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Business Development Representative
2 months ago
SUMMARY OF POSITION:
The Business Development Representative (BDR) is responsible for incremental development of qualified sales pipeline through prospecting, qualifying, and generating new sales leads to support the Account Executives. This will include identifying and developing new business prospects from multiple sources, including inbound marketing leads, prospect lists, social media, discovery and individual research, as well as running targeted campaigns within vertical markets. The BDR will evaluate customer needs, understand their business problems and identify i3 solutions that meet those needs and solve those problems. The BDR will have the opportunity to travel nationwide, attending trade shows to generate leads. From these firsthand learning experiences, the BDR will further develop their communication skills, gain solid sales expertise and help our sales team meet our corporate sales goals. The success of this role will be measured by meetings established, sales-qualified leads, incremental pipeline value, and ultimately pipeline closures.
ESSENTIAL DUTIES & RESPONSIBILITIES:
• Convert Marketing Qualified Leads into Sales Qualified Opportunities to support sales goals and corporate objectives.
• Follow up on leads and conduct research to identify potential prospects.
• Meet and exceed quarterly targets including lead qualification, lead referral, lead nurturing and forecast goals.
• Build and maintain relationships with prospects via email, phone and social channels identifying key buying influencers within the prospects to determine budget and timeline.
• Manage data for new and prospective clients in Salesforce, ensuring all communications are logged, information is accurate, and documents are included.
• Prepare and analyze sales pipeline reports and dashboards.
• Work directly with Account Executives and the i3 marketing team to collaborate on sales and marketing strategies and campaigns.
• Develop and maintain a mastery of relevant i3 products and services to generate interest in i3 solutions.
• Acquire and integrate industry knowledge related to general trends, emerging technologies and competitors.
• Create and deliver product or industry-related presentations at various i3 customer and prospect events
MINIMUM QUALIFICATIONS (EDUCATION AND EXPERIENCE):
The successful candidate must have:
• Relevant education and experience in solution selling of enterprise software technologies.
• Strong customer relationship skills and the ability to interact and communicate with individuals at all levels in an organization.
• Outstanding written/verbal communication skills with the ability to present to both small and large audiences.
• Ability to excel in a team environment which emphasizes total cooperation and mutual respect.
• Patience and ability to work in a small company environment.
• Communication: Ability to effectively present information and respond to questions from prospects, Account Executives, Managers, customers, and the public. Ability to listen, get clarification and respond to questions. Ability to write reports and business correspondence. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Customer Targeting: Ability to identify prospective customers during various stages of the sales process and perform an opportunity analysis to prioritize potential for conversion.
• Lead Nurturing: Ability to build rapport with prospective customers at various stages of the sales process and assess lead opportunities with highest opportunity for conversion.
• Reasoning: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Analytical: Ability to interpret customer business needs and translate them into the application and operation requirements. Perform periodic reviews of conversion versus drop off rates to course correct and improve campaign effectiveness.
PREFERRED QUALIFICATIONS (EDUCATION AND EXPERIENCE):
• BA/BS degree or equivalent business experience.
• An understanding of corporate finance and ROI practice.
• Working knowledge of solution selling and Challenger methodologies.
• Experience with Salesforce is preferred.
PHYSICAL DEMANDS AND WORK ENVIRONMENT:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.
While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands or fingers, handle or feel objects, tools, or controls. The
employee is occasionally required to stand; walk; sit; and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus. The noise level in the work environment is usually low to moderate.
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.
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