The BDR is responsible for identifying and developing new leads for the Sales Directors/field sales to pursue. BDRs generate demand via outbound prospecting as part of overarching strategic campaigns into targeted verticals across both public and private sectors. BDR’s are also responsible for converting leads generated by marketing activities. In addition to telephone calling, BDRs will be expected to engage prospects using a range of channels including email and LinkedIn, and to attend key events as part of their role.
The primary role of the BDR is to book qualified meetings for the Sales Team. We are looking for high-energy, ambitious people who can generate pipeline through sales prospecting. These appointments should result in ‘new business’ opportunities which the Sales Team will be responsible for closing. In addition to net new clients, the BDR may engage with some of Roc’s previously active accounts to try and grow client relationships.
Organised, driven and a team player, you will be a strong communicator with a passion to succeed. You will learn how Roc can help prospective customers transform by providing our products, solutions, and services in a business-to-business environment.
Roc is committed to developing a career in an award-winning business services and technology company. Full on-the-job training will be provided alongside a more formal training and development plan to cover all aspects of business-to-business engagement.
This is a great opportunity to join an exciting team where performance is recognised and rewarded with personal growth, financial gain, and exciting incentives.
Generate new demand for the sales team to pursue by booking qualified meetings.
Qualify demand against established criteria before passing a lead to account directors/field sales as Sales Accepted Leads (SALs).
Reach and have meaningful, productive conversations with individuals representing the buyer personas targeted by Roc.
Discover, validate and reach out to additional personas typically involved in a buying decision to determine possible opportunities that require further engagement with key decision makers.
Nurture predetermined groups of prospects aligned to campaigns agreed with Sales by using multiple touch tactics (e.g. telephone, email, LinkedIn).
Nurture and convert leads generated by Marketing using a range of tactics (e.g. telephone, email, LinkedIn).
Provide accurate monthly forecasts to Head of Client Acquisition on the volume of qualified demand expected to reach the SAL stage.
Track and manage prospecting, qualification and nurture activities in the company’s HubSpot CRM system.
Organisational interlocks: Sales Management, Field Sales, Channel Sales, Pre-Sales, Marketing.
Technologies Supporting the role: Hubspot, LinkedIn, full Microsoft Office suite.
Success Metrics: Accepted & Converted Sales Accepted Leads (SALs), new opportunities & influenced opportunities.
KPIs: Number of appointments set, percentage of set appointments accepted by sales, percentage converted to opportunities. Opportunity value generated from demand passed, Revenue value achieved from demand passed, Outbound activity levels (e.g. talk time, dial and connect volumes, emails sent, social engagement) with focus on outbound calls.
B2B business development/lead generation experience 2 years +.
Possess an ability to book sales qualified meetings.
Engage with mid-management and C-Level decision makers working for mid-sized and large enterprise businesses as well as public sector organisations.
Active listening to assess prospect needs & identify opportunities.
Ability to articulate a high-quality value proposition on every call.
A pro-active ‘can-do’ mindset.
Ability to manage and prioritise a varying workload.
Results driven with a high attention to detail.
Ability to use online and social media tools to monitor targeted accounts and identify trigger events for follow-up.
Ideally well versed in IT skills for example Microsoft Office Suite.
Sales and marketing awareness.
Excellent communication, time management and problem-solving skills.
Team player.
Possess strong organisational skills.
Enthusiastic, proactive, motivated, and flexible to the demands of a fast-paced business.
Possess a tenacious and driven attitude.
Calm under pressure in a fast-paced environment.
A desire for a career in tech sales and an ambition to progress.
To submit your application for this role, email your CV to our recruitment team at recruitment@roctechnologies.com