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.

EEO Notice

Vaco by Highspring is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race (including but not limited to traits historically associated with race such as hair texture and hair style), color, sex (includes pregnancy or related conditions), religion or creed, national origin, citizenship, age, disability, status as a veteran, union membership, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, political affiliation, or any other protected characteristics as required by federal, state or local law.

Vaco by Highspring and its parents, affiliates, and subsidiaries are committed to the full inclusion of all qualified individuals. As part of this commitment, Vaco by Highspring and its parents, affiliates, and subsidiaries will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact View email address on click.appcast.io.

Vaco by Highspring also wants all applicants to know their rights that workplace discrimination is illegal.

Representation Notice

For residents of Ontario, Canada: Based on Highspring's discussions with its Client, Highspring's understanding is that this position for employment is a current vacancy (either through Highspring as a contractor or with the client directly).

Privacy Notice

Vaco by Highspring and its parents, affiliates, and subsidiaries ("we," "our," or "Vaco by Highspring") respects your privacy and are committed to providing transparent notice of our policies.

• California residents may access Vaco by Highspring HR Notice at Collection for California Applicants and Employees here.
• Virginia residents may access our state specific policies here.
• Residents of all other states may access our policies here.
• Canadian residents may access our policies in English here and in French here.
• Residents of countries governed by GDPR may access our policies here.

Additionally, submissions to this position are subject to the use of AI to perform preliminary candidate screenings, focused on ensuring minimum job requirements noted in the position are satisfied. More details about Vaco by Highspring's use of AI can be found here ( Further assessment of candidates beyond this initial phase will be conducted by recruiters and hiring managers. Vaco by Highspring does not know and cannot opine on if its client's use of AI products in hiring.

Pay Transparency Notice

Determining compensation for this role (and others) at Vaco by Highspring depends upon a wide array of factors including but not limited to:

• the individual's skill sets, experience and training;
• licensure and certification requirements;
• office location and other geographic considerations;
• other business and organizational needs.

With that said, as required by local law, Vaco by Highspring believes that the following salary range referenced above reasonably estimates the base compensation for an individual hired into this position in geographies that require salary range disclosure. The individual may also be eligible for discretionary bonuses.