Marketing Account Development Representative

Empire Cat•Mesa, AZ

About The Position

The Marketing Account Development Representative champions engagement and activation of prospective Empire clients. The role proactively generates and qualifies leads through research, analysis, and direct client contact, and supports special campaigns by contacting potential and low-coverage clients to maximize opportunities. It qualifies inbound requests from websites, publications, and promotions and refers them to appropriate sales personnel. The representative builds client relationships, identifies opportunities, and generates high-quality leads to increase conversion. The position manages prospects through the lead-generation process, from initial contact and qualification through nurturing and closure. It gathers and maintains prospect information, responds to client communications, follows up after events, and enters and updates contact and equipment data in Empire’s CRM system. The representative also supports CRM users, educates clients about merchandising programs and promotions, and assists with other marketing activities as needed. The work involves regular computer and telephone use, driving to branch locations, and occasional travel to Empire, Caterpillar, and customer sites. It is designated as a safety-sensitive position. The employee generally works in controlled indoor conditions, with occasional exposure to outdoor weather, temperature extremes, wet or humid conditions, moving mechanical parts, and vibration.

Requirements

High school diploma or General Education Degree (GED), with proof required.
Ability to communicate in English by speaking, reading, comprehending, and writing.
Valid driver's license.
Ability to work efficiently within DBS, SalesLink, and Dealer.cat.com systems.
Ability to use CRM software and integrate CRM interfaces with Empire/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, including proficiency in Microsoft Excel.
Strong verbal and written communication skills.
Interpersonal skills to work cooperatively with clients and client-facing employees and to communicate objectively and cooperatively with others.
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 an in-depth knowledge of Empire's operating departments and functions.
Ability to meet applicable safety requirements and use required safety equipment.
Acceptable attendance that meets company standards and requirements.
Ability to sit, use hands, talk, and hear regularly; stand, walk, and reach with hands and arms frequently; and occasionally reach above the shoulder, squat or kneel, bend, or lift and/or move up to 10 pounds.
Ability to drive to and from branch locations.

Nice To Haves

Bachelor's degree in Business, Marketing, or a related field.
Sales experience or call center experience.
Working knowledge of CRM software such as Sales Link or an equivalent system.

Responsibilities

Initiate client contact for targeted Empire campaigns and marketing programs to generate opportunities.
Research business intelligence sources to identify new client opportunities.
Generate leads from client contact and refer qualified leads to the appropriate sales representative.
Establish, re-establish, and foster relationships with small, low-coverage clients through inbound and outbound calls and other communication channels.
Prequalify inbound leads using logical questions and a filtering process; follow up to fully qualify leads and refer qualified opportunities to appropriate personnel.
Manage potential opportunities through initial contact, lead qualification, nurturing, and closure; follow up with Empire personnel to resolve leads and return clients to nurture status when necessary.
Gather and maintain prospect information, including phone numbers, email addresses, influencers, and equipment.
Respond to client communications in a timely manner and document unqualified or unmerited inquiries.
Use data insights to anticipate future client needs and opportunities; qualify opportunities by telephone and refer leads.
Follow up with event attendees.
Enter new client information into the Empire CRM system and maintain data integrity by validating and updating contact information, influencer lists, and equipment records; perform data cleansing as required.
Maintain an understanding of merchandising programs and educate clients about current promotions.
Understand Empire 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 the transaction, 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 safely, follow applicable safety policies, comply with company policies and standards, and promote corporate values.