Sales Development Representative

POSITION SUMMARY

The Sales Development Representative, internally known as Build Representative (BR), is accountable for partnering with all newly assigned Executive Coaches (Chairs) who graduate from Vistage Chair Academy in their region of responsibility until they activate their first new group. They will use the available technologies (LinkedIn, Email, Phone) to both find and source new CEO member candidates, seeking to produce higher build event attendance with better-qualified prospects, resulting in more selection conversations for their Chairs, converting into faster membership joins. The Build Representative will help improve new group launch success by assisting more Chairs in the achievement of their first milestone. They will also aid in instilling greater confidence in the Chairs mindset, knowing they have a “lead generation partner” supporting them, serving to elevate the credibility and prestige associated with becoming a Chair, knowing there is a designated Vistage support person at every phase in their build journey, which will ultimately strengthen our brand in the marketplace.

THE COMPANY

Vistage is the world’s largest CEO coaching and peer advisory organization for small and midsize business (SMB) leaders. We offer the most effective approach for SMB enterprises to achieve better results and grow faster as well as for SMB leaders to maximize their impact.

The 45,000+ members we serve are CEOs, owners and executives of SMB organizations located across the US and in 35 counties around the world. These SMB executives typically spend a day or more with Vistage every month to immerse themselves in our comprehensive platform for making better decisions, getting better results and becoming better leaders. Our platform features three core elements: valuable perspectives from a trusted group of peers, professional guidance and meeting facilitation from an accomplished business leader (the Chair), and deep insights from subject matter experts.

Vistage was founded more than 65 years ago and we’ve grown every year since then by innovating to stay on the cutting-edge of business and being relentless in delivering value to our members. Our success is demonstrated by the fact that Vistage member companies grow 2.2 times faster than non-Vistage peer companies. Learn more about us at www.vistage.com.

VISTAGE EMPLOYEE LIFE

Vistage’s success is anchored by a unique culture which reinforces employee commitment to the Vistage mission. It is a spirit of collective success and achievement which is also reflected in our workplace. Here’s a sample of the employee experience that helps drive our success:

• Welcome to our home. Our US headquarters sits in the heart of San Diego’s UTC area. It features an open, modern aesthetic with lots of collaboration spaces, free lattes and Kombucha on tap! From our San Diego base, we collaborate with colleagues based across the country and around the world.
• We sweat the details. Our onsite gym is decked out with Peloton bikes, a Mirror workout system and plenty of other equipment to keep your workout challenging and fresh. On-site yoga classes, chair massages and smoothie days also help to keep us focused and healthy!
• We invest in your career. Each employee has an actionable career progression plan developed through individual collaboration with their manager. We focus on promoting from within and employee progression plans are complemented by all-staff development days held in our state-of-the-art learning center as well as access to tons of individualized development resources and a tuition reimbursement program.
• We invest in you. Our employee benefits program is one of the most generous you’ll find. Fully-paid healthcare is provided for employees through Anthem Blue Cross along with access to dental, vision and life insurance coverage. Take care of your financial future with 401(k) matching funds eligibility after your first month as an employee and utilize the free individual investment counseling we provide to help you grow the money you’ve saved. You’ll also start with 16 days of paid time off per year to allow you to relax and recharge . . . employees receive additional annual paid days off based on tenure.
• We keep it fun! Whether you’re enjoying our summer baseball outing, unwinding during an employee happy hour or toasting your co-workers at our epic annual holiday party, you’ll see that we take having fun as seriously as helping our members succeed! The office vibe is business casual with flexible schedules along with freedom to work from home in bunny slippers if that’s your thing! We value mutual respect and laughter . . . we hate stiff formality. You’ll have regular access to Vistage executives—our CEO even buys everyone doughnuts several times a year to fuel his informal employee chats!

Vistage’s culture and sense of mission drives employee loyalty: more than half of our staff has been with the company for five years or longer. Are you ready to start your Vistage journey?

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.

Under the direct supervision of the Build Coach, the Build Representative will help drive a subset of their region’s CEO membership through their lead generation and appointment setting efforts. Each Build Representative will support their new Chair candidates through the entire group launch lifecycle by first assisting them in the achievement of Milestone One (2 months post-graduation with 3 RSVPs and 3 Selection Interviews set), continuing with their pre-event prospecting efforts for the Chairs build event (usually 4 months post-graduation) where they seek to assist their Chair and Business Development Partner in securing 15 qualified member candidates for event day attendance. Post-event lead generation activities will continue for the ensuing 2 to 3 months as they (the Chair, BDP, BC and BR) collectively look to secure a minimum of 8 signed members for the Chairs official new group launch, from which the Market Development Representative (different role) will then partner with the Chair to assist growing the group to 12+ members.

The Build Representative will partner closely with their matrix regional team (Senior VP, Build Coach, Business Development Partners and Regional Consultants) to ensure there is strategic alignment between all departments and will be measured on his/ her ability to increase the number of qualified sales conversations for each of their new Chairs seeking to launch their first Vistage group in the region. Their primary role is to source and connect with qualified CEO candidates on behalf of their Chairs, seeking to introduce them both for an exploratory conversation to learn more (via an Information Exchange) and/or invite them to the Chairs build event from which a Selection Interview by the Chair and Business Development Partner (‘BDP’) for membership will ensue.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:

• Partner with Chairs assigned by proactively sourcing and prequalifying C-Level member candidates (CEOs, Presidents, SMB Owners and Founders) to coordinate more Information Exchanges (sales conversations) for the Chair.
• Source candidates on behalf of the Chair via LinkedIn, both within the Chairs profile and their own outreach efforts (approximately 50% of responsibilities).
• Pre-qualify member candidates through profiling, gauging interest level and timing through InMail and/or phone conversations in order to set appointments for the Chair.
• Engage C-suite candidates in conversations over the phone.
• Generate member candidate interest through creative strategies to ensure pipelines are continuously strengthened in order to support current needs, as well as, the future business growth in their targeted MSAs of responsibility.
• Follow-up on ‘click-thru’ reports from Vistage Chair Ap campaigns to secure additional Chair appointments with.
• Outreach to candidates who have deferred, gone dark or have become unresponsive.
• Assist in confirmations for the Chairs follow-up events and/or organizational meetings.
• Collaborates with matrix team members to share best practices, insights and ideas to overcome potential recruiting challenges.
• Maintains SLAs, SalesForce metrics and market intelligence reporting to measure sourcing effectiveness.
• Implement and execute the company sales process, while managing pipeline and forecasts that meet and exceed their event objectives.
• Other duties as assigned

EDUCATION and/or EXPERIENCE:

• Bachelor’s degree (B.A.) preferred
• 2+ years of lead sourcing and appointment setting experience.
• Possess a thorough understanding of LinkedIn Sales Navigator, intricate Boolean searches and internal database searching methods.
• Customer Relationship Management (CRM) platform experience (SalesForce a plus).
• Strong PC skills, primarily with Microsoft Outlook.
• 2+ years of inside sales/ consulting experience using both the phone/ email.
• Adept communication skills (verbal/ written) with a pleasant and friendly demeanor.
• Ability to effectively collaborate with various levels of management.
• Creative mindset, proactive, resourceful, resilient, a multi-tasker.
• Highly organized and efficient with attention to detail and accuracy; excellent follow-through skills.

TOTAL TARGET EARNINGS

$66,800 Base + $18,000 Incentive Target + 6.5% Bonus (based in San Diego, CA)

JOB LOCATION

Hybrid in San Diego; 2 days onsite, 3 days offsite