Business Development Representative :The Lake Companies

Banyan Software, a rapidly growing enterprise software company, is seeking a Business Development Representative to generate qualified opportunities for their product portfolio. The role focuses on engaging discrete manufacturers through research-driven outreach and structured multi-touch sequences to support the company's growth plan.

Responsibilities:

• Pipeline Generation (Infor SyteLine / CSI + Lake Companies Products)
• Identify, research, and prioritize target accounts and buying personas within discrete manufacturing organizations
• Execute structured outbound prospecting (calls, emails, social outreach, and sequences) to generate new meetings and opportunities for both Infor SyteLine/CSI and Lake product solutions
• Tailor messaging to common manufacturing drivers (on-time delivery, schedule adherence, inventory accuracy, labor efficiency, quality, plant visibility, costing/margins, and systems integration)
• Qualification and Opportunity Creation
• Conduct discovery conversations to confirm fit, urgency, and potential value; capture clear problem statements and desired outcomes
• Qualify prospects using a consistent framework (e.g., needs, timeline, stakeholders, current system landscape, and ability to act) and determine the right path: ERP evaluation, ERP upgrade/modernization, add-on solution, or services
• Set high-quality meetings with the appropriate sales resource, ensuring agenda, stakeholders, and next steps are confirmed
• Account Intelligence and Collaboration
• Build account plans for priority targets: company context, manufacturing model, tech stack, ERP environment, and relevant triggers (growth, acquisitions, leadership changes, compliance, plant expansion, system pain)
• Partner with Marketing on campaign follow-up, event/webinar leads, and content-driven outreach to improve conversion rates
• Coordinate with sales and solution resources to refine talk tracks, identify vertical plays, and continuously improve messaging and targeting
• Process, CRM Discipline, and Performance
• Maintain accurate activity, contact/account data, sequencing, and opportunity notes in the CRM
• Track performance against activity and outcomes metrics (activity volume, conversations, conversion rates, meetings set, opportunities influenced)
• Learn and consistently apply The Lake Companies’ sales process, qualification standards, and brand/voice guidelines
• Market Learning and Continuous Improvement
• Stay current on manufacturing trends and common challenges in discrete manufacturing environments
• Develop proficiency in the value proposition for SyteLine/CSI, Lake Companies products, and associated services so you can communicate relevance early and confidently
• Actively participate in coaching, call reviews, and enablement to improve effectiveness and results over time

Requirements:

• 1–3+ years of outbound sales development, inside sales, or lead generation experience (B2B preferred)
• Demonstrated success booking meetings and creating qualified pipeline through phone, email, and social outreach
• Experience selling or supporting sales in manufacturing, ERP, industrial software, or operational/IT solutions is strongly preferred
• Practical understanding of discrete manufacturing environments and common operational workflows (production planning/scheduling, inventory, shop floor execution, quality, costing, and delivery performance)
• Ability to translate manufacturing pain points into relevant business conversations with operations, supply chain, finance, and IT stakeholders
• Strong communication skills—able to be clear, concise, credible, and customer-oriented in writing and live conversations
• Comfortable initiating conversations with senior stakeholders and navigating multiple personas (Operations, Plant leadership, Supply Chain, Finance, IT)
• Strong discovery and listening skills; able to ask thoughtful questions and capture meaningful notes
• Organized and process-driven with high attention to detail in CRM hygiene and follow-up
• Coachable and motivated; responds well to feedback, practice, and continuous improvement
• Experience with CRM and sales engagement tools (or strong ability to learn quickly)
• Ability to manage a structured daily prospecting cadence and maintain consistent activity
• Strong research skills for account targeting and personalization
• High integrity and professionalism; represents the company well in every interaction
• Resilient and persistent—comfortable with ambiguity, rejection, and iterative improvement
• Team-oriented mindset with a willingness to collaborate across Sales, Marketing, and pre-sales