The Business Development Representative is responsible for proactive outbound prospecting, qualifying and lead management, focusing on setting appointments for Sales Representatives. The goal of a Business Development Representative is to develop a pipeline of prospective clients by conducting research on potential clients, validating and qualifying a lead through opportunity discovery, and setting an appointment (on-site, web presentation or telephone call) for the Sales Representative.
Identify potential clients, identify key decision makers and gather business intelligence (e.g. fleet size, current products used, etc.) by conducting web-based research and other data sources.
Supplement web-based research by conducting outbound calls to determine a) if the business has a need for Fleetmatics products and b) who is the key decision maker in the company and if said decision maker exhibits interest.
Generate appointments by means of proactive outbound prospecting and lead activity management in an effort to qualify and market our solutions to potential customers.
Follow up on active prospects within the database of business leads which will result in an appointment with the Sales Representative and the potential client for a live demonstration of Fleetmatics products.
Performs miscellaneous job-related duties as assigned.
Required: High School Diploma, or equivalent work experience
General Experience Requirements:
Required:At least two years of phone sales, generating leads, inside sales support or related experience required
Preferred:At least five years in high activity business to business sales environment
Skills, Knowledge, Abilities (e.g. software proficiency, language, project management):
Experience calling software-as-a-service (SaaS) solutions and/or experience in the mobile resource management market
Working knowledge of Microsoft products and CRM solutions
Experience with business ROI and operating expense management
Working Conditions/Physical Demands (e.g. lifting 50 lbs, travel requirements):
Ability to sit at a desk for the majority of the day
Core Behavioral Attributes (e.g. Interpersonal and communication skills):
Excellent interpersonal, communication skills, attention to detail and strong organizational skills
Strong computer skills
Demonstrate Fleetmatics Core Attributes of accountability, integrity, speed, performance, passion, and teamwork
Exhibits confidence and professionalism in presenting products to clients
Adapts to fast-paced driven environment