Business Development Rep - Entry Level Sales

Job Description

Job Description

Summary : The Harpak-ULMA Packaging Business Development Representative is eager and excited to kick off his / her sales career and join our customer-centric sales team.

The ideal candidate will have an energetic, can-do attitude and be comfortable working in a metrics-driven environment. You will bring a motivated approach that will lend an urgency and energy that drives results for the entire Sales and Customer Service teams.

You must possess a hunter mentality with strong verbal and written communication skills with a desire to contact and identify opportunities for Harpak-ULMA products and services and assist those contacts to recognize the value in our offering.

You are likeable, professional and exemplify our six core values of Service, Integrity, Excellence, Commitment, Teamwork, and Innovation.

Time Utilization : Typical work hours are 8 : 30am to 5 : 00pm ET but may vary.

Compensation : Commensurate with previous experience, includes

• Monthly bonus based on identified sales qualified leads accepted by RSMs into the sales pipeline
• Monthly commission based on won deals identified by BDR prospecting
• Monthly commission based on spare part and technical services sales

Essential Duties and Responsibilities include the following (other duties may be assigned) :

Prospect into strategic business accounts using both existing and self-identified contacts via phone call, email and social strategies as directed by both Sales and Customer Service management.

Record all prospecting communication.

• Identify and add qualified leads to the HubSpot contact database assuring all properties are accurately recorded to best assure subsequent Sales and Marketing communication is optimized.
• In coordination with both Sales, Marketing and Customer Service colleagues, continuously work to nurture these leads into sales qualified opportunities using defined qualification criteria.
• Assist the Sales Team to penetrate target accounts by identifying key personnel, documenting organizational structure, and participating in strategy meetings and project Blue Sheet evaluations when appropriate.
• When qualified opportunities are identified, follow procedural protocol to effectively and efficiently communicate and document them for appropriate Sales or Customer Service personnel.
• Drive pipeline and sales growth by setting up qualified meetings for RSM’s to present Harpak-ULMA products, packaging innovations, or to address the identified needs of ICP (Ideal Customer Profile) company personnel.

Clearly document everything necessary for the RSM to prepare for the meeting more easily in a timely manner.

Maintain and organize a weekly listing of new leads identified, those that have been sales qualified, those which have been added to the sales pipeline, and those whose deals have been successfully won.

Support the RSM in winning each deal as appropriate.

• Be a subject matter expert and evangelist of Harpak-ULMA’s expansive list of packaging solutions. Provide leads with documentation and information to nurture and assist them so that they gain interest and become more keenly engaged with our ongoing developments and offering.
• Produce and document creative strategies for targeting decision-makers at prospect accounts to book sales appointments and influence company revenue.
• Assist the Technical Service Team with soliciting and follow up on equipment upgrades and equipment Program Conversions with existing customers.

Solicit quote responses from customers, document results as received, set date / times for following up with customers until program completion.

Assist Parts department by soliciting our current customer base regarding equipment rebuild kits. You will solicit customers regarding kit quotes for their specific equipment.

Set up a recurring touch to the customer every 3-6 months pending the type of kit and equipment usage.

In Coordination with our technical services team, reach out to current customers from time to time to solicit needs for our onsite technical services.

This will involve contacting customers that have not previously used our onsite services as well as following up on previous customer onsite service visits and solicit future service needs.

Set up a recurring customer touch based upon results.

Qualifications : To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

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.

Education / Experience :

• Associate degree in Business, Communication, or a related field
• Strong PC skills (MS Teams, Excel, Word, etc.)
• Previous experience using HubSpot or other CRM system is preferred
• 1-2 years of experience in a quota carrying position desired
• Experience with outreach such as cold calling, emailing and social media

Language Ability : Ability to read and interpret documents such as safety rules and current business policies. Excellent interpersonal skills required to effectively work with Company personnel and customers.

Math Ability :

Basic math skills will be needed to summarize and track quoted sell prices as needed.

Analytical Skills : Ability to review customer data points to ensure business development strategies are relevant for a given customer.

Decision-Making Skills :

You will need to use the information you have gathered to make decisions on behalf of the company.

Communication Skills :

Exceptional written and verbal communication skills

Multi-Tasking :

Strong time management and organizational skills

Accountability :

Being accountable to the internal and external customers and their respective requests, timely.

Communicate and meet the expectations of the customer.

Certificates and Licenses : Current valid driver’s license.

Supervisory Responsibilities : N / A

Work Environment : The work environment characteristics described here are representative of those an associate encounter while performing the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work is performed in a combination of office / warehouse environments.

When working between the warehouse and office areas you will be have exposure to fluctuating warm and cool temperatures.

Physical Demands : Regularly required to sit, stand, bend, reach, stoop, squat and move about a facility. Keen hearing and sight ability (close and distance vision).

Proper use of safety devices as required for the job.

Harpak-ULMA Behavior Standard :

Maintain a positive work atmosphere by acting and communicating in a respectful manner so that associates get along with customers, clients, co-workers, and management.