Sales Development Representative

Description

Reporting to the SVP & GM, US Northeast & Canada Region, the Sales Development Representative will primarily be responsiblefor supporting the Business Development Director(s) in developing new business with newclients in the assigned territory. The purpose of the position is to achieve and exceed gross profit targets by supporting Business Development Director in sourcing new business in the territory, through consultative selling and targeting of new business prospects, and supporting the sales process through tactical and administrative tasks.

Essential Job Duties and Responsibilities:

Business Development

• Research market using ZoomInfo, LinkedIn and other available resources to identify potential customers forproducts and services.
• Initiating contact with potential customers through cold-calling or responding to inquiries generated from advertisements.
• Creating relationships with customers to identify their potential needs and qualify their interests and viability to drive sales.
• Presenting product information to customers once their needs are identified.
• Moving solid leads through the marketing funnel, connecting them to Business Director, and arranging in-person meetings, emails, or phone calls.
• Leading client discussions for certain engagements as directed by the Business Development Director.
• Following up with potential customers who expressed interest but did not purchase.
• Collaborating with Business Development Director to ensure the company's goals and targets are met.
• Representing International SOS at regional industry related events (e.g., GBTA, RIMS, SHRM, etc.)

SalesForce.com

• Ensure real time update of all client related activities for assigned territory into Salesforce.com including performing the following activities:
• Managing the sales pipeline, from the start of all engagements with prospects/clients, timely updating any changes (i.e. stages, competitors and resolution causes for WON and LOST opportunities) for assigned territory.
• Tracking of all activities/points of contact with prospects/clients, providing detailed information on what was discussed/decided and on exchanged documents.
• Ensuring that all owned records for assigned territory (accounts, contacts, opportunities, etc.) are timely and accurately updated

General Responsibilities

• Continually evaluate progress within the market segment against pipeline objectives, revenue and profit targets and client plans.
• Ensure the professional standard of all written client proposals, tender documents and communication is adhered to, in line with company standards and pricing procedures.

Internal

• Manage the implementation of new business won, to ensure that all administrative, operational and financial activities are in place to ensure high levels of service to clients.
• Work with the Business Development Director and Marketing Manager to increase awareness of the Company’s products and services through conferences and symposiums as appropriate.
• Liaise with the Operations colleagues, other specialists, the Commercial Desk and Legal Teams, as appropriate, during the sales process.
• Report on activities and performance (and review with management) as requested.
• Prepare and submit annual and quarterly objectives.

Qualifications:

Required Skills and Knowledge

• Strong relationship building skills. A natural networker with the ability to map out key account plans and effectively up sell into current accounts together with establishing a pipeline of new client prospects.
• Well-developed influencing and negotiating skills with the ability to motivate and influence internal andexternal clients to commit to buy and the drive to close sales.
• Good strategic thinker with strong planning and organization skills who has the experience to develop solutions by adopting a consultative sales approach.
• Excellent time management skills with the ability to successfully manage numerous projects simultaneously, including activity planning and pipeline management.
• Strong individual who can work autonomously and within a team to deliver results.
• Ability to research and successfully gather all the required / relevant information relating to a client, prospect and/or individual/contact to support each stage of the sales process.
• Excellent numeric, written, oral communication and presentation skills.
• Computer literate (MS Word, Excel, PowerPoint and CRM applications).
• Cultural sensitivity and awareness. Ability to work in a multi-lingual, multi-cultural environment where collaboration is the norm
• Ability to objectively assess own performance and implement self development plans

Required Work Experience

• Two or more years of experience in sales
• Strong communication skills via phone and email
• Proven, creative problem-solving approach and strong analytical skills
• Strong desire and ability to move up within a sales organization

Required Qualifications

• Educated to University level

Required Languages

• Ability to communicate in English fluently (oral and written) an absolute must.
• Ability to speak Spanish (oral and written) is an advantage.

Travel / Rotation Requirements

• Occasional travel within Region

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