. (I.e., business office with computers and printers, light foot traffic, etc.). Reasonable accommodation may be requested to enable individuals to perform the essential functions.
Commitment to Diversity, Equity, Inclusion and Belonging Our dedication to Diversity, Equity, Inclusion, and Belonging (DEIB) is a cornerstone of our culture. We believe that the diversity and inclusivity of our workforce are sources of strength. As you become part of our community, you'll discover that we are dedicated to creating a positive impact, not only for our clients but also for the communities where we live and work.
EEO DISCLAIMER Butler/Till is an Equal Opportunity Employer to all employees and applicants and prohibits discrimination and harassment of any kind without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
COMPENSATION Butler/Till is committed to providing pay transparency of our compensation philosophy and ensuring equitable pay practices for our employee owners. The compensation range for this position is $50,000-$79,000 and represents the annual salary range in Rochester, NY. Base pay offered may vary depending on multiple individualized factors, including location, skills, and experience.
This is just one component of Butler/Till’s total compensation package for employee owners. The total compensation package for this position may also include other elements, including ESOP (employee stock ownership plan), an annual bonus, in addition to a full benefits package, and paid time off benefits, including 100% paid parental leave. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.
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