Business Development Representative

Business Development Representative

The Business Development Representative (BDR) is responsible for the critical first steps in the sales process: outbound prospecting, lead qualification, appointment setting. The Business Development Representative will be focused on generating new business opportunities by identifying, researching, and engaging potential clients. This role serves as a foundational bridge between marketing and sales, driving pipeline growth and ensuring a steady flow of qualified prospects for the GSO Customer Engagement team. This position reports to the Group Director, Global Sales.

Key Job Responsibilities

Prospecting and Lead Generation

Targeted Outreach: Execute high-volume, multi-channel (phone calls, email, LinkedIn) outbound prospecting campaigns based on ideal customer profiles (ICPs) and defined target accounts.

List Building: Conduct in-depth market research to identify key stakeholders, pain points, and appropriate contact information within target companies.

Inbound Response: Qualify and process inbound leads generated from marketing activities (e.g., website forms, content downloads, events) to determine sales readiness.

Qualification and Appointment Setting

Discovery Calls: Conduct initial discovery calls to understand the prospect's business challenges and specific needs related to Encore and Hargrove solutions.

Needs Assessment: Perform rigorous qualification of prospects using established methodologies (e.g., BANT - Budget, Authority, Need, Timeline) to ensure opportunities are genuinely viable.

Meeting Hand-off: Successfully schedule and set qualified first-stage meetings or demonstrations for the assigned GSO Customer Engagement team member.

CRM and Data Management

System of Record: Accurately and consistently log all sales activities, prospect information, and opportunity details into Compass.

Data Integrity: Maintain and update the prospect database to ensure data accuracy, proper segmentation, and compliance with data privacy regulations.

Reporting: Track and report on key metrics (outbound calls made, emails sent, discovery calls made, meetings set, conversion rates).

Continuous Improvement and Collaboration

Sales Strategy: Collaborate closely with Marketing to refine messaging, optimize lead nurturing processes, and provide feedback on campaign effectiveness.

Key Deliverables

Pipeline Generation: Monthly Qualified Opportunities (MQLs/SQLs) Set: Number of prospect meetings scheduled that meet predefined qualification criteria.

Daily/Weekly Activity Targets: Consistently hit targets for calls made, emails sent, and social engagements.

Conversion Rate (Activity to Meeting): Percentage of outreach efforts that result in a booked, qualified meeting.

CRM Data Quality Score: Accuracy and completeness of prospect and activity logs in the CRM.

Pipeline Value Generated: Total estimated value of the opportunities successfully sourced and transitioned to the sales team.

Completion of Product/Sales Training Modules: Demonstrated ongoing proficiency in product knowledge and sales techniques.

Job Qualifications

Bachelor's degree preferred

2+ years of experience in B2B sales/business development, ideally in a BDR role

Proven track record of meeting or exceeding targets, preferably in outbound B2B sales

Excellent written and verbal communication skills, with a professional phone presence

Familiarity with CRM software (e.g., Salesforce, HubSpot) and sales engagement tools (e.g., LinkedIn Sales Navigator)

High energy, resilience, and a strong desire to build a successful career in event production, event technology and B2B sales

Competency Group

Deliver World Class Service

Hospitality

Ownership

Do The Right Thing

Instills Trust

Safety Conscious

Drive Results

Action Oriented

See The Big Picture

Tech Savvy

Value People

Communicates Effectively

Hourly Pay Range: $27.07 - $33.31

The compensation offered for this role is determined based on the qualifications outlined in the job posting for the specified location. Final compensation is based on a number of factors including location, travel, relevant work experience, or particular skills and expertise. In addition, some positions may be eligible for other compensation such as potential overtime, bonuses or incentives.