Business Development Representative

Business Development Representative

Position Overview 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