German speaking Business Development Representative 

 

Position Description:  The Business Development Representative (BDR) participates in a team sales environment working within an assigned geographic and or industry vertical territory.   In this entry level sales role, the BDR will generate incremental pipeline and revenue through phone-based qualification of both in-bound leads/contacts and outbound targeted marketing campaigns by qualifying their desire and need to acquire statistical analysis software products and services. In addition the BDR will facilitate and maintain ongoing relationships with prospects that need to be nurtured over time prior to qualification as an active sales opportunity within their assigned territory. Through continuous training and sales coaching, the BDR will have the opportunity to grow into an inside sales role as an account manager where they can develop and manage customers/prospects directly and generate bookings and revenue growth.                                                                             

  1. Responsibilities:

 

  1. Lead Management
  • Identify, pursue and qualify leads and contacts through the successful execution of Minitab’s Customer Engagement Lifecycle as part of the virtual account team.
  • Position Minitab effectively to facilitate a high conversion of leads to qualified pipeline opportunities by executing and communicating effective product and solution-based messaging.
  • Routinely discuss and communicate inbound and outbound leads with other members of the virtual account team.
  • In coordination with his/her assigned sales team, maintain an accurate and documented pipeline of leads within CRM and provide real time visibility of such to his/her manager and field sales management.
  • Continuously gather knowledge of installed competitors and their projects and how to effectively position solutions against them.
  • Leverage and effectively communicate the entire product portfolio and services to increase Minitab solution awareness with Customers/Prospects.

 

  1. Territory Management
  • Manage the details of all active and nurture leads.
  • Maintain an up-to-date recorded inventory of all leads, including opportunities, contacts and history.
  • Strive to always grow every marketing qualified lead into a sales qualified lead.
  • Within each territory, seek to expand and strengthen our presence by establishing proactive relationships with influential people, across all appropriate contacts.
  • Support (through direct and active participation) all Minitab marketing promotions and events.

 

  1. Personal Development
  • Develop an Individual Business Plan that will include your business and personal goals and objectives. Discuss, confirm and review on an ongoing basis with your manager.
  • Continue to build and grow personal knowledge of industry trends and solution offerings, as well as your general business awareness.
  • Review, establish, and implement with your manager a personal training plan to facilitate your ongoing growth and professional development.
  • Proactively seek to contribute to growth objectives by providing mentoring to new BDR’s.
  1. Measures: 
  1. Lead Management
  • Quantity of leads qualified – exceed monthly/quarterly and annual targets > 100%.
  • Quantity of leads qualified that created sales pipeline and bookings
  • Ratio Lead Conversions from MQL to SQL.
  • Successful execution of Customer Engagement Lifecycle.

 

  1. Territory Management
  • Breadth and depth of knowledge: customers/prospects, competitors, partners and third parties.
  • Conversion of nurtured leads to SQL status
  • Efficient and effective use of resources per CEL.
  • Customer and prospect participation in promotions and events.
  1. Personal Development
  • Reaching and exceeding goals documented in your Individual Business Plan.
  • Growth of personal knowledge – industry, technology, Minitab solutions/products and sales methodologies.
  • Successful completion of identified training and development objectives.
  • Value creation for other employees through effective mentoring efforts.
  1. Knowledge:
  • Overall Market Trends
  • Current and Future Minitab Solutions/Product messaging and positioning
  • Key industries and Market Segments Served
  • Company Buying Motivations
  • Virtual account team selling dynamics within CEL
  1. Skills:
  • Time Management and Planning
  • Effective Listening
  • Collaboration
  • Positioning
  • Closing
  • Relationship Building
  • Verbal and Written Communication Skills
  • PC and MicroSoft Software Applications

 

  1. Attributes:
  • Accountability
  • Sense of Urgency
  • Collaborative
  • Knowledge Driven
  • Passion
  • Goal & Results Oriented
  • Highly Competitive
  • Strong Work Ethic
  • Focused

 

  1. Experience: Entry level role, college graduates with business/marketing/information technology degrees is a plus. Customer facing previous job roles is a plus.  Previous BDR experience is a plus. 

 

  1. Education: Bachelor’s degree preferred. Associate College/technical degree required.

 

  1. Career Path: Following 12-18 months  successful performance,  promotion to Senior Business Development Representative and following success at that role, promotion to Account Manager Sales role.

 

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