We are looking for a high-performing Business Development Manager to join our team. The
successful candidate will meet our customer acquisition and revenue growth objectives by guiding
our business development representatives in assisting our sales team with high growth prospects
and lead generation. Business Development Manager responsibilities include driving lead generation
to increase our sales from uncovering incremental opportunities by nurturing campaigns, creating
holistic attack plans, and developing targeted cold calling and email strategies. This will include
facilitating inbound and outbound lead generation strategies and working hand in hand with
marketing and sales.

Job Duties and Responsibilities:

• Oversee Business Development Reps Day to day operations in generating sales opportunities,

meeting targets as established in quarterly plans

• Follow up on Inbound lead activity by examining contact information, determining account, and

deciding on proper routing and action

• Oversee all inbound and outbound follow up strategies, ensuring all leads are handled in a timely

manner

• Develop lead ingestion and maintenance strategies for fresh data
• Develop Business Development onboarding/training programs, providing continuous coaching on

cold calling, targeted outreach, and follow up strategies

• Oversee, manage, and train on operations platforms: SFDC, Apollo, Zoominfo, Chain Store

Guide etc.

• Updating of Salesforce CRM with lead disposition, lead qualification, and other prominent

information needed for KPI reporting

• Nurture and grow current SpotOn client accounts with targeted outreach and assist in upselling

with appropriate sales representatives

• Develop target account lists for industries, sub-industries, segments, and geographies assigned

by working with Sales and conducting research

• Coordinate with Sales and Marketing on outbound outreach campaigns to ensure proper

coordination as well as adequate communication with key industry segments

• Build outbound outreach campaigns, including call and email steps to perform outreach, and

optimize campaigns through working with marketing resources; assisting in writing/proofing
template and content creation

• Work with sales on trade show appointment setting and follow up
• Manage the SpotOn Sales inbound line, chat, and web to lead forms
• Work with marketing and sales on live and recorded webinars and promotion of marketing assets
• Utilize multiple communication channels including email, phone, Linkedin & Direct Mail outreach

to engage accounts

• Grow and maintain contact databases through account research and proper updating of

Salesforce CRM information

• Manage pipeline of engaged accounts and be able to report to Sales and management on status

and health of pipeline

• Lead the sales process from initial interest to engagement, handing off accounts to sales as they

move into the sales cycle

• Educate leads on SpotOn products and solutions, with a proper transition to sales
• Successfully handle objections, and keep accounts interested and moving forward in the sales

process

• Determine the qualification and readiness of accounts to move forward to Sales, and notify

management and Sales when each account is ready

• Facilitate the smooth transition of qualified accounts to Sales
• Recording all activity and updating the Salesforce CRM to indicate the current status of leads,

contacts, and accounts

• Deliver weekly reports on outreach activity, engaged accounts, and opportunity generation for

senior management

• Oversee Business Development goals, conducting weekly check in's
• Participate in scheduled training and periodic skill assessments and development activities

Required Skills and Abilities:

• 1-2 years experience in a sales or business development role
• Prior Sales or BDR Management preferred
• Salesforce CRM knowledge
• Apollo, or other similar outreach tool
• Self-starter—motivated, driven, and focused on achieving goals
• Comfortable in a fast-paced, high-energy environment
• Results oriented and focused on hitting targets
• Ability to think and react quickly, answering unexpected questions with ease
• Willingness to learn and be coached
• Excellent interpersonal, verbal, and written communication skills
• Detail oriented, checks work and has a lower error rate
• Seeks resources needed and has the ability to collaborate as needed across team environments
• Ability to understand customer needs and concerns and translate into action plans
• Knowledge of SpotOn products and solutions and ability to articulate value in a compelling way
• Excellent time management/organizational skills
• Flexible, able to re-prioritize and adjust as needed

#SO

SpotOn is an e-verify company.


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