BUSINESS DEVELOPMENT REPRESENTATIVE

Description

A Business Development Representative (BDR) at Patterson Pope expands our reach by generating new business opportunities using the phone and online resources. Through a combination of market research, networking, and outreach, BDRs strategically identify and engage leads and accounts, qualify and nurture them, and transition potential projects for Account Executives. The Business Development Representative (BDR) role is the tip of the spear in producing and driving business for Patterson Pope.

Core functions of the role:

• Prospecting:
• Finding new business opportunities.
• Outbound marketing and sales strategies for qualified lead generation via e-mail, sequencing, phone, paid ad campaigns, social media, text, and online chat.
• Lead qualification:
• Determining which leads are most promising.
• Determine the application, challenges, and priorities of inbound leads for routing to sales representatives through email and discovery calls.
• Lead nurturing:
• Continuing to engage with leads
• Communicate and engage with leads to develop relationships, educate, and build value for qualified lead conversions on potential projects.
• Scheduling meetings:
• Setting up meetings for sales representatives
• Transition of qualified leads to potential projects with account executives.
• Social selling:
• Using social media to generate leads.
• Leverage social media to expand professional network, develop and maintain relationships, and nurture social media marketing and social selling.
• Networking:
• Building relationships with businesses 
• Building relationships with previous customers, potential opportunities, and ideal customer profiles for continued nurturing and education.
• Strategy Development and Execution:
• Develop, cultivate, and nurture self-generated leads to strengthen outbound activity using a combination of outreach tools and systems, including phone, email, social media, and Customer Relationship Management (CRM).
• Work with account executives to develop and implement appropriate prospect strategies, Go-to-Market (GTM), and Account-Based Marketing (ABM) tactics.
• Customer Relationship Management:
• Create & edit contacts, leads, companies, and deals.
• Direct management of new records created from various sources.
• First and primary point of contact for all new lead types and directs the transition process for new project creation with Account Executives.
• Direct management of the leads pipeline.
• Full source reporting on all projects within the sales pipeline.
• Whitespace Research:
• Build custom ideal-fit audience groups
• Leverage different tools in the tech stack to find, build, and engage with net-new companies and contacts to drive new engagement and projects
• Other duties may be assigned.

Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor’s Degree in Marketing, Business Administration, Communications, or a related field preferred.
• Minimum of 2 years of experience in B2B business development strategy and execution or 2+ years of sales experience.
• A proven ability to drive results, be resilient during challenging sales situations, have a customer-first mentality, and a strong growth mindset.
• Specific experience with business development and demand generation strategies and tactics (including inbound marketing, conversion rate optimization, event-based and account-based marketing, social media, conversational marketing & selling, lead nurturing, and paid media) preferred.
• HubSpot and/or Salesforce (or similar marketing automation) experience.
• Strong technical aptitude with the ability to learn new platforms and processes quickly. 
• B2B sales or marketing experience.
• Prospecting and closing net new business.
• Multi-approach outbound methodologies.
• Strong interpersonal skills.
• Exceptional verbal and written communication and presentation skills.
• High level of organization, attention to detail, and the ability to manage multiple priorities.
• Deep understanding and desire to help businesses grow better.
• Prospecting sales expertise.
• Experience managing the top of the sales funnel to qualify prospects.

Education and/or Experience:

Bachelor's degree preferred; or one to two years related experience and/or training; or equivalent combination of education and experience.

Language Skills:

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of an organization.

Math Skills:

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability:

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Work Environment:

This job is a hybrid role that operates remotely (preferably in the Charlotte, NC area) and in a professional office environment. This role routinely uses standard office equipment, including computers, phones, photocopiers, filing cabinets, and fax machines.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to climb or balance. The employee is occasionally required to stand, stoop, kneel, or crouch. The employee is frequently required to walk.

Benefits:

• Medical Insurance
• Dental Insurance
• Vision Insurance
• Company-paid Life and Accidental Death & Dismemberment Insurance
• Option to buy Additional Life Insurance coverage for yourself and your dependents
• Short Term Disability Insurance
• Long Term Disability Insurance
• Flexible Spending Accounts (FSA)
• Employee Assistance Program (EAP)
• 401k
• Paid Time Off
• Paid holidays
• ESOP

We are an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We are a drug-free workplace. Patterson Pope is a Federal Contractor.