Business Development Representative | Remote | Nationwide

Chronicle Heritage is a solution-driven heritage consulting firm that emphasizes supporting clients' needs through innovative cultural resource management. The Business Development Representative (BDR) will be responsible for generating new clients, conducting market research, and filling the sales pipeline with quality leads while collaborating with the sales team to meet revenue targets.

Responsibilities:

• Generate new clients through researching, cold calling and networking within a defined market
• Maintain a high level of expertise on Chronicle Heritage’s cultural resources industry solutions
• Collaborate with colleagues to exchange information such as selling strategies and marketing information
• Support all lead generation campaigns executed by the Marketing Department
• Access, research, and qualify leads, which include:
• Existing Marketing Qualified Leads (MQLs)
• New markets and account opportunities
• Exceed opportunity goals through consistent follow up and messaging. Quickly identify prospect needs and execute core messaging to increase sales velocity of qualified leads
• Email and cold call potential customers within territory
• Prospect social sites (e.g., LinkedIn), as well as business directories (e.g., Hoovers, ZoomInfo) and other venues
• Identify decision makers within customer’s organization
• Research potential customers’ business and service needs
• Plan approaches and pitches
• Follow established cadence for daily outreach
• Make 50+ outreach attempts per day (estimate.)
• Once contact is made:
• Conduct prospect needs analysis
• Recommend and negotiate appropriate Chronicle Heritage services/products
• Qualify prospective customers through targeted questioning using BANT qualification criteria
• Handle objections, using variety of styles to persuade and/or negotiate
• Lead Conversion
• Convert MQLs to Sales Accepted Leads (SALs. collaborate primarily with AEs to schedule prospect calls
• Access multiple databases
• ZoomInfo
• Social Media (LinkedIn, Twitter)
• Marketing automation system (HubSpot)
• CRM system (Salesforce)
• Record accurate data in Salesforce
• Maintain organized pipeline and activity records in Salesforce
• Relationship Management
• Assist Sales Department and collaborate with Marketing Department in devising campaigns as needed
• Establish strong working relationship with AEs to better understand Chronicle Heritage’s value proposition
• Performs other duties as assigned

Requirements:

• High school diploma required
• 2+ years of relevant phone selling experience
• Excellent verbal and written communication skills
• Proficiency with Microsoft Office Suite Applications (Word, Excel, PowerPoint, Outlook, Project)
• Prior experience in the CRM (Cultural Resource Management)/Archaeology or A&E industry
• Prior experience vetting RFPs
• Bachelor's degree
• Knowledge of regulatory environment with Environmental or Cultural Resources Mgt. background
• Knowledge of Salesforce and Marketing Automation tools
• Capable of quickly learning service offerings and products to communicate company's value proposition to potential customers. Demonstrates effectiveness in linking services to potential customer needs
• Results-oriented mindset, with ability to achieve sales objectives and targets
• Capable of in-depth research and ability to prospect new account opportunities
• Persistent, self-disciplined, confident, competitive, and organized
• Comfortable in cold-calling and managing resistance and pushback from prospects. Demonstrates active listening skills
• Ability to work well in fast-paced environment