Business Development Representative

Overview:

Here at Discount Tire, we celebrate the spirit of our people with extraordinary pride and enthusiasm. Our business has been growing for more than 60 years and now is the best time in our history to join us. We are opening more locations every year and we are always looking for qualified individuals to join us in our growth. We are a company that promotes from within, both in our retail and corporate operations.

The Business Development Representative drives new customer acquisition through coordination and support of structured selling for our comprehensive fleet maintenance software-as-a-service (SaaS). The Business Development Representative (BDR) is responsible for customer facing engagement on the top-end of our sales funnel (from lead generation to product demo completion). The BDR will primarily focus on customer qualification, product demo coordination, confirmation, attendance, and execution. The BDR is delivers a best-in-class inviting, easy, & safe customer experience to a wide scope of prospective customers (ranging from local fleets to mid-market), while working in close collaboration with the Strategic Sales Manager (SSM), and Customer Success Team (CSS).

Essential Duties and Responsibilities

• Structured lead management for top-end of sales funnel: BDR will be responsible for the success of any identified lead from referral/generation to product demo completion.
• Verify prospect qualification, interest level, needs, and fit
• Verify product demo scheduling & commitment ("Set")
• Maintain a clean product demo schedule, coordinating daily with SSM & CSS team
• Maintain a high product demo attendance rate ("Sit")
• Curate a seamless customer handoff from lead generation to Strategic Sales Manager or Customer Success introduction
• The Business Development Representative should demonstrate strong capabilities in consultative selling (Discount Tire Fleet CES) this includes but is not limited to asking qualifying questions, listening, and identifying both perceived and acute customer needs. The BDR should actively encourage non-decision makers to involve key leadership early in the process, ensuring a smoother path to closing deals.
• The BDR must effectively assess whether a company is a strong top-of-funnel match for our current product capabilities, ensuring that leads meet the necessary qualifications before advancing in the sales process.
• The role requires strong objection-handling skills to navigate concerns, reinforce the value proposition, and secure a clear commitment from potential customers during initial conversations that they will attend the meeting with a clear need.
• This role demands a high level of coachability, as the BDR will receive ongoing feedback and must continuously refine their approach to improve sit rates. Analyze the feedback of Our Customers, Our People, and competitor activities to identify opportunities for growth.
• This role requires the ability to improvise and possibly find additional contacts in unconventional ways, such as updating contact information in Salesforce from social media platforms or other public forums after taking the initiative to verify accuracy
• Support Our People, specifically the BDR should have strong capability in working cross-functionally with the department. Specific examples include FAMS & FSM teams, in efforts to increase qualified, high-quality leads and partnership with the Program Manager to enhance & pivot our product offering as needed.
• Gathers, tracks and reports attainment of Key Performance Indicators (KPIs) to upper management. This may include, but is not limited to (Qualification scores, Set/Sit rates, and Close/Transact rates)
• Other duties as assigned

Qualifications

• This position requires a minimum of two years account management or B2B sales experience.
• Proficient in Microsoft Office, including TEAMS, Bookings, Outlook, Word, and Excel is needed.
• Proficiency in Salesforce/CRM use is required.
• Candidate must possess strong customer-facing skills, both on the phone and on camera (TEAMS).
• Excellent internal communication and interpersonal skills are needed including the ability to communicate cross-functionally within all teams of the Fleet Department.
• Must be highly organized, extremely detail oriented with the ability to perform in a fast-paced, goal oriented, and time sensitive environment.

Educational Requirements

• Bachelor's degree in business (or equivalent career experience) is preferred
• Professional certifications are a plus

Normal work days are Monday through Friday. Occasional Saturdays and Sundays may be necessary.

Work Hours

Normal work hours are 7:30 a.m. to 4:30 p.m. Additional hours may be necessary.

Discount Tire provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local law.