Sales Development Representative I, II or III
3 months ago
The Sales Development Representative I is responsible for learning and leveraging company value propositions to develop a personal sales strategy, which focuses on the acquisition of net new volume and margin growth of Mansfield’s portfolio of product lines and services. Net new business is gained through strategic co-selling into Mansfield’s existing account base. Success against this objective will be measured using volume, gross margin, and performance of assigned business development metrics. Success in excess of predetermined metrics will provide employee with opportunity to advancement to sequential roles.
Responsibilities
Knowledge Acquisition
Develop industry knowledge through formal and informal training channelsGain and display proficiency in Product Line knowledge through trainings and cross-channel sales collaborationLeverage knowledge and experience of Sales Managers, Colleagues, and Product Line Specialists to refine sales acumenConvey eagerness and aptitude to learn while completing daily job functions and assigned trainingsScale functional knowledge in role competencies to attain opportunity for role advancementDevelop Net New Business Opportunities
Leverage gained industry and company knowledge to develop and implement effective sales strategyLeverage partnership of Strategic Account Executives to sell into existing accountsPerform aggressive lead generation, due diligence, and cold calling to continuously develop a pipeline of leadsCollaborate with Sales Management to define activity metrics that support goal achievementEngage and qualify business leads and to set appointments with the support of applicable team members (Sales Management, Product Line Specialists, or additional C&I Sales Team members)Utilize product knowledge to provide technical assistance to customers and assist them in identifying and qualifying to meet their needsConvey the value of Mansfield’s services and product offering as it relates to customers unique needsMake formal and informal sales presentations with support of Sales and Product Line ManagementCollaborate with Management to prepare sales proposals to prospect or customer based on knowledge of company’s operational capacity and established ROI thresholdsOpen, negotiate, and close business development deals with Management supportProgress towards capability to complete these tasks independentlySales Performance
Meet or exceed sales and margin budget goals and market plansExceed annual quota to attain opportunity for role advancementEquivalent to the employee’s total cost to the organizationAchieve or exceed customer call targets via the telephone and other means of electronic communicationConsult Sales Management if prospecting cadence is not yielding results in line with quota achievementPropose new cadence to Sales Management and collaborate to execute new strategy to improve resultsKeep management informed by conducting pipeline reviewsSales Administration
Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) SystemDevelop a strong pipeline in CRM to support growth targets for book of businessManage CRM pipeline of prospects and execute daily contact within the system; create and maintain strong sales pipeline with detailed information as to number of potential and qualified prospects/opportunities, status, and next stepsMaintain regular cadence of pipeline reviews with Sales Management and paired Strategic Account Executives In close collaboration with Sales Management, prepare bids and/or proposals for net new business opportunitiesSubmit price request forms, POT forms, etc. to facilitate the pricing and addition of new customer sites, products, or servicesWork with Deal Desk to ensure maximum profitability Respond to the needs of internal and external customers with sense of urgency and commitment to follow upAccount Transition
Work closely with sales and Customer Relationship Managers to ensure smooth on-boarding of net new business Develop and maintain account plans to identify and monitor opportunities; plans include but are not limited to assessment of current state of account, share of wallet, competition within the vertical, key decision makers, overall fuel budget, issues/pain points within the opportunity and within the customer's marketplace and action plan to optimize spend potential throughout assigned account.Coordinate with Operations Teams to ensure customer pricing and data is accurate within MOC’s systems Collaborate with Sales Support Team (Strategic Account Executive, Customer Relationship Manager, Sales Manager etc.) to ensure smooth transitionPosition Requirements
Formal Education & Certification
Bachelor’s degree from a four-year college or university requiredDegree in business, marketing, sales, or related fieldSales concentration preferredKnowledge & Experience
Microsoft Office Suite proficiency required (Word, Excel, PowerPoint & Outlook)Microsoft Dynamics experience preferredPresentation and formal proposal skillsExcellent communication and organizational skillsAble to utilize latitude given within job parameters to make independent decisions Ability to handle multiple tasks and work well under pressure to meet deadlinesSales experience preferredCold-Calling experience preferredQualifications & Characteristics
Tenacity for overcoming challenges Self-starter; self-motivated; sense of urgency; personable; extroverted personality; well organized; ability to achieve goals; ability to focus and pay attention to detailAbility to work with little supervision and effectively use problem solving skillsMust have strong interpersonal, oral, and written communication skillsAbility to multi-task, analytical and problem-solving skills Ability to build relationships and manage new and existing accountsPassionate & strong desire to winWork Environment
40-hour hybrid work week once training is completed (3 days in office, 2 days remote)This role is based at the corporate office in Gainesville, GASitting for extended periods of timeDexterity of hands and fingers to operate a computer keyboard, mouse, and other computer componentsAvailability to travel up to 25%All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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