Lead Generation

Overall Purpose Of The Job

MedAire is seeking a highly motivated, engaging, and proactive telesales professional with proven ability to engage potential customers over the phone and assess qualification for new business development opportunities.

The Telesales Consultant is responsible for supporting sales growth by identifying new business leads and contacting prospective customers to generate qualified sales leads for Business Development Managers.  

This is an autonomous phone-based outbound sales role where you will be responsible for managing a prospect database, working closely with our Americas Sales and Marketing team to nurture and develop qualified leads and document insight into prospective clients.  

Furthermore, this position will continuously utilize and research industry and internal platforms, including Salesforce, AMSTAT, and others as needed to identify leads and primary contact information for telesales engagement.

Our ultimate goal is for this position to be the lead generation engine supporting our high-growth business development agenda with a robust process coupled with a high volume of outbound sales activity.  

Key Responsibilities

• Develop a qualified sales pipeline of prospective new clients to be referred to the appropriate Business Development Manager for follow-up and progression. Ensure all sales administration, lead referrals and call notes in Salesforce are accurate, complete, and timely.
• Proactively reach out to multiple lead contacts daily and assess qualification as a potential MedAire client.
• Ensure timely follow-up of all client questions or requests for information across multiple lead channels
• Build leads through the utilization of industry online and digital resources to identify potential leads and primary contact information for follow-up
• Capture and follow up on all Marketing generated leads through webinars, email campaigns, events, and other activities.
• Ensure sound understanding and value proposition of MedAire Business & General Aviation products, in particular our comprehensive medical and security services, medical kits, equipment, and training.
• Liaise with the marketing team to refine messaging and help shape new content in line with different client personas to increase the effectiveness of sales marketing materials
• Establish close professional relationships with Business Development Managers and Account Managers in the region to maximize lead prospecting potential
• Produce monthly reports and regularly update Sales Leadership on lead pipeline and prospect feedback, with a focus on competitor insight and product/solution value. 
• Discover, develop, and deliver alternative and appropriate tactical lead-generating ideas in line with the sales and marketing teams
• Manage Web inquiries to answer online customer inquiries, refer appropriate product/sales collateral, or triage to the appropriate lead owner if qualified
• Provide insight and intelligence on key market competitors and be able to positively differentiate our services against them
• Provide ongoing review and feedback on competitor lead generation/management activities
• Proficient with company systems and processes similar to Salesforce, Eloqua, Power BI, and Outlook
   

Required Skills and Knowledge

• Proven experience in telephone sales or telemarketing with the ability to develop a pipeline of sales opportunities
• Experience in ideally a business-to-business (B2B) or professional services company/agency
• Demonstrated impeccable oral and written communication skills
• Proficiency in performing research and utilizing digital database tools to build lead generation reports including key contacts and information for telesales follow-up
• A passion for engaging clients and pitching innovative solutions
• Highly organized and can build activity plans around lead identification and telesales outreach daily
• Ability to accurately log performance and produce regular reports in line with incumbent platforms (Salesforce)
• Strong planning and organization skills with the experience to help develop ideas by adopting a consultative approach with the content expert.
• Excellent time management skills with the ability to successfully manage numerous projects and stakeholders simultaneously
• Customer orientation (internal and/or external customers)
• Adaptable, agile minded
• Educated to degree level, or equivalent, with a specialty in Business, Marketing or Communications.
   

Required Work Experience

• At least 5 years experience in phone sales or telemarketing sales.
• At least 3 years in a B2B role or competent in the use of sales automation systems
• At least 3 years  in a sales role (inside or outside)

Required Qualifications 

• High School diploma or equivalent
• Bachelors preferred

Required Languages 

• English proficiency.
• Spanish proficiency (Desired)

Travel / Rotation Requirements 

• None