Under the direction of and reporting to the Demand Generation Supervisor and Demand Generation Manager, this position will participate in lead qualification efforts from established project sources for Area Contractors (AC) and Distributors. Using the company''s CRM, the Demand Generation Representative, assists with lead qualification, key decision maker identification, quality assurance, analysis, and reporting. Key role is continually improving the effectiveness of demand generation by identifying key projects and contact information.
This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities, as deemed necessary.
Profile accounts and identify project opportunites by obtaining names, contact, and project details of from sources such as Onvia, Dodge and other construction reports.
Engage with area contractors to create a process for qualifying project leads. We do not want to duplicate efforts or contact anyone that has an established relationship with that AC.
Provide support on Inbound leads as required. Includes handling incoming calls from basic questions to resolution, as well as web leads, and other inbound sources.
Identify opportunities for field reps from leads found in project sources or via account profiling.
Maintain daily record of activity (calls, emails, conversations) in Salesforce.com, prepare activity and forecast reports as requested from Salesforce.com.
Creating clear notes in SFDC and providing details about each activity in qualification process.
Develop a comprehensive knowledge of the Spacesaver''s products, market, content, and competitive environment and be able to effectively communicate to customer senior management/stakeholders.
Conduct outbound calling/emailing in order to uncover opportunities and qualify new leads for multiple sales channels - 800 calls per month is the minimum expectation.
Uncover target decision makers/influencers and gather information in regards to timeframes, budgets and purchasing processes.
Provide feedback for externally sourced leads.
Act as an advocate for change and continuously seek to improve processes while seeking out and staying educated on new marketing practices and approaches.
Collaborate with internal and external teams and provide excellent/professional customer service to increase the efficiency and effectiveness in achieving business goals.
Maintain and update SFDC on a daily basis - DG team is responsible for ensuring the data integrity of the CRM system for leads, accounts, contacts and opportunities.
Manage calling queue while maintaining focus on key team/business goals.
Two or more years of integrated marketing, sales or sales assistance experience with at least 1 year in a business-to-business environment.
The ability to interact with ACs and individuals at various levels across the organization.
High levels of self-motivation, attention to detail, and get-it-done commitment.
Willingness to take direction
Articulate in speech and diction as well as confident, polished, and professional
Engaging and enthusiastic personality
Extremely driven and goal-orientated, and must be a self-starter
Familiarity with Microsoft Office products including Word, Excel, Access or similar
Previous inside sales or lead generation experience, prospecting for B2B products and/or services by phone and email preffered.
Strong self directed, cold prospecting, research and persuasion skills
Excellent probing and listening skills, to uncover the prospect''s "pain"
Outstanding organizational, prioritizing and time management skills
Ability to maintain a high call rate and to assess prospect''s "fit"
Good communication skills - both verbal and written
Assertive and self-driven(e.g. good at establishing the decision maker and qualifying the lead)
Tenacious and results oriented
Passionate about our business model
Experience working with Salesforce.com preferred
Sales and/or Sales support experience a plus
Spacesaver - 16 months ago