• Business Development Representative

    Job Locations US-MO-Kansas City
    Posted Date 1 month ago(7/20/2018 9:29 AM)
    Job ID
    # of Openings
  • Overview

    Service Management Group (SMG) is a global, technology-enabled experience measurement firm that helps multi-unit B2C and B2B brands listen better, act faster and outperform the competition. Using feedback and behavioral data, SMG uncovers customer and employee insights that help brands make improvements to increase loyalty and drive financial performance. https://www.smg.com/


    SMG is looking for a Business Development Representative (internal title: Customer Engagement Analyst) to join our growing B2B marketing organization. This position reports to the Vice President of Marketing and will support pipeline creation for assigned industries through effective inbound lead management and outbound prospecting with a focus on generating qualified leads for sales discovery and conversion to pipeline. The role requires targeted research, calling and emailing to identify and qualify buyers in multi-unit restaurant, retail, healthcare and other relevant industries.


    Success means qualifying leads for sales discovery that convert to pipeline and advance to closed bookings for SMG. The position will be based in SMG’s Kansas City headquarters.


    • Have daily activity responsibility against individual lead qualification and discovery meeting setting goals.
    • Collaborate with Vice President of Marketing and sales leaders to identify named accounts for outbound prospecting.
    • Obtain business intelligence on target organizations utilizing various methods that include cold calling, warm lead follow-up and various research methods including third party data providers.
    • Develop an understanding of the target organization's structure, buyers, pain points, key buying influences, program needs and timing, competitor incumbents and more.
    • Initiate the sales process through inbound lead follow-up or cold outbound prospecting.
    • Secure qualified discovery meetings for assigned industries and sales teams, handing off to Sales for opportunity development and closure.
    • Document in CRM the details of qualified leads to clearly communicate client profile, buyers and current needs and timing.
    • Follow call guides and qualification requirements for “sales ready” handoff.
    • Maintain data integrity in the CRM through ongoing data cleanup, management and enrichment.
    • Follow demand waterfall and lead lifecycle processes defined by Vice President of Marketing and Strategic Operations.
    • Conduct regular sales alignment meetings to review progress against named account strategies and tactics.
    • Work closely with the demand generation team on support needed for outbound campaigns.
    • Continue to grow and increase sales skills and knowledge of SMG offerings and assigned industries.
    • Additional strategic initiatives as deemed important.


    The ideal candidate will have 1-3 years of business development, call center or direct marketing experience, preferably at a technology company, with proven ability to consistently deliver qualified leads for sales discovery that convert to pipeline and advance to closed bookings


    Required Experience + Traits

    • 4-year degree in marketing, business or related field
    • 1-3 years of business development, call center or direct marketing experience, preferably at a technology company, with proven ability to deliver consistently strong and measurable results
    • Interest in a future career path in Sales
    • Accountability for sourcing pipeline and bookings (not just leads)
    • Comfortable performing against a variable compensation model
    • Experience working in inside sales or a sales-facing role
    • Full sales cycle experience complete with recycled and reconstituted opportunity nurturing
    • Strong and professional phone presence with willingness to make dozens of calls a day
    • Experience with CRM and marketing automation systems to generate, capture, nurture, track and report on leads, conversions and ROI
    • Excellent spoken and written communication skills as well as presentation skills
    • A customer-centric mindset (internal and external customers)
    • Strong analytical and critical thinking skills
    • Strong listening, probing and influence skills
    • Sense of urgency to complete assigned tasks against deadlines and goals
    • Self-motivated, hardworking and committed to your own success
    • Detail-oriented with strong attention to follow-through
    • Confident, creative, curious and high energy
    • Truthful with accountability to mistakes or lagging performance
    • A collaborative team player
    • Proficient in Microsoft Office product suite


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