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Business Development Representative - Inbound

ABM Industries • Dunwoody, GA, US • 3w ago

Overview

Primary Job Responsibilities:

Customer Relationship Management: Develop and maintain strong relationships with new customers, serving as the initial main point of contact to ensure satisfaction and address inbound inquiries via calls and webforms. Use Salesforce to track and manage customer interactions, maintain comprehensive records, and promote database hygiene through regular maintenance activities.
Inbound calls: Remain available to accept 20-30+ inbound inquiries a day.
Sales Opportunity Generation: Build and nurture prospect relationships by performing needs assessments to identify pain points. Respond promptly to inquiries via phone and email and use Salesforce to prioritize and track opportunities as they move through the sales pipeline.
Customized Messaging and Outreach: Create tailored messaging, including email templates, call scripts, etc., to address prospects' needs, conducting 30 communication touchpoints daily (inbound, outbound, and email) to prospects.
Product and Service Promotion: Present company products and services to potential clients, effectively communicating value propositions to drive sales. Track customer engagement using Salesforce to tailor follow-ups and communication strategies.
Lead Development and Qualification: Develop, educate, and qualify inbound leads within targeted markets, researching accounts to identify key players and generate interest. Stimulate opportunities and pass well-qualified leads to sales teams, ensuring they are fully informed for further development and follow-up.
Collaboration: Partner with outside sales representatives to create and execute targeted outbound campaigns, utilizing Salesforce data to identify high-potential prospects, while ensuring seamless communication and alignment with field sales and operations teams to address client needs effectively.
Reporting and Documentation: Maintain accurate records of all sales activities, customer interactions, and pipeline status in Salesforce. Familiarity with generating reports and using dashboards to track progress against key performance indicators (KPIs).
Continuous Improvement: Stay informed about industry trends, competitor activities, and product knowledge to continuously improve sales techniques and strategies. Develop and increase industry/product knowledge to effectively position solutions across multiple vertical segments.
Quota Achievement: Consistently achieve sales-qualified lead quotas to support revenue objectives.

Required Skills

Education: BA/BS degree preferred but not required.
Experience: 1-2 years in Sales Development or Lead Generation role preferred but not required.
Sales & Communication: Strong selling instincts, excellent written/verbal communication, and relationship-building skills. Positive and energetic phone demeanor, excellent listening skills, and the ability to create tailored messaging.
Organization & Adaptability: Highly organized, detail-oriented, and adaptable to changing priorities in a fast-paced environment. Ability to multi-task, prioritize, and manage time effectively.
Collaboration & Initiative: Team player with a proven ability to meet or exceed sales-qualified lead quotas. Motivated, persistent, and driven to succeed, with a self-starting attitude and strong work ethic.
Technology Proficiency: Skilled in Salesforce and CRM tools; familiarity with automated outreach tools and marketing automation software (e.g., Marketo) is a plus.
Problem Solving & Ethics: Excellent problem-solving abilities and a high standard of ethics and integrity in all interactions.
Market Knowledge & Performance: Ability to research accounts, identify key players, and continuously learn industry trends to drive results. Track record of successfully following up on leads and meeting/exceeding targets.