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Business Development Representative (Remote)

Company: PeopleGrove
Location: Arlington
Posted on: November 26, 2022

Job Description:

JOB PURPOSEReporting to the Manager, Business Development and Sales, the Business Development Representative (BDR) will join a strong Sales Team that values collaboration, communication, and transparency selling the PeopleGrove platform that connects students and alumni with the network and resources they need to realize their full potential before, during, and after their time in college to buyers responsible for improving the student higher education experience. The BDR researches prospective customers, and qualifies, disqualifies, or places prospects into nurture queues using a prescribed lead management process. The BDR is accountable for filling the top of the sales pipeline with quality sales-ready leads for the sales team to pursue, and research strong-fit institutions/organizations for pursuit by the sales team.Position SummaryBDRs foster customer outreach (via email, cold calls, social media, and other creative channels), conduct market research, and maintain appropriate level of knowledge regarding the company's cultural resources, solutions and service offerings. The BDR will conduct exploratory conversations with potential customers, use business acumen to identify how PeopleGrove could help them with their needs and successfully position the PeopleGrove value proposition. The BDR also qualifies inbound leads that come from the Marketing Department by aligning customer business objectives to the company's solutions. The BDR will continue to nurture relationships with those prospects who aren't ready to buy through the use of the phone, email, and social media.The BDR will schedule meetings and source early-stage sales qualified leads for Account Executives (AEs) and Key Account Managers (KAMs) to begin the sales process. The BDR is expected to meet assigned goals while also ensuring a positive customer outreach experience.The BDR function is critical to building a strong pipeline and ensuring the company meets its revenue targets. The BDR allocates 30% to outbound prospecting/receiving direction from AEs and KAMs, 30% to inbound activities primarily responding to Marketing Qualified Leads, and 40% researching buyers in commercial businesses and public entities. STRATEGIC VALUEUncover, qualify, and develop sales opportunities for New Sales for all PeopleGrove products and services.CAREER PATHAdvancement into an Account Executive (AE) role and other growth-oriented roles within PeopleGrove.Responsibilities

  • Generate new clients through researching, cold calling and networking within a defined market.
  • Maintain a high level of expertise on PeopleGrove's higher education industry solutions.
  • Collaborate with colleagues to exchange information such as selling strategies and marketing information.
  • Support all lead generation campaigns executed by the Marketing Department.
  • Access, research, and qualify leads, which include: Existing Marketing Qualified Leads (MQLs), New markets and account opportunities.
  • Exceed opportunity goals through consistent follow up and messaging. Quickly identify prospect needs and execute core messaging to increase sales velocity of qualified leads.
  • Email and cold call potential customers within territory.
  • Prospect social sites (e.g., LinkedIn), as well as business directories (e.g., Agile, ZoomInfo) and other venuesIdentify decision makers within customer's organization.
  • Research potential customers' business and service needsPlan approaches and pitches
  • Follow established cadence for daily outreach: Make 20-40 outreach attempts per day (estimate.)
  • Once contact is made: Conduct prospect's needs analysis, Recommend and negotiate appropriate PeopleGrove services/products, Qualify prospective customers through targeted questioning using BANT qualification criteria, Handle objections, using a variety of styles to persuade and/or negotiate.
  • Lead Conversion: Convert MQLs to Sales Accepted Leads (SALs).Collaborate primarily with AEs and KAMs to schedule prospect calls. Access multiple databases ZoomInfo, Social Media (LinkedIn, Twitter), marketing automation system (HubSpot)CRM system (Salesforce), record accurate data in Salesforce.
  • Maintain organized pipeline and activity records in Salesforce.
  • Relationship Management: Assist Sales Department and collaborate with Marketing Department in devising campaigns as needed. Establish strong working relationships with AEs and KAMs to better understand PeopleGrove's value proposition.Qualifications and Requirements
    • High school diploma required; Bachelor's degree preferred;
    • 2+ years of relevant phone selling experience is a plus.
    • Results-oriented mindset, with ability to achieve sales objectives and targets.
    • Capable of in-depth research and ability to prospect new account opportunities.
    • Persistent, self-disciplined, confident, competitive, and organized.
    • Comfortable in cold-calling and managing resistance and pushback from prospects.
    • Demonstrates active listening skills.
    • Capable of quickly learning service offerings and products to communicate the company's value proposition to potential customers.
    • Demonstrates effectiveness in linking services to potential customer needs.
    • Proficient in MS Office and email systems. Knowledge of Salesforce and Marketing Automation tools is a plus.
    • Excellent verbal and written communication skills.
    • Ability to work well in a fast-paced environment.
    • Adaptable and coachableAt PeopleGrove, we don't just accept differences - we celebrate it, we support it, and we thrive on it for the benefit of our employees, our products, and our community. PeopleGrove is proud to be an equal opportunity workplace. If you need assistance or an accommodation due to a disability, you may contact us at careers@peoplegrove.com or you may call us at 650-584-3400.

Keywords: PeopleGrove, Arlington , Business Development Representative (Remote), Other , Arlington, Virginia

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