Telesales Associate

Purpose of the Job:

The Sales Development & Telenurturing Consultant is a hybrid strategic sales enablement role responsible for intelligence-driven prospecting, telenurturing, appointment setting, and pipeline support across North America.

The role blends high-quality outbound engagement, data- and intent-led targeting, and sales operations support to maximize Business Development Managers (BDM) productivity, accelerate pipeline velocity, and convert marketing and intelligence insights into qualified opportunities.

Primary objectives:

• Build and nurture a qualified top-of-funnel pipeline aligned to territorial growth priorities
• Convert intelligence, marketing campaigns, webinars, and events into qualified meetings
• Reduce administrative burden on BDMs and improve CRM accuracy and deal flow
• Support complex, multi-stakeholder (“whale”) deal pursuits through coordination and insight

Remote Work Policy:

Our organization follows a hybrid work structure where employees are required to work from the office in Blue Bell, PA, 3 days a week.    #Americas

Essential Job Duties and Responsibilities:

Intelligence‑Driven Prospecting & Telenurturing

• Leverage ZoomInfo Intent & WebSights, Salesforce data, and Power BI reporting to identify high‑priority accounts and contacts
• Build and manage targeted telenurturing cadences for:
  • Pre‑targeting prospects
  • Dormant or recycling accounts
  • Long‑cycle strategic pursuits
• Independently identify and add new accounts and contacts into Salesforce and nurture campaigns by territory, vertical, and intent signals
• Maintain a Top‑25 strategic target list in partnership with BDMs

Strategic Appointment & Meeting Setting

• Set high-quality discovery, qualification, and follow‑up meetings for BDMs
• Engage senior buyer personas (e.g., Security, Risk, HR, EHSE, Travel, Mobility, Compliance)
• Customize outreach messaging in coordination with BDMs and Marketing
• Join prospect meetings as required to:
  • Take structured notes
  • Update Salesforce
  • Own follow‑up actions when delegated

Marketing, Campaign & Webinar Execution

• Follow up with advertising, campaign leads and event attendees
• Re‑engage no‑show registrants with key insights and calls to action
• Partner with Marketing on localized and vertical campaigns
• Monitor and respond to inbound leads and web chat inquiries for US & Canada

Responsibilities, Cont.

Sales Operations & Pipeline Support

• Assist with:
  • Draft quotes and proposals on an ad-hoc basis
  • Opportunity stage movement and close‑out on an ad-hoc basis
• Create Salesforce sales operations cases as needed (close‑won support, invoicing, vendor documentation) on an ad-hoc basis
• Manage dashboards, territory scorecards, and tracking files

Whale Deal & Cross‑Business Support

• Support 2+ large strategic deal pursuits per quarter
• Conduct stakeholder mapping for complex opportunities (Brokers, insurers, TMCs, technology partners, referrals etc.)
• Surface relevant news, regulatory changes, org updates, and press releases

Required Skills and Knowledge:

• To excel as a telesales executive, you need to possess persuasive abilities and thrive in dynamic, pressure-filled settings. Ultimately, a top-tier telesales executive should proficiently execute sales scripts while showcasing outstanding communication, negotiation, and customer service skills.
• Developing in-depth knowledge of solutions to make suitable recommendations based on customers' needs and preferences.
• Proven experience in telephone sales with ability to develop a pipeline of sales opportunities
• Demonstrated impeccable oral and written communication skills
• A passion for engaging prospects and pitching innovative solutions
• 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
• Knowledge of Salesforce and ZoomInfo a plus
• 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 and external 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

Qualifications:

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 degree level, or equivalent, with a specialty in Business, Sales.

Required Languages

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

Travel Requirements

• Occasional travel within Region

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