Sales Executive-New Business Development

Job Description

Job Description

Sales Executive – New Business Development

Reference Services, Inc. (RSI)
Location: In Office / Evansville, IN
Reports To: President / Sales Leadership
Position Type: Full-Time

About Reference Services, Inc.

Reference Services, Inc. (RSI) is a privately held provider of employment background screening and related workforce screening services. RSI serves organizations nationwide by helping employers make informed hiring decisions through reliable screening solutions, responsive customer service, and technology designed to simplify the screening process.

We are looking for a Sales Executive who is energized by finding new opportunities, developing relationships, solving customer problems, and closing new business.

This is a hunter sales position . The primary responsibility of this role is to identify, develop, and close new client opportunities that generate meaningful recurring revenue for RSI.

Position Overview

The Sales Executive will be responsible for driving new client acquisition through proactive prospecting, relationship development, networking, discovery, demonstrations, proposals, negotiations, and closing.

The successful candidate will build and manage a qualified pipeline of prospective clients and take ownership of the sales process from the initial prospecting activity through signed agreement and transition of the new client to the RSI team.

This position is designed for a sales professional who enjoys creating opportunities rather than waiting for leads .

 

Key Responsibilities

New Business Development

· Prospect, qualify, and develop new business opportunities through outbound sales activities.

· Identify organizations that have a need for employment background screening and related services.

· Develop targeted prospect lists and research companies, industries, decisionmakers, and potential business opportunities.

· Conduct consistent outbound prospecting through phone calls, email, LinkedIn, networking, referrals, conferences, and other appropriate channels.

· Maintain a minimum level of qualified enterprise prospects as established by RSI sales management.

Consultative Selling

· Understand each prospect's hiring process, screening requirements, challenges, and business objectives.

· Educate prospects on RSI's background screening services, technology, compliance capabilities, integrations, and customer support.

· Conduct RSI platform demonstrations through virtual meetings and, when appropriate, in-person presentations.

· Clearly communicate RSI's value proposition and differentiate RSI from competing background screening providers.

Sales Process & Closing

· Manage the entire sales cycle from initial prospect contact through closing.

· Participate in contract discussions and negotiations.

· Obtain signed agreements and required client documentation.

· Meet or exceed established monthly, quarterly, and annual new-business revenue goals.

CRM & Pipeline Management

· Use Salesforce consistently to manage prospects, opportunities, activities, contacts, and sales stages.

· Keep pipeline opportunities current and accurately reflect the probability and expected timing of closing.

· Participate in weekly pipeline and sales activity reviews.

· Track prospecting activity and performance against established expectations.

 

 

What Success Looks Like

The successful Sales Executive will:

· Consistently create new sales opportunities rather than relying primarily on inbound leads.

· Maintain a healthy pipeline of qualified prospects.

· Develop relationships with decisionmakers and gain access to organizations with meaningful screening volume.

· Generate opportunities with potential annual revenue of $50,000 or more .

· Consistently move qualified opportunities through the sales process.

· Close profitable new business that produces recurring revenue for RSI.

· Demonstrate disciplined Salesforce usage and pipeline management.

· Build a reputation as a knowledgeable, responsive, and trustworthy sales professional.

· Become a strong representative of the RSI brand within the HR and business community.

 

Qualifications

Required

· Demonstrated success in B2B sales and new business development.

· Proven ability to prospect for and close new customers.

· Strong interpersonal, communication, presentation, and negotiation skills.

· Ability to conduct effective discovery conversations and identify customer needs.

· Strong organizational and time-management skills.

· Ability to manage a sales pipeline and multiple opportunities simultaneously.

· Self-motivated and comfortable working independently in a remote environment.

· Strong computer skills and ability to effectively use CRM and sales technology.

· Willingness to make outbound calls and consistently engage in prospecting activities.

· Ability to travel periodically for client meetings, conferences, networking, and company activities.

Preferred

· Experience selling business-to-business services or background screening industry.

· Experience selling technology, HR, HCM, payroll, employee screening, recruiting, or other services to Human Resources professionals.

· Existing relationships within the HR or business community.

· Experience selling recurring revenue services.

· Experience with Salesforce or another CRM platform.

· Experience in the background screening industry is helpful but not required .

 

Personal Qualities

RSI is looking for someone who is:

· Driven – motivated by achieving meaningful sales goals and winning new business.

· Persistent – understands that developing new business requires consistent activity and follow-up.

· Curious – asks questions and works to understand the customer's business before recommending a solution.

· Competitive – enjoys the challenge of finding opportunities and closing business.

· Accountable – takes ownership of commitments, pipeline activity, and results.

· Professional – represents RSI with confidence and credibility.

· Trustworthy – operates with honesty and integrity in every customer interaction.

· Personable – builds relationships easily and is comfortable meeting new people.

· Resourceful – finds ways to open doors and create opportunities.

· Team-oriented – understands that winning the client is the responsibility of sales, while successfully serving the client requires the entire RSI team.

 

Performance Expectations

The Sales Executive will be measured primarily on new-business growth and the activities that create sustainable new revenue .

Performance expectations will include:

· New qualified prospects added to the pipeline.

· Number and quality of outbound prospecting activities.

· Qualified opportunities created.

· Enterprise opportunities developed.

· Pipeline value and coverage.

· Sales activity documented in Salesforce.

· New clients acquired.

· New recurring revenue generated.

· Achievement of monthly, quarterly, and annual sales objectives.

RSI will provide the sales executive with the tools, technology, product knowledge, pricing resources, and internal support necessary to be successful. The Sales Executive is expected to take ownership of developing the opportunity and driving the sales process forward.

 

Compensation & Benefits

RSI offers a competitive compensation package designed to reward new business performance, including:

· Competitive base salary.

· Commission opportunities are tied to new business performance.

· Performance-based incentives and bonus opportunities.

· Health insurance.

· Disability insurance.

· 401(k) retirement plan.

· Paid vacation and holidays.

· Support from an experienced RSI sales and operations team.

High-performing sales professionals could earn significant compensation as they develop and close new business.

 

Why Join RSI?

At RSI, sales professionals can make a meaningful impact on the growth of a privately held company.

We are looking for someone who wants more than a traditional account-management position. This role provides the opportunity to build a territory, create relationships, open new doors, and directly influence the company's growth.

If you are a motivated B2B sales professional who enjoys prospecting, developing relationships, solving problems, and closing new businesses, we want to hear from you.

 

 

 

 

 

\nCompany Description

Reference Services, Inc. is a full-service professional background screening firm located in Evansville, IN. We are proud to be one of the few companies in the entire U.S. to be Nationally Accredited by the Professional Background Screening Association. With national clients in all industries, we are committed to delivering the highest quality data, unmatched compliance expertise, and superior customer service.

Company Description

Reference Services, Inc. is a full-service professional background screening firm located in Evansville, IN. We are proud to be one of the few companies in the entire U.S. to be Nationally Accredited by the Professional Background Screening Association. With national clients in all industries, we are committed to delivering the highest quality data, unmatched compliance expertise, and superior customer service.