Business Development Associate

Richardson Sales Performance•Philadelphia, PA

12d

About The Position

Richardson Sales Performance is the global leader in sales training and performance improvement. When sales professionals across the globe want to advance their careers, they turn to Richardson for training and help. So it’s no surprise that many of the world’s top revenue and enablement leaders, thinkers, trainers, and other professionals ultimately chose to work for Richardson itself. Selling is changing. Sellers are having to adapt to new buying patterns. Training is being extended into all kinds of highly customized, AI-enabled, in-the-moment experiences. The company leading so much of this change is Richardson. But it takes a lot of top talent to move the market forward. If that sounds like you, let's talk. Our company is growing & evolving and now is an exciting time to join our team . That’s where you come in … The Business Development Assoicate (BDA) will hold a key position in the development and growth of our sales pipeline. More than your average BDA, this role will be successful through the use of various new sales tech stack platforms, intent data, and personalized outreach in order to fuel the continued growth and evolution of Richardson. You will support our sales organization as you identify new contacts and opportunities at the prospect and customer level. You will help to identify the customer’s unique needs and clearly convey the value of Richardson’s solutions. You are responsible for both (1) establishing outbound, account-based outreach using intent data from various sources in the marketing and sales tech stack and (2) for nurturing inbound marketing contacts that are in very early sales stages, often times with no defined need. With a goal of creating more qualified leads for the sales organization, you will master what accounts are in the buying cycle, what prospects are active, and maintain contact with the prospects (and/or customers) until they are ready to meet with an seller. Once you get that signal, you then works to feed all relevant information to a member of our sales team so we can create the best solution and win a client. The ideal candidate shares our passion for relentless pursuit of excellence and brings best-in-class ability to engage with prospects and provide a thoughtful approach to lead hand-offs. This is a great opportunity for someone looking to build their sales career and gain access to the best sales training offerings as part of their job!

Requirements

2-4 years of account executive/inside sales experience with the proven ability to sell business-to-business or professional services solutions (such as training, consulting, or recruiting services.)
Bachelor’s Degree in Sales/Marketing preferred ; equivalent work experience could be substituted.
Proficient in using marketing and sales tech stack : Salesforce, Gong, Zoominfo
Excellent organizational, written and verbal communication skills required.
Strong business acumen; must be able to carry conversations with all levels of prospect contacts including C-Suite (Sales Enablement, Sales, SVPs, Directors, etc.)
Passion for selling and engaging in high value conversations for prospects
High attention to detail required
Strong research and preparation skills required
Ability to manage multiple responsibilities and tasks, and manage time effectively
Ability to be self-directed and autonomous with work activities is required
Aptitude towards collaboration and teamwork required, experience collaborating with marketing preferred.

Responsibilities

Prospect into enterprise & strategic accounts to generate high-quality meetings and opportunities.
Ensure account coverage by enriching and maintaining contact data , enabling full engagement across campaigns, cadences, and outreach channels.
Execute targeted, data-informed outbound cadences and multi-thread strategic accounts at the decision-maker level.
Leverage intent data and other insights to prioritize accounts, tailor outreach, and identify new opportunity signals.
Maintain a strong focus on improving MQL-to-SQL conversion rates for inbound marketing activity.
Partner with Account Executives to align outreach with account strategies as needed.
Demonstrate best-in-class prospecting behaviors and use AI tools where appropriate to enhance productivity and personalization.
Demonstrate Value: Promotes and sells Richardson’s value proposition to new and inactive prospects and inbound marketing leads.
Initiates and manages follow-up for prospective buyers utilizing proven nurturing strategies; research and finds new contacts to generate interest and build new outreach campaigns; contacts and generates interest from prospects attained through marketing campaigns or BDR outreach.
Maintain Persistence in Pursuit: Must maintain a high activity level with current prospects via telephone, email, social networking, and other modes of communication as appropriate; the use of new tech stack platforms to access intent data to build campaigns is key in this role.
Research & Document: Adheres to established sales and marketing activity requirements including maintaining current records, contacts and activities/opportunities using our CRM system (SalesForce.com) and sales engagement platform Gong. Must be able to distill conversations into concise and meaningful information to provide a roadmap of details for our sales team to follow.
Should also engage in additional research and qualifications of leads in order to make the best impact (online research and vetting, etc.) Must stay informed of our competitors’ activities and evolving landscape of the sales training market.
Collaborate: Prepare sales organization for productive conversations with qualified leads; utilize deep knowledge of our existing client base – broadly speaking and intricacies of our most prosperous client relationships; maintain a deep understanding of Richardson’s solutions, product team and client service team operations, and be able to condense and express our thought leadership on selling and training.
Partner with salespeople to ensure targeted outreach and cohesive strategy for new business development.
Create a Feedback Loop: Provides reports on results and strategy to BD Team Lead on a regular basis and provides the team with impressions about effectiveness of campaigns via responses to the BDA outreach