Business Development Representative | Remote | Nationwide

Chronicle Heritage•Phoenix, AZ

3d•Hybrid

About The Position

The Business Development Representative (BDR) will join a strong Sales Team that values collaboration, communication, and transparency selling cultural resources services to buyers responsible for government compliance mandates. The BDR researches prospective customers, and qualifies, disqualifies, or places prospects into nurture queues using a prescribed lead management process. The BDR is accountable for filling the top of the sales pipeline with quality sales-ready leads for the sales team to pursue, and research strong-fit companies for pursuit by the sales team. BDRs foster customer outreach (via email, cold calls, social media, and other creative channels), conduct market research, and maintain appropriate level of knowledge regarding the company’s cultural resources solutions and service offerings. The BDR will conduct exploratory conversations with potential customers, use business acumen to identify how Chronicle Heritage could help them with their cultural resources needs and successfully position the Chronicle Heritage value proposition. The BDR also qualifies inbound leads that come from the Marketing Department by aligning customer business objectives to the company’s cultural resources offerings. The BDR will continue to nurture relationships with those prospects who aren't ready to buy through the use of the phone, email, and social media. The BDR will schedule meetings and source early-stage sales qualified leads for Account Executives, Strategic Account Executives, and Subject Matter Experts to begin the sales process. The BDR is expected to meet assigned goals while also ensuring a positive customer outreach experience. The BDR function is critical to building a strong pipeline and ensuring the company meets its revenue targets. The BDR allocates 30% to outbound prospecting/receiving direction from AEs and Office Principals, 30% to inbound activities primarily responding to Marketing Qualified Leads, and 40% researching buyers in commercial businesses and public entities.

Requirements

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

Nice To Haves

Bachelor’s degree
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.

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.
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.)
Once contact is made: 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.
Performs other duties as assigned.