Business Development Representative

Role Overview

• Proactive Outbound Lead Generation: Identify unseen opportunities in new, competitive, and existing accounts and facilitate interactions with key prospects to drive organic growth.
• Develop Target Account Growth and Penetration Strategies: Work with the sales team to grow business in targeted accounts via data analysis, campaigns and direct interaction with key decision makers.
• Optimize Inbound Lead Quality: Increase velocity of lead intake and qualification.
• Process incoming prospects from Marketing to build a robust pipeline of Marketing Qualified Leads (MQLS).
• Determine which leads need to be nurtured and which are “hot,” and require immediate attention.
• Cultivate Relationships with Key Decision Makers: Identify and follow key decision makers at target companies, nurture relationships, and build opportunities for the sales team to present solutions.
• Provide the information and answers prospects need to build trust, increase brand awareness, and maintain a connection until they are ready to make a purchase.
• Prioritized Pipeline Growth: Work with Market Development Directors (MDDs) to develop a list of top accounts in each vertical.
• Categorize by Existing, Engaged and Develop. Proactively research and nurture the Engaged and Develop accounts.
• Spot opportunities for quick wins.
• Act as conduit for Voice of Internal Customer (VOIC) from Sales to Marketing.
• Communicate content needs and drip campaign ideas to facilitate lead generation and marketing automation.
• Identify and address challenges to improve Sales efficiency.
• Research target accounts’ business issues and goals to offer appropriate business solutions.
• Provide actionable data and intelligence to help the sales team drive outcomes.
• Proactively collect competitive intelligence insights about customer priorities and future ambitions and share with internal customers.
• Identify key industry events that would result in lead generation.
• Define and implement territory development plans in conjunction with assigned Account Manager(s).
• Proactively update Salesforce with new account information, competitive insights, and key contacts at target accounts.

Requirements

• Business or Marketing degree with technical understanding or engineering background
• 3+ years of successful B2B sales experience, preferably in industrial automation, material handling, logistics, e-commerce, supply chain, grocery, food & beverage or general merchandise
• Working knowledge of Salesforce.com
• Hunter sales mentality
• Excellent verbal and written communications, and presentation skills.
• A keen sense of ownership, drive, and creativity is a must
• Ability to travel for sales meetings

Tech Stack

• SFDC

Benefits

• Career Development
• Competitive Compensation and Benefits
• Pay Transparency
• Global Opportunities