Marketing Account Development Representative

Empire Southwest • Mesa, AZ

10d • $80,000 - $150,000 • Onsite

About The Position

The Marketing Account Development Representative champions engagement and activation of prospective Empire clients. The role proactively generates and qualifies new leads through research, analysis, and direct client contact, and supports special campaigns by contacting potential and low-coverage clients to maximize opportunities. The representative qualifies inbound client requests from websites, publications, and promotions and refers qualified leads to appropriate sales personnel. The position develops client relationships, increases sales coverage, and generates high-quality leads to improve conversion.

The representative manages opportunities from initial contact through qualification, nurturing, and closure; gathers and maintains prospect and client data; follows up with clients and internal personnel; and supports post-event outreach and CRM data quality. The role also helps clients understand merchandising programs and current promotions, supports CRM users, and assists with other marketing efforts. The position is in office, with travel to Empire, Caterpillar, and customer sites as required.

This is a safety-sensitive position. The employee must comply with applicable safety requirements and company policies. The work is primarily in controlled indoor conditions, with occasional exposure to outdoor weather, temperature extremes, wet or humid conditions, moving mechanical parts, and vibration. The position requires driving to and from branch locations.

Requirements

• High school diploma or General Education Degree (GED), with proof required.
• Ability to work efficiently with DBS, SalesLink, and Dealer.cat.com systems.
• Ability to use CRM software, such as SalesLink or equivalent, and integrate CRM interfaces with Empire and Caterpillar back-end systems.
• Ability to analyze and measure performance using CRM software and other business analytics tools.
• Understanding of marketing automation, email systems, and web content management systems.
• Advanced computer, software, and internet skills.
• Proficiency in Microsoft Excel.
• Strong verbal and written communication skills.
• Interpersonal skills to work cooperatively with clients and client-facing employees on lead-generation and business-development responsibilities.
• Ability to communicate verbally and in writing with others in an objective and cooperative manner.
• Ability to acquire working knowledge of Caterpillar and competitive construction-equipment model designations and applications.
• Motivation, self-direction, and excellent client-relations skills.
• Ability to develop in-depth knowledge of Empire’s operating departments and functions.
• Ability to meet applicable safety requirements and use required safety equipment.
• Acceptable attendance in accordance with company standards and requirements.
• Ability to communicate in English, including speaking, reading, comprehending, and writing.
• Valid driver’s license.
• Ability to drive to and from branch locations.
• Regular ability to sit, use hands, talk, and hear; frequent ability to stand, walk, and reach with hands and arms; occasional ability to reach above shoulder, squat or kneel, bend, and lift or move up to 10 pounds.
• Required close vision and ability to adjust focus.

Nice To Haves

• Bachelor’s degree in Business, Marketing, or a related field preferred.
• Sales experience or call center experience preferred.

Responsibilities

• Initiate client contact for targeted campaigns and marketing programs to generate sales opportunities.
• Research new client opportunities using business intelligence sites, generate leads from client contacts, and refer qualified leads to appropriate sales representatives.
• Establish, re-establish, and foster relationships with small and low-coverage clients through inbound and outbound calls and other communication channels.
• Prequalify inbound leads through logical questions and a filtering process, then route qualified leads to appropriate personnel.
• Fully qualify leads through follow-up communications.
• Manage opportunities from initial contact through qualification, nurturing, and closure; coordinate with Empire personnel to resolve leads and return clients to nurture status when appropriate.
• Gather and maintain prospect data, including phone numbers, email addresses, influencers, and equipment information.
• Respond to client communications in a timely manner and document unqualified or unmerited inquiries.
• Use data insights to anticipate client needs and opportunities, qualify opportunities by telephone, and refer leads.
• Conduct post-event follow-up with attendees and enter newly gathered client information into Empire’s CRM system for future marketing programs.
• Manage, validate, and update client contact information, influencer lists, and equipment records; perform data cleansing as required.
• Work safely and comply with applicable safety policies, company policies, procedures, and standards.
• Maintain a thorough understanding of merchandising programs and educate clients on current promotions.
• Understand Empire’s businesses and offerings to support client needs and route leads appropriately.
• Provide secondary training support to the CRM process manager for system users.
• Contact unassigned clients who purchased competitive products to validate transactions, ask about decision factors, and provide information about a CAT option for future reference.
• Assist with other marketing endeavors as needed.
• Travel to Empire, Caterpillar, and customer sites as required.
• Work within and promote corporate values.

What This Job Offers

• Job Type: Full-time
• Education Level: High school or GED