The purpose of the Sales Development Representative position is to represent the company by showcasing and selling PCG’s managed services, Projects and Solutions. The primary focus of the Sales Representative is to work with prospects by handling all calls, emails and onsite appointments and demonstrate PCG’s key differentiators and value proposition.
Basic Functions:
- Research and clean all prospect lists to discover the key decision maker within the prospective business.
- Understand and setup “MQC” Marketing Qualified Candidates and “MQL” Marketing Qualified Leads”
- Work assigned leads through a marketing sequence to drive meetings.
- Find and develop prospects by phone-based calling, networking, and Centers of Influence.
- Promote our core Managed IT & IT Security services to C-level executives and key stakeholders at prospective small businesses by quantifying benefits and value proposition.
- Responsible for concurrently moving prospects through the opening sequential stages of sales process.
- Achieve the quota target by meeting sales and marketing metrics that drive business opportunities.
- Complete all administrative tasks and duties in a timely manner.
- Manage pre-call scripts and gather demographics on prospects.
- Follow our LinkedIn strategy to develop referrals for your prospects.
- Develop high level communications and relationships with C-level executives via email, phone, and LinkedIn.
- Qualify marketing opportunities through consultative selling.
- Manage data in the CRM system to audit the prospecting life cycle.
- Other projects and responsibilities may be added at the manager’s discretion.
- Weekly score metrics and review to improve the pipeline.
Additional Duties and Responsibilities:
- Score prospects through ICP “Ideal Client Prospect” scorecard
- Initiate calls to set appointments for the team.
- Making outbound calls to our targeted prospects.
- Use LinkedIn Navigator and send out LinkedIn messaging campaigns to ideal prospects, 1st and 2nd connections.
- Manage First Meeting Ever (FMEs) on Click Up.
- Research accounts, identify key players, and generate interest.
- Systematically follow-up on all qualified opportunities and document your interactions.
- Build relationships with prospects and internal stakeholders to grow new business.
- Route qualified opportunities to the appropriate sales executives for further development and closure.
- Complete assigned training materials and blueprints in the ConnectWise University and Learning Management System and retain the information learned.
Knowledge, Skills and Abilities:
To perform this job successfully, an individual must be able to perform each essential duty. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Outstanding phone presence and business acumen.
- Effective verbal skills to gain trust and interest of contacts via the phone.
- Computer skills with Outlook, Word, Excel, PowerPoint, Web Browser, and preferably with CRMs.
- Demonstrated verbal and written communication skills.
- Ability to communicate with employees at all levels of the organization.
- Demonstrated interpersonal skills.
- A demonstrated commitment to high professional ethical standards and a diverse workplace.
- Ability to adapt to a fast paced continually changing business and work environment while managing multiple priorities.
- Ability to use technology and common software and web applications, including MS Office, Glasshive, and ConnectWise.
- Ability to multi-task, prioritize, and manage time effectively.
- Energy, passion, humor, compassion, and enthusiasm.
Educational/Vocational/Previous Experience Recommendations:
- Minimum 2 years of B2B inside sales, lead generation or appointment setting experience.
- Previous experience with developing own leads and prospecting.
- Prior experience selling in one of the following industries is a plus: Information Technology (IT) Services, IT Hardware, Software, SaaS or Cloud.
- Experience in prospecting and research.
- Inside sales/call center experience is important.
Benefits:
- Competitive salary based on experience and qualifications.
- Paid Employee Premium Health, and Dental benefits.
- Eligible for company 401K plan with 3% match (after 90 days)
- A Personal Improvement Plan (PIP) is created for each employee to align company and employee goals. The core piece of each PIP is a sales certification and training path.
- Successful sales & technical certification achieve & testing.
- Employees are eligible for Paid Time Off (PTO) as per the company handbook and policy based on employment tenure.
About PCGIT:
- Comprehensive Managed IT services, tailored to your business.
The statements above are intended to describe the general nature and level of work being performed by people assigned to this job. Other duties may be assigned as needed.
