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Job Title: Telemarketer (Lead Generation Representative)

Reports to: Marketing Specialist

Position Summary:

The Lead Generation Representative role is responsible for generating qualified sales opportunities for the Outside Sales Representatives and supporting marketing initiatives. The focus is to call into current and potential customers’ organizations to make appointments with key decision makers for Outside Sale Representatives.

Major Goals:

1. To contribute to the growth and profitability of the Company by consistently meeting or exceeding sales appointment goals. Requires the ability to gain access to key decision makers to make appointments for Outside Sales Representatives. Goal of 15 appointments set per week.

2. Work with the marketing specialist to assist with all marketing campaigns.

3. Assist in building market share through targeted email marketing, social media, and content management.

Toughest Parts of the Job

1. Getting past gatekeepers to meet quota for setting appointments with decision makers.

2. Repeating a consistent process and remaining tenacious until account eventually agrees to an appointment.

3. Keeping a positive attitude despite numerous “no’s.”

4. Organize workflow to manage large number of account opportunities.

Essential Responsibilities:

· Develop lead generation strategies to maintain a minimum of 350 prospects.

· Research prospect company information to determine fit with ‘ideal customer criteria.’

· Call into prospect organizations to obtain contact information for decision makers and verify critical qualifying information.

· Navigates through all levels a prospect’s organization to connect with decision makers; effectively overcomes barriers such as gatekeepers, voicemail, etc.

· Engages decision makers in dialog to determine potential customer fit and creates interest in Company solutions.

· Overcomes objections by using a consultative approach to resolve.

· Schedules appointments for Outside Sales Representatives.

· Meets sales criteria for number of prospects in the funnel, daily/weekly call goals, new appointments set, etc.

· Understands Company value proposition and solutions and is able to articulate the benefits to the prospects.

· Maintains strong working relationships with Outside Sales Representatives to increase sales effectiveness.

· Utilizes cold calling scripts and makes recommendations for enhancements.

· Document activity in CRM and execute follow up strategies.

General Duties

· Participates as an effective team member by communicating pertinent information and assisting others as requested.

· Participates in training activities to increase effectiveness.

· Establish and maintain a strong working relationship with other internal departments.

· Effectively communicates with internal departments.

· Acquire and maintain detailed working knowledge of:

o Complete product line

o Industry trends

o Competition

· Look for ways to improve processes and procedures.

· Project a positive corporate image within the community.

Working Conditions:

• General working hours are Monday – Friday, 8 am – 5 pm with limited absences/tardiness. Additional hours as required to complete objectives. Attend occasional webinars and training
• Deliver on Company mission, vision, and core values
• Appropriate business attire based on market/customer
• Comply with Employee Handbook
• Drug testing upon employment
• Valid driver’s license with clean driving record along with reliable transportation and proof of insurance

Primary People Contacts:

· Customers

· New and existing team members

· Leadership and sales team

· Community members

1. Culture Values:

· ACCOUNTABILITY -

· INTEGRITY

· EMBRACE CHANGE

· TEAMWORK -

· TRUSTWORTHY -

Behavioral Characteristics and Attitude:

Knowledge and Skills:

· High school graduate or equivalent

· 0-1 years outbound business to business cold calling and appointment setting experience

· Ability to research company information and develop strategies for generating leads

· Strong database, computer, and administrative skills to effectively manage and navigate the CRM

• Friendly, congenial, and outgoing communication skills
• Ability to reach and stimulate others by adjusting individual style
• Influential communicator of ideas and concepts to create interest
• Tenacious and comfortable following an established call process
• Intense desire to succeed in getting appointments and able to take rejection as part of the process
• Understanding of techniques to gain access to decision makers including strategies for navigating the organization and working with gatekeepers
• Consultative sales approach to engage customers and learn about potential needs
• Open to learning and creativity in exploring new and effective ways to improve job performance
• Motivated by the opportunity to increase customers’ awareness of how beneficial we may be to their business
• Desire to be part of a team atmosphere

Salary and Compensation:

• Temp-to-hire $15/hour
• Full-time position at $17.50/hour

KPI’s:

· Set 15 weekly appointments for Outside Sales Representatives.

· To implement and maintain a system designed to keep prospects in the sales funnel.

· Assist in building market share through targeted email marketing, social media, and content management.

· Update CRM (HubSpot) and log every customer touch.

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