Business Development Representative

Business Development Representative

The Business Development Representative will assist the sales team in finding new customers within the installed base and at targeted accounts, gaining access to key decision makers, and securing live meetings for assigned account managers. This role will be instrumental in lead generation by identifying, qualifying, and contacting new prospects. The ideal candidate will have business development skills, and a "hunter" mentality. They should have a proven ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. This role will focus on developing business for the United States and is a hybrid position.

Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

The base pay range for this role is estimated to be $76,500 - $112,200 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.

Tasks and Qualifications

• Proactive Outbound Lead Generation: Identify unseen opportunities in new, competitive, and existing accounts and facilitate interactions with key prospects to drive organic growth.
• Develop Target Account Growth and Penetration Strategies: Work with the sales team to grow business in targeted accounts via data analysis, campaigns and direct interaction with key decision makers.
• Optimize Inbound Lead Quality: Increase velocity of lead intake and qualification. Process incoming prospects from Marketing to build a robust pipeline of Marketing Qualified Leads (MQLS). Determine which leads need to be nurtured and which are "hot," and require immediate attention.
• Cultivate Relationships with Key Decision Makers: Identify and follow key decision makers at target companies, nurture relationships, and build opportunities for the sales team to present solutions. Provide the information and answers prospects need to build trust, increase brand awareness, and maintain a connection until they are ready to make a purchase.
• Prioritized Pipeline Growth: Work with Market Development Directors (MDDs) to develop a list of top accounts in each vertical. Categorize by Existing, Engaged and Develop. Proactively research and nurture the Engaged and Develop accounts. Spot opportunities for quick wins.
• Act as conduit for Voice of Internal Customer (VOIC) from Sales to Marketing. Communicate content needs and drip campaign ideas to facilitate lead generation and marketing automation.
• Identify and address challenges to improve Sales efficiency.
• Research target accounts' business issues and goals to offer appropriate business solutions.
• Provide actionable data and intelligence to help the sales team drive outcomes.
• Proactively collect competitive intelligence insights about customer priorities and future ambitions and share with internal customers.
• Identify key industry events that would result in lead generation.
• Define and implement territory development plans in conjunction with assigned Account Manager(s)
• Proactively update Salesforce with new account information, competitive insights, and key contacts at target accounts.

What We Are Looking For

• Business or Marketing degree with technical understanding or engineering background with strong sales and business development skills.
• 3+ years of successful B2B sales experience, preferably in industrial automation, material handling, logistics, e-commerce, supply chain, grocery, food & beverage or general merchandise
• Working knowledge of Salesforce.com
• “Hunter” sales mentality
• Excellent verbal and written communications, and presentation skills.
• A keen sense of ownership, drive, and creativity is a must
• Ability to travel for sales meetings