Position Summary
Are you passionate about connecting with potential customers and driving business growth? As a Sales Development Representative (SDR) at EBIS, you'll play a crucial role in our sales team by identifying, qualifying, and nurturing leads to build a robust sales pipeline. The ideal candidate brings a proven record of success in aviation and/or a B2B company where they have helped drive customer acquisition and adoption and demonstrated an ability to both win new customers and grow in their assigned accounts. This person will work best in a dynamic, fast-paced environment to effectively manage relationship-building within a high volume of accounts.
RESPONSIBILITIES
Deliver programmatic engagement with new and existing clients to develop and maintain extraordinary relationships, ensuring their satisfaction and retention. Through those interactions, the SDR will:
- Develop and drive new customer targeting and prospecting programs.
- Research prospective organizations to identify the right customer to sell to. Prospect new opportunities through networking, cold calling, and other lead generation techniques. Identify decision-makers at targeted companies, effectively set meetings for Account Executives, and drive the sales process to closure.
- Perform outbound call lead qualification, arrange, and/or provide demonstrations. Use KPIs to optimize the process and improve sales velocity.
- Develop and maintain knowledge of EBIS products and services, and leverage that knowledge to identify new segments and customers and deepen customer engagement.
- Understand prospects and key customers pain points, business models, and how our product can add value to their business. Position EBIS’ value proposition as part of the overall business solution, linking these benefits back to the key business issues of the client.
- Provide accurate, timely reports and forecasts, as needed, for management.
- Maintain current and accurate account information, as well as leads and follow-ups for assigned clients in HubSpot.
- Other duties may be assigned.
REQUIREMENTS
- Bachelor’s degree in Business Administration, Sales, or Marketing related field or equivalent in experience.
- 2 or more years’ of demonstrated success selling complex SaaS enterprise software solutions. Experience selling software solutions into Automotive, Aviation is preferred.
- Ability to systematically solve problems and hypothesize possible customer needs.
- Strong business ethics with polished and professional sales presentation skills; ability to tailor communication to the customer’s needs with authority; effectively deliver presentations to all levels of the organization, and demonstrate strong oral/written
communication skills. - Must be able to use Microsoft PowerPoint, Excel, Outlook, Word, Zoom, and CRM software, such as HubSpot.
- Persuasive communication skills to generate interest and excitement for a SaaS solution offering
- Ability to handle rejection and remain motivated with high-volume outbound calling.
- Active listening skills to understand prospect needs and pain points during
conversations. - Ability to ask relevant questions and identify opportunities where the company offerings can provide value.
- Strong focus on meeting or exceeding key performance indicators (KPIs) related to cold calling.
- Ability to track and analyze metrics, such as call volume, conversion rates, and revenue generated.
- Strong phone presence with the ability to engage prospects and build rapport quickly.
- Confidence in making high volume cold calls, overcoming objections, and effectively conveying value propositions.
Physical Requirements
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. While performing the duties of this position, the employee must be able to:
- Ability to sit for extended periods of time
- Able to drive, fly and use other modes of travel as required
- Must have a valid driver’s license in state of residence
- Driving record must be deemed “insurable” by the company’s corporate
insurance carrier - Ability to use standard office equipment