Inside Sales Representative/Business Development Representative

SDI•Newtown, PA

About The Position

The Inside Sales Representative / Business Development Representative strengthens SDI’s sales pipeline by owning the front end of the sales process. The role ensures inbound leads, marketing activity, conference leads, HubSpot engagement, referrals, dormant opportunities, and targeted prospects receive timely, disciplined follow-up. It develops, qualifies, and hands off potential opportunities to the appropriate senior salesperson, creating more qualified conversations and pipeline while enabling senior salespeople to focus on later-stage opportunities. This is a pipeline development role rather than a traditional call-center or high-volume lead-qualification position. The representative manages assigned leads and prospects from initial engagement through qualification and handoff, uses HubSpot to prioritize and track activity, conducts initial discovery, and schedules qualified meetings with useful background for senior sales colleagues. The position begins as inside sales with limited travel. After new accounts are won and a customer base is established, it is expected to transition into a hybrid/outside sales position involving on-site customer meetings and occasional travel. Performance is primarily measured by pipeline contribution and quality, including qualified meetings and opportunities, pipeline value, conversion, follow-up, dormant lead reactivation, handoff quality, CRM discipline, and the time enabled for senior salespeople. SDI helps manufacturers, multi-site retailers, and higher education organizations improve their maintenance, repair, and operations (MRO) strategies. It aims to help customers eliminate waste, minimize risk exposure, and remain competitive.

Requirements

1–3 years of experience in inside sales, business development, sales development, account management, or a related B2B role.
Demonstrated experience using HubSpot or a comparable CRM in a sales environment.
Strong working knowledge of HubSpot, including managing contacts and companies, tracking activities, managing follow-up, documenting interactions, and using CRM information to prioritize activity.
Strong verbal and written communication skills.
Comfort making phone calls and initiating conversations with prospective customers.
Highly organized and disciplined about follow-up.
Ability to manage multiple leads, prospects, and sales activities simultaneously.
Strong research, listening, and discovery skills.
Self-motivated, persistent, and results-oriented.

Nice To Haves

Experience with HubSpot Sales Hub and/or Marketing Hub.
Experience with sales sequences, workflows, and CRM reporting.
Experience working with marketing-generated leads and event or conference leads.
B2B experience, particularly in industrial, manufacturing, MRO, facilities, procurement, supply chain, distribution, or technology.

Responsibilities

Own and actively manage assigned leads and prospects from initial engagement through qualification and handoff.
Use HubSpot to monitor activity, prioritize leads, manage follow-up, document interactions, and track conversion.
Follow up rapidly and persistently on inbound and marketing-generated leads.
Develop contacts from conferences, trade shows, webinars, newsletters, and other marketing activities.
Re-engage dormant leads and previously identified opportunities.
Conduct targeted outbound prospecting into SDI’s ideal customer profile.
Research prospects and personalize outreach based on company circumstances and potential business needs.
Engage prospects by phone, email, LinkedIn, and other appropriate channels.
Conduct initial discovery to determine whether a legitimate business need and fit exists.
Schedule qualified meetings and provide senior salespeople with meaningful background and context.
Maintain accurate CRM data and ensure opportunities do not fall through the cracks.
Contribute to pipeline and qualified-conversation growth while helping senior salespeople focus on later-stage opportunities.