Job Description
The Sales Development Representative I is responsible for learning and leveraging company value propositions to develop a personal sales strategy, which focuses on the acquisition of net new volume and margin growth of Mansfield’s portfolio of product lines and services. Net new business is gained through strategic co-selling into Mansfield’s existing account base. Success against this objective will be measured using volume, gross margin, and performance of assigned business development metrics. Success in excess of predetermined metrics will provide employee with opportunity to advancement to sequential roles.
Responsibilities
Knowledge Acquisition
- Develop industry knowledge through formal and informal training channels
- Gain and display proficiency in Product Line knowledge through trainings and cross-channel sales collaboration
- Leverage knowledge and experience of Sales Managers, Colleagues, and Product Line Specialists to refine sales acumen
- Convey eagerness and aptitude to learn while completing daily job functions and assigned trainings
- Scale functional knowledge in role competencies to attain opportunity for role advancement
Develop Net New Business Opportunities
- Leverage gained industry and company knowledge to develop and implement effective sales strategy
- Leverage partnership of Strategic Account Executives to sell into existing accounts
- Perform aggressive lead generation, due diligence, and cold calling to continuously develop a pipeline of leads
- Collaborate with Sales Management to define activity metrics that support goal achievement
- Engage and qualify business leads and to set appointments with the support of applicable team members (Sales Management, Product Line Specialists, or additional C&I Sales Team members)
- Utilize product knowledge to provide technical assistance to customers and assist them in identifying and qualifying to meet their needs
- Convey the value of Mansfield’s services and product offering as it relates to customers unique needs
- Make formal and informal sales presentations with support of Sales and Product Line Management
- Collaborate with Management to prepare sales proposals to prospect or customer based on knowledge of company’s operational capacity and established ROI thresholds
- Open, negotiate, and close business development deals with Management support
- Progress towards capability to complete these tasks independently
Sales Performance
- Meet or exceed sales and margin budget goals and market plans
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Exceed annual quota to attain opportunity for role advancement
- Equivalent to the employee’s total cost to the organization
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Achieve or exceed customer call targets via the telephone and other means of electronic communication
- Consult Sales Management if prospecting cadence is not yielding results in line with quota achievement
- Propose new cadence to Sales Management and collaborate to execute new strategy to improve results
- Keep management informed by conducting pipeline reviews
Sales Administration
- Enter information, track, forecast and update account within MOC’s Customer Relationship Management (CRM) System
- Develop a strong pipeline in CRM to support growth targets for book of business
- Manage CRM pipeline of prospects and execute daily contact within the system; create and maintain strong sales pipeline with detailed information as to number of potential and qualified prospects/opportunities, status, and next steps
- Maintain regular cadence of pipeline reviews with Sales Management and paired Strategic Account Executives
- In close collaboration with Sales Management, prepare bids and/or proposals for net new business opportunities
- Submit price request forms, POT forms, etc. to facilitate the pricing and addition of new customer sites, products, or services
- Work with Deal Desk to ensure maximum profitability
- Respond to the needs of internal and external customers with sense of urgency and commitment to follow up
Account Transition
- Work closely with sales and Customer Relationship Managers to ensure smooth on-boarding of net new business
- Develop and maintain account plans to identify and monitor opportunities; plans include but are not limited to assessment of current state of account, share of wallet, competition within the vertical, key decision makers, overall fuel budget, issues/pain points within the opportunity and within the customer's marketplace and action plan to optimize spend potential throughout assigned account.
- Coordinate with Operations Teams to ensure customer pricing and data is accurate within MOC’s systems
- Collaborate with Sales Support Team (Strategic Account Executive, Customer Relationship Manager, Sales Manager etc.) to ensure smooth transition
Position Requirements
Formal Education & Certification
- Bachelor’s degree from a four-year college or university required
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Degree in business, marketing, sales, or related field
- Sales concentration preferred
Knowledge & Experience
- Microsoft Office Suite proficiency required (Word, Excel, PowerPoint & Outlook)
- Microsoft Dynamics experience preferred
- Presentation and formal proposal skills
- Excellent communication and organizational skills
- Able to utilize latitude given within job parameters to make independent decisions
- Ability to handle multiple tasks and work well under pressure to meet deadlines
- Sales experience preferred
- Cold-Calling experience preferred
Qualifications & Characteristics
- Tenacity for overcoming challenges
- Self-starter; self-motivated; sense of urgency; personable; extroverted personality; well organized; ability to achieve goals; ability to focus and pay attention to detail
- Ability to work with little supervision and effectively use problem solving skills
- Must have strong interpersonal, oral, and written communication skills
- Ability to multi-task, analytical and problem-solving skills
- Ability to build relationships and manage new and existing accounts
- Passionate & strong desire to win
Work Environment
- 40-hour hybrid work week once training is completed (3 days in office, 2 days remote)
- This role is based at the corporate office in Gainesville, GA
- Sitting for extended periods of time
- Dexterity of hands and fingers to operate a computer keyboard, mouse, and other computer components
- Availability to travel up to 25%
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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