Sales Development Representative

Job Description

Job Description

Position Summary: 

The Sales Development Representative is responsible for creating early-stage pipeline by identifying, engaging, and qualifying prospective, dormant, and reactivation opportunities. This role is a high-activity hunter position focused on disciplined outbound prospecting, inbound lead response, initial qualification, CRM accuracy, and seamless handoff of qualified opportunities to Directors of Client Development. The SDR does not own full discovery or solution presentation initially; the role is designed to create qualified engagement so DCDs can focus on higher-probability strategic sales conversations.

The purpose of this position is to assist in the identification and development of viable business opportunities in an effort to drive increased profitable revenue. Working closely with the VP and other sales team members, the Sales Development Representative (SDR) will be responsible for completing pre-sales activities, such as but not limited to, prospecting new clients across the U.S., inbound lead management, and reengaging previous clients. The incumbent is expected to generate a high volume of prospecting activities via phone, email, LinkedIn and other networking channels.

Essential Duties and Responsibilities: 

• Responsible for generating qualified early-stage sales opportunities through high-volume outbound prospecting, inbound lead follow-up, dormant account reengagement, and accurate CRM documentation.
• Establishes credibility as a professional, informed first point of contact for prospects, dormant clients, and CFC contacts.
• Prospects, identifies, and develops new sales opportunities through targeted campaigns using phone, email, LinkedIn and other forms of professional communication
• DCDs by preparing prospect context, outreach insights, and relevant background information prior to qualified meetings.
• Conducts initial qualification conversations to determine organizational fit, relevant business need, appropriate contact, and readiness for a DCD-led discovery conversation; ensures a seamless handoff of qualified opportunities to the assigned Director of Client Development.
• Secures meetings with prospective clients leveraging current marketing campaigns, relevant business news, current trends and industry knowledge for the Directors of Client Development (DCDs) 
• Tracks and reports sales activities, using Salesforce, chronicling details of client relationships, inclusive of sales insights and action plans 
• Maintains accurate account and contact data in Salesforce in an effort to improve the quality of the database
• Works inclusively and collaboratively with colleagues across ELI to ensure that clients receive the best solution for their business
• Proactively develops ways to improve the client experience in an effort to positively impact brand loyalty
• Understands ELI’s suite of products and services

Required Qualifications:

• Bachelor’s degree in Business, Marketing or related field
• Minimum of 1-3 years of business development and/or sales experience
• Proven track record of prospecting, identifying, and qualifying sales opportunities using primarily phone and email
• Proven self-starter (urgent, driven, motivated, focused, disciplined) in addition to being a collaborative team player
• Accountable
• Excellent interpersonal, problem-solving, and presentation skills
• Strong organization and administration skills
• Strong persuasive writing and communication skills
• Proficiency with Microsoft Applications and sales management software 
• Ability to work at home without distraction

Desired Competencies:

• Strong business acumen and sales presence
• Experience in a training solutions or professional services organization 
• Ability to quickly grasp product knowledge and communicate value to client prospects
• Knowledge of strategic sales and account planning
• Strong client relationship management skills

Scope and Impact: 

Position has variable work situations that involve having a high degree of discretion. The need for accuracy and effective utilization of accepted programs and routines is high. Errors in judgment will waste resources and adversely impact performance. Incumbent works closely with others and is expected to collaborate and drive results within purview of the role. Work priorities are determined by the direct manager and performance updates, challenges, successes and needs are reviewed with direct manager. 

Working Conditions:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Primarily works in a home office environment with a desk, chair, and quality lighting.
• Frequently required to sit; use hands to finger, handle or feel; reach with hands and arms; and talk and hear clearly.
• Occasionally required to stand; walk; climb or balance; and stoop, kneel, or crouch.
• May infrequently lift and/or move up to 20 pounds.
• Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception and ability to adjust focus.
• The noise level in the work environment is typically low to moderate.