Business Development Representative

Richardson Sales Performance is the global leader in sales training and performance improvement. The Business Development Representative will play a crucial role in developing and growing the sales pipeline by identifying new contacts and opportunities, establishing outreach strategies, and nurturing leads until they are ready for senior account directors.

Responsibilities:

• Research and understand market and industry trends to ensure messaging aligns with current goals and challenges of Richardson’s target personas and customers
• Identify what accounts are currently in a buying cycle and ensure outreach reflects their current stage of the buying journey
• Build out target lists of contacts for named accounts, maintain and update active contact records
• Use sales and marketing tech stack to access intent data to build personalized messaging for named accounts and prioritize outreach efforts
• Build and implement outbound campaigns into named accounts using sales tools
• Develop and maintain data hygiene processes with best practices regarding contact and lead management
• Maintain up-to-date contact information for key alumni decision makers; build campaigns for key decisions makers as they move to new target organizations
• Demonstrate Value: Promotes and sells Richardson’s value proposition to new and inactive prospects and inbound marketing leads. Initiates and manages follow-up for prospective buyers utilizing proven nurturing strategies; research and finds new contacts to generate interest and build new outreach campaigns; contacts and generates interest from prospects attained through marketing campaigns or BDR outreach
• Maintain Persistence in Pursuit: Must maintain a high activity level with current prospects via telephone, email, social networking, and other modes of communication as appropriate; the use of new tech stack platforms to access intent data to build campaigns is key in this role
• Research & Document: Adheres to established sales and marketing activity requirements including maintaining current records, contacts and activities/opportunities using our CRM system (SalesForce.com) and sales engagement platform Gong. Must be able to distill conversations into concise and meaningful information to provide a roadmap of details for our sales team to follow. Will also engage in additional research and qualifications of leads in order to make the best impact (online research and vetting, etc.) Must stay informed of our competitors’ activities and the evolving landscape of the sales training market
• Collaborate: Prepare sales organization for productive conversations with qualified leads; utilize deep knowledge of our existing client base – broadly speaking and intricacies of our most prosperous client relationships; maintain a deep understanding of Richardson’s solutions, product team and client service team operations, and be able to condense and express our thought leadership on selling and training. Partner with salespeople to ensure targeted outreach and cohesive strategy for new business development
• Create a Feedback Loop: Provides reports on results and strategy to Business Development Team Lead on a regular basis and provides the team with impressions about effectiveness of campaigns via responses to outreach

Requirements:

• 2-4 years of account executive/inside sales experience with the proven ability to sell business-to-business or professional services solutions (such as training, consulting, or recruiting services.)
• Bachelor's Degree in Sales/Marketing preferred; equivalent work experience could be substituted
• Proficient in using marketing and sales tech stack: Salesforce, Gong, Zoominfo
• Excellent organizational, written and verbal communication skills required
• Strong business acumen; must be able to carry conversations with all levels of prospect contacts including C-Suite (Sales Enablement, Sales, SVPs, Directors, etc.)
• Passion for selling and engaging in high-value conversations for prospects
• High attention to detail required
• Strong research and preparation skills required
• Ability to manage multiple responsibilities and tasks and manage time effectively
• Ability to be self-directed and autonomous with work activities is required
• Aptitude towards collaboration and teamwork required, experience collaborating with marketing preferred
• Eligible for quarterly bonuses, as this is not a commissioned position
• Salary range will be dependent on experience
• Candidates based in the Central or Eastern Time zones are strongly preferred to best support our global seller community