Sales Development Representative

Job Purpose: To prospect, qualify and generate new high value sales leads to support the Business Development team. To develop these new business prospects from multiple sources including using database system of potential, prospect lists, discovery and individual research, with the goal of reaching decision makers. Ensure monthly activity, pipeline and handed over goals are achieved in order that budgeted sales targets can be met by the business development teams.

Key Accountabilities

Generating new business leads

-Identifying and cultivating prospects via a number of channels including databases, systems and searches

-Initiating communications via email, telephone, social media and any other relevant channels.

-Creating engaging emails and communications to grab the attention of key decision makers

-Identifying potential client budgets and timelines.

Managing a Sales Pipeline

Effectively managing the ongoing pipeline, maintaining relationships with leads, conducting follow-up communications to continually move opportunities through the sales funnel. Clearly communicating and working with Business Development to transfer qualifying leads and to support conversion to First Mile customers.

Duties and Responsibilities

Research and lead generation

• Ensure monthly pipeline, handed over, closed and sales targets are met
• Develop new business via telephone, direct and mass communication such as email and social media, or face to face business development in the field to introduce First Mile Services and identify appropriate customers within the target market.
• Organise meetings to assess a potential customers current bin/recycling provider, discuss and promote the benefits of First Mile services
• Carry out in depth research using the internet, google maps, and keeping up to date with shifts or gaps in the market, understanding what a First Mile target customer is and how to convert them
• Ensure the most appropriate channel to communicate with others is designated
• Qualify opportunities by understanding customer needs, budgets, decision making, layout of site, and competitive product offering via a consultative sales methodology.
• Overcome competitive sales objections/position product against competition and customer needs.
• Gather key information including contact details of decision maker, timelines and budget

Relationship Management

• Follow up on leads and conduct research to identify potential prospects.
• Develop and grow the sales pipeline to consistently meet quarterly revenue goals.
• Manage data for new and prospective clients in Salesforce.com, ensuring all communications are logged, information is accurate and documents are attached.
• Prepare and analyse sales pipeline reports and dashboards.
• Attend weekly catch ups to reflect on progress and plan week ahead.
• Send out emails and make calls to demonstrate the value of First Mile service and support the customer with their buying decisions.
• Contribute to growing sales pipeline and take advantage of market opportunities by working installed base accounts and key named accounts.
• Manage timelines and follow-up efforts