Business Development Representative | Remote | Nationwide

Responsibilities

• Generate new clients through researching, cold calling and networking within a defined market.
• Maintain a high level of expertise on Chronicle Heritage’s cultural resources industry solutions.
• Collaborate with colleagues to exchange information such as selling strategies and marketing information.
• Support all lead generation campaigns executed by the Marketing Department.
• Access, research, and qualify leads, which include: Existing Marketing Qualified Leads (MQLs), New markets and account opportunities.
• Exceed opportunity goals through consistent follow up and messaging.
• Quickly identify prospect needs and execute core messaging to increase sales velocity of qualified leads.
• Email and cold call potential customers within territory.
• Possess knowledge of regulatory environment with Environmental or Cultural Resources Mgt. background.
• Prospect social sites (e.g., LinkedIn), as well as business directories (e.g., Hoovers, ZoomInfo) and other venues.
• Identify decision makers within customer’s organization.
• Research potential customers’ business and service needs.
• Plan approaches and pitches.
• Follow established cadence for daily outreach. Make 50+ outreach attempts per day (estimate).
• Conduct prospect needs analysis. Recommend and negotiate appropriate Chronicle Heritage services/products.
• Qualify prospective customers through targeted questioning using BANT qualification criteria.
• Handle objections, using variety of styles to persuade and/or negotiate.
• Lead Conversion: Convert MQLs to Sales Accepted Leads (SALs). Collaborate primarily with AEs to schedule prospect calls.
• Access multiple databases (ZoomInfo), Social Media (LinkedIn, Twitter), Marketing automation system (HubSpot), CRM system (Salesforce).
• Record accurate data in Salesforce. Maintain organized pipeline and activity records in Salesforce.
• Relationship Management: Assist Sales Department and collaborate with Marketing Department in devising campaigns as needed. Establish strong working relationship with AEs to better understand Chronicle Heritage’s value proposition.

Requirements

• A high school diploma required.
• 2+ years of relevant phone selling experience.
• Excellent verbal and written communication skills.
• Proficiency with Microsoft Office Suite Applications (Word, Excel, PowerPoint, Outlook, Project).
• Prior experience in the CRM (Cultural Resource Management)/Archaeology or A&E industry.
• Prior experience vetting RFPs.
• Bachelor’s degree (preferred).
• Knowledge of regulatory environment with Environmental or Cultural Resources Mgt. background.
• Knowledge of Salesforce and Marketing Automation tools.
• Capable of quickly learning service offerings and products to communicate company’s value proposition to potential customers.
• Demonstrates effectiveness in linking services to potential customer needs.
• Results-oriented mindset, with ability to achieve sales objectives and targets.
• Capable of in-depth research and ability to prospect new account opportunities.
• Persistent, self-disciplined, confident, competitive, and organized.
• Comfortable in cold-calling and managing resistance and pushback from prospects.
• Demonstrates active listening skills.
• Ability to work well in fast-paced environment.