Business Development Specialist

Wildflower International•Santa Fe, NM

About The Position

The Business Development Specialist proactively engages existing and prospective federal government clients in the IT sector to identify sales opportunities and support the Wildflower sales team. The role focuses on outbound prospecting, customer engagement, opportunity development, and supporting Account Managers throughout the sales process. The specialist identifies customer needs, schedules qualified meetings, conducts follow-up activities, coordinates pricing and quotes, and maintains accurate pipeline information. This position provides a foundation for developing the skills and knowledge needed to advance within the sales team. The specialist researches target customers, their initiatives and procurement activity, maps account organizations, and conducts discovery conversations to qualify technology requirements and potential opportunities. The role also supports quote preparation, customer communications, opportunity tracking, and collaboration with Account Managers, suppliers, procurement, technical resources, and other internal teams. Accurate activity and opportunity records must be maintained in the company's CRM and ERP systems, and the specialist is expected to meet established performance expectations for outbound activity, customer engagement, meetings, pipeline development, and follow-up.

Requirements

High school diploma or equivalent is required.
Strong verbal and written communication skills, with the ability to engage customers professionally.
Persistence, professionalism, initiative, and resilience when engaging customers and managing follow-up activities.
Strong organizational skills and attention to detail, with the ability to manage multiple opportunities and follow-up activities.
Ability to make outbound calls, conduct basic discovery, and develop professional customer relationships.
Ability to use CRM and ERP systems and Microsoft Office applications effectively.
Ability to learn technology products, understand customer requirements, and communicate opportunities effectively to Account Managers.
Ability to collaborate with team members at all levels to support sales objectives.
Must be legally authorized to work in the United States; the company does not provide employment visa sponsorship and participates in E-Verify.

Nice To Haves

Some college coursework or a 2-year degree is preferred.
Prior experience in sales, lead generation, customer service, business development, or a related role is preferred.

Responsibilities

Conduct outbound calls and emails to existing customers, prospective customers, and targeted federal accounts to identify IT requirements and sales opportunities.
Research customer organizations, initiatives, technology projects, procurement activity, and other relevant information to tailor customer engagement.
Develop and maintain organizational maps of target and existing accounts, identifying decision makers, influencers, technical stakeholders, procurement personnel, and relationships between contacts.
Conduct customer discovery conversations to identify and qualify current and anticipated technology requirements, projects, procurement timelines, funding considerations, and sales opportunities.
Communicate relevant customer and opportunity findings to the appropriate Account Manager or sales leader.
Schedule qualified sales meetings with Account Managers for existing accounts and sales leadership for new target accounts.
Follow up with customers after meetings, quotes, and other sales activities to maintain engagement and advance opportunities.
Research product availability, lead times, and pricing from manufacturers and distributors.
Assist with preparing, coordinating, and delivering customer quotes in accordance with established pricing and approval processes.
Assist Account Managers with customer communications, opportunity tracking, research, and other activities needed to develop and close sales opportunities.
Collaborate with Account Managers, suppliers, procurement, technical resources, and other internal teams to support customer requirements and sales opportunities.
Create, update, and maintain sales opportunities in the company's CRM, including accurate customer information, opportunity status, estimated value, and next steps.
Maintain accurate records of customer interactions, opportunity activity, pricing, quotes, organizational relationships, and follow-up actions in the company's CRM and ERP systems.
Meet established performance expectations for outbound activity, customer engagement, qualified meetings, opportunity identification, pipeline development, and follow-up; track progress against assigned goals and adjust activities as needed.
Perform other duties needed to drive the company's vision, fulfill its mission, and abide by its values.