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Sr. Business Development Representative
hace 5 meses
The Business Development Representative role generates qualified leads from prospective clients, develops them and transitions them to Sales to close; they are the first step in the selling process, and presents the first impression of Toshiba to our prospective customers. The position is responsible for identifying and qualifying revenue opportunities for Account Executives. To achieve this, the position will work closely with Account Executives, Sales Leaders, and the Marketing team using methodologies such as Account-Based Marketing, Conversational Selling and Social Selling.
**Your typical day will involve**:
**Preparation & Readiness.** Understand customer situation, research contacts, understand retail segment and more. Create situation for readiness to consider TGCS solutions based on list of contacts from either Marketing or Sales. Research key individuals and decision makers within specific named accounts to identify targets for demand generation and promotional campaigns. Conduct research to develop a customized approach to targeted customers.
**Marketing** - collaborate with the Marketing team to uncover sales leads in acquisition and channel accounts as a result of targeted campaigns and events.
**Sales** - partner closely with sales (direct or channel) to understand who to target.
Ensure marketing generated leads are quantified using defined qualification criteria and process. Provide feedback to the marketing team to improve and hone messaging as applicable.
Obtain thorough knowledge of the prospect’s potential use cases and needs and identify the business outcomes to which Toshiba will align. Provide a high-level overview of products and services and set introductions between prospect business units and the Toshiba Sales and/or Services team. Develop and manage a consistent pipeline of qualified prospective opportunities.
Focus is on high quality, not massive quantity. More senior BDR experience.
Perform other related duties as assigned.
**Naturally To be successful in this role, you must have and know of**
- Bachelor’s degree or equivalent experience and 5+ years of business development, lead generation, sales, or marketing experience
- Speak Spanish and English (Desirable to also speak Portuguese)
- Over-the-top motivation, grit, and creativity to successfully reach prospects, create conversations, build, and nurture relationships with key decision makers.
- Experience successfully managing multiple priorities simultaneously, maintaining a high-volume pace with the ability to “switch gears” quickly as the prospecting conversation warrants.
- Strong organizational skills a must, plus excellent verbal, written and active-listening skills.
- Strong selling skills include ease of handling objections, ability to probe for new opportunities and persuasively convey value proposition.
- Confident and persuasive in engaging C-level executives
- A talent for asking the right questions to uncover a company’s pain points, and then positioning Toshiba as the solution.
- Professional persistence & ability to “think on your feet” and make compelling introductions.
- Specialized in lead nurturing with previous experience exceeding lead generation objectives.
- Disciplined approach to daily activity planning, setting goals, and achieving results as well as documenting all activity in Salesforce.
- Proven track record of meeting and exceeding goals
- Comfortable with and proficient at making cold calls.
- The ability to comfortably respond to objections/rejection daily.
- Proven ability to succeed in a metrics driven, digitally enabled environment.
**Preferred Skills**:
- Experience with the retail technology industry, either on vendor or client side
- Experience with using Salesforce (CRM) and LinkedIn Sales Navigator, ZoomInfo and other sales engagement tools.
- Ambition for a career in Tech sales or Marketing for high tech
**EEO**:
Toshiba Global Commerce Solutions is an equal employment employer and is committed to providing employment opportunities.Desarrollar y administrar una cartera sólida de oportunidades de ventas a lo largo de todo el ciclo de ventas **(CRM Salesforce)**.
- Presentar y demostrar los productos de Toshiba al cliente.
- Mantener actualizados y precisos registros de ventas de clientes, planes de gastos, presupuestos y bases de datos relacionadas. Responde a las solicitudes RFP/RFI de los clientes de manera oportuna y profesional para facilitar el éxito.
- Trabajar con equipos multifuncionales dentro de la empresa para lograr resultados.
- Mantener un conocimiento constante de los mercados, las actividades de la competencia y los problemas dentro de la base de clientes asignados, reconocer las tendencias que se desarrollan y hacer las recomendaciones de marketing/ventas estratégicas y tácticas apropiadas.
- Identificar oportunidades de mejora en los procesos de prácticas generales de trabajo y eficiencia del equipo.
- Crear o revisar análisis de tareas ta
