Description:
The BDR is responsible for sales support to help us take our revenue stream to the next level by being the driving force behind generating new sales leads and contacts. The BDR must be confident and articulate on the phone, over email and in-person, capable of learning new concepts related to Security Technology solutions, and willing to dig into research projects. The BDR must be able to meet specific sales goals and targets while creating lasting, mutually beneficial relationships using our Proven Process. Direct experience in inside sales, sales support, public sector sales, and/or marketing is a plus, but not required.
Duties & Resposibiliies
- Conduct regular prospecting calls, adeptly identifying potential leads, and initiating conversations that pique interest in ICU
- Works closely with the Director of Sales and Strategy (DoSS), Regional Sales Managers (RSMs) and Business Development Representatives (BDRs) to develop new sales opportunities
- Ability to have high-level conversations discussing ICU’s relevancy and reliability regarding solutions
- Understand and apply a thorough understanding of ICU’s Unique Value Set with key and ideal prospects
- Steer relevant conversations to create desired outcomes and set appointments for RSMs
- Research and analyze the market to uncover new business opportunities
- Develop strategies to engage potential clients, initiate contact, set appointments and reschedule appointments as necessary
- Continually update the CRM software with lists, lead updates, calls, appointments, and creating initial deal records
- Consistently achieve or surpass monthly, quarterly, and annual sales targets set by the company
- Use the CRM to monitor and report on BDR performance analytics
- Work with ICU’s strategic partners, manufacturers, and distributors to register opportunities and generate interest with leads
- Assist the Inside Sales Representative (ISR) with marketing and sales tasks
- Follow ICU’s sales process
- Facilitate account and target research to help optimize effective outbound prospecting activities
- Leverage tools such as Outlook, Microsoft Office, CRM, Chrome, Zoom, and other software platforms to create efficiencies
- Assist in the creation of video messaging to enhance prospecting
- Attend tradeshows and assist with the organization and set up of these events
- Interface with customer and prospect inbound requests in-person and via electronic methods such email, webforms, and online chat
Required Education and Experience
- Experience in public sector sales including contracting is ideal but not required
- Experience with Educational Technologies is preferred but not required
- Highly proficient computer skills including CRM, MS Word, PowerPoint, Excel and Outlook
- Capacity and enjoyment for learning new technologies, sales tactics, account strategies, industry content, and target market relevancies
- Prominent organizational skills
- Ability to multi-task, prioritize, and manage time adeptly
- Experience with CRM software and other software applications
- Strong interpersonal abilities with excellent customer service skills
- Excellent communication skills, both oral and written
- Able to work productively independently and in a team environment
- Ability to work from the office and from home without loss of efficiency and productivity
- High energy level, cheerful, positive attitude, competitive personality and drive to be successful
- This position does require flexibility with scheduling including weekends and holidays as needed
- Smart, innovative, and enjoys working in a dynamic and fast-paced environment
- Passionate about meaningful outcomes for clients
- Ability to quickly overcome objections with positive solutions to continually improve processes, conversations, and close ratio