General Information
Job title:
Sales Development Representative (SDR)
Purpose:
The Sales Development Representative s responsible for accelerating new business acquisition by generating qualified first appointments for the BDM teams.
BDE Duties and responsibilities (KRAs)
Generate qualified first appointments:
Generate, research and qualify cold leads by using all tools at your disposal: Sales Force etc
Build a workable pipeline to accelerate sales conversion;
Professional networking, internal, industry related events and client related opportunities;
Perform combo prospecting comprised of min 30% cold calls, 30% emails and 30% LinkedIn activity
Deal with high volumes of cold calling;
Manage referrals and the web leads generated by marketing;
Ask for referrals;
Generate qualified first appointments from W2L and referrals;
Secure and schedule qualified first appointments for BDMs through cold calling and combo prospecting;
Actively work and collaborate with NSL (National Sales Leader) and STLs (Sales & Technical Leaders) on segmentation projects to generate quality, high value leads followed by securing appointments;
Adhere to team processes and expectations:
Comply with internal sales processes;
Participate in weekly sales meetings with feedback on results and trends
Participate in morning meetings with front-end sales teams
Participate in monthly 101s and performance reviews;
Participate in quarterly sales and leadership training sessions;
Take part in joint meetings;
Participate in quarterly competitor analysis sessions;
Attend networking client functions, buzz nights, focus days and conferences;
Brief Leadership Team on progress of the pipeline on a monthly basis;
Ensure all One Best Way processes are followed, i.e. Sales Force, Sales Process, KPIs etc.
Hierarchy:
Sales & Technical Team Lead
Key communication and relationships:
Internal:
Business Development Teams; National Sales Leader; Operational Leaders; Travel Managers; KAMs; Operations, Support Teams and General Manager
External:
Customers; Suppliers, Travel Networks and Bodies;
Job Requirements
Education and qualification:
Minimum requirements
Added advantage
Matric
Relevant Tertiary qualification, e.g. business
Travel qualification
Experience:
3 years + experience in B2B sales;
2 year+ experience outbound sales calling experience advantageousHigh level of integrity and strong commitment to generating quality first appointments is essential;
Proven track record in securing appointments with decision makers;
Excellent communication skills via phone and written correspondence area must.
Ability to hold intelligent and engaging conversations over the phone and email is a must;
Ability to identify and understand customer pain points and requirements is a must;
Ability to work with high volume of leads and accounts is a must;
Ability to build relationships over all prospecting mediums is a must;
Subject matter expert on product offering is a must;
Experience in building and nurturing an ongoing pipeline is a must;
Technology acumen is advantageous;
Other:
Location:
Johannesburg
Travelling:
As per business needs
Office hours :
08:00 – 17:00
Additional:
Own transport essential