Account Development Representative

JOB FUNCTION/PURPOSE

The Account Development Representative is responsible for driving qualified leads into the pipeline for our clients and account executives that work in the field.  This position is not a revenue carrying position but a lead quota carrying position.

The Account Development Representative will utilize both pre-planned marketing programs; outbound cold calling and lead follow up to drive qualified opportunities into the pipeline.  This includes participation in preparing for the program; understanding the value proposition; driving attendance; penetrating accounts; following up; closing for appointments; and sending fully detailed leads and other information to the client. Making sure that all follow up is documented and logged.

You must have the skills and business acumen to identify and reach the decision-maker. Good listener with the skill to extract information without alienating.  Strong communication skills, written and oral, able to translate and provide insight into business pain from the interviews.

Responsible to build a comprehensive map of most strategic prospects, identifying areas of need, profiling the decision-making process, and interviewing key decision-makers to conduct a needs assessment and internal agendas. Using peer-to-peer conversations with senior executives, you will speak to multiple individuals in each target company -- line of business managers, IT managers, finance executives -- to gain a cross-functional view of the enterprise and its purchasing behavior.

Must be able to Place 50-60 outbound calls per day.

MINIMUM QUALIFICATIONS

4 year BS/BA degree strongly preferred with a mixture of 1-3 years of experience in business-to-business sales, telesales, and/or tele-prospecting, marketing; software / high-tech sales experience is a plus.  Excellent organizational, written and communication skills.  Must have the ability to establish rapport and build demand over the phone.  Must be self-disciplined and organized.