POSITION SUMMARY/OBJECTIVE:
The incumbent researches prospective customers, creates outreach strategies, and identifies sales opportunities. S/he conducts exploratory conversations with potential customers, uses business acumen to identify how the Company could help a business owner, and successfully position the Company value proposition.
KEY TASKS & RESPONSIBILITIES:
- Works closely and collaboratively with Business Unit Leaders, Sales Managers, and Sales Representatives to develop and implement appropriate prospecting strategies.
- Conducts high volume prospecting (60-100 activities per day) to qualify leads through calls, emails, etc.
- Schedules opportunity assessments and discovery meetings for Sales Representatives to further assess a prospect’s business and potential for partnership with the Company.
- Meets the weekly target number of highly qualified sales call appointments, agreeing on the qualification standards with partner branches.
- Conducts needs qualification calls with specific prospects as assigned.
- Helps target companies realize the potential of a partnership with the Company.
- Develops new business leads and enhances existing relationships.
- Collaborates with Marketing to qualify and engage target customers.
- Utilizes prospecting and research tools (including email, phone, and social media), coordinates with assigned reps to qualify opportunities, and prepares for/books introductory meetings with prospects.
- Clearly articulates and demonstrates the value proposition of the Company, creating excitement and enthusiasm with prospects via research calls, cold calls, social media, and other channels.
- Regularly maintains and reports on activity and campaign effectiveness through the CRM and sales engagement systems.
CONDUCT STANDARDS:
- Maintains appropriate Company confidentiality at all times.
- Protects the assets of the Company and ethically upholds the Code of Conduct & Ethics in all situations.
- Cultivates and promotes the “Hearts & Minds” safety culture.
- Consistently exemplifies the Core Values of the Company (we CARE, we act with INTEGRITY, we are INNOVATIVE, and we are ACCOUNTABLE).
WORK ENVIRONMENT:
- This position operates in a professional office environment, and routinely utilizes standard office equipment, such as computers, phones, copiers, printers, and filing cabinets.
PHYSICAL DEMANDS:
- In performing the duties of this job, the incumbent is regularly required to talk, hear, perform repetitive motion, and possess an appropriate degree of both visual acuity and manual dexterity.
- This is considered a sedentary work position, which means possible exertion up to ten (10) pounds of force occasionally, and/or negligible amount of force frequently or constantly to lift, carry, push, pull, or otherwise move objects.
TRAVEL:
- This position may require up to 50% travel.
- The Company’s Remote Work Policy is applicable to this position.
MINIMUM QUALIFICATIONS:
- 5+ years of relevant experience in sales and/or sales development.
- Demonstrated success working with teams to plan, develop, refine, and implement sales strategies.
- Ability to understand product/feature opportunities and user experience value propositions.
- Strong communication (written and verbal) skills, analytical ability, and attention to detail.
PREFERRED QUALIFICATIONS:
- Experience in a building service industry focus area (ex: HVAC, building automation, etc.).
- Ability and desire to work in a fast-paced, challenging environment.
- Desire to meet and exceed measurable performance goals.
- Ability to “think on your feet” in conversations and answer unexpected questions with ease.
- Capacity to demonstrate empathy for customer struggles and challenges.
- Ability to remain resilient in the face of objections.
- Highly organized and able to adapt to changing priorities.
- Experience working with remote teams.