Senior Business Development Representative

Core Responsibilities

1. Business Development & Lead Generation

• Proactively identify companies that may be considering future expansion, relocation, or increased investment.
• Conduct outbound prospecting through cold calls, personalized emails, and targeted outreach campaigns.
• Research companies experiencing growth, securing grant funding, raising capital, acquiring businesses, launching new products, or making other strategic investments.
• Build and maintain targeted lists of companies and key decision-makers.
• Identify and engage contacts within corporate development, human resources, operations, and other relevant business functions.
• Generate interest in Ohio as a potential location for future business expansion.

2. Prospect Research & Qualification

• Research companies to understand their current operations, growth plans, and potential expansion opportunities.
• Initiate conversations with business leaders to uncover potential investment and expansion plans.
• Ask strategic questions to understand:
  • Geographic areas being considered for expansion.
  • Expected employment growth over the next three years.
  • Greenfield versus brownfield development requirements.
  • Specialized workforce and skill requirements.
  • Proximity to airports, transportation, and distribution infrastructure.
  • Potential capital investment and operational needs.
• Transition qualified opportunities to the appropriate Business Development team members.

3. CRM & Sales Pipeline Management

• Utilize Salesforce to track prospecting activities, maintain accurate records, and manage outreach campaigns.
• Document conversations, prospect interest, and potential expansion opportunities.
• Monitor lead generation activity and conversion rates.
• Track progress from initial prospecting through Qualified Lead and Project stages.
• Provide reporting and insights to leadership regarding pipeline activity and results.

4. Internal Collaboration

• Partner closely with Business Development team.
• Coordinate introductory meetings between qualified prospects and Business Development representatives.
• Collaborate with industry sector experts to better understand Ohio's economic development priorities.
• Participate in team meetings, training sessions, and prospect strategy discussions.
• Continuously improve prospecting strategies, messaging, and outreach campaigns.

Top 3 Must-Haves

Strong Communication & Relationship-Building Skills

• Comfortable speaking with business professionals and executives.
• Confident making outbound phone calls and sending personalized emails.
• Able to ask thoughtful questions, actively listen, and uncover potential business needs.
• Professional, personable, and comfortable initiating conversations with new contacts.

Research, Prospecting & Business Acumen

• Ability to research companies and identify potential business growth or expansion opportunities.
• Understands basic business operations and how companies grow, invest, and make strategic decisions.
• Naturally curious and willing to dig into company information to identify potential opportunities.
• Organized and able to prioritize target accounts and manage outreach campaigns.

Salesforce, Organization & Motivation

• Experience using Salesforce or another CRM is preferred.
• Comfortable managing prospect lists, tracking activity, and maintaining accurate records.
• Self-motivated and capable of working independently in a primarily remote environment.
• Goal-oriented with an interest in meeting measurable lead generation and conversion targets.

By submitting to this position, you are agreeing to be included in our talent pool for future hiring for similarly qualified positions.