22/04/2021
Job Title: Business Development Prospector
Department: Outsourced Prospecting
Reports To: Darryl Mechell
Compensation: Base Salary, Commission, Medical Insurance, 401k
Original Issue Date: November 4, 2017
Revision Date: April 21, 2021
Employee Status X Full-Time __ Part-Time
FSLA Status: _X__Exempt Non-Exempt
Business Development Prospector: A-Player Compensation | Benefits Package | Winning Culture
Let me ask you something. Can you honestly say, without hesitation, that everyone in the company you work for is not only committed to your professional success but invested in you as a person?
Are you exhausted from putting everything you have into climbing the corporate ladder, only to get to the next level and realize you've been climbing the wrong ladder?
Are you an A-Player (no, seriously, A-Players only) who is ready to join a company that offers top-notch compensation, purpose-driven work, and a culture like no other? If so, keep reading.
The Company: Factur exists to help industrial firms find new customers and win more business. We do this through three primary service offerings: 1.) Outsourced Prospecting 2.) Industrial Networking Groups 3.) Lead Generation.
In 2020, Factur grew over 180%, and we’re not slowing down. On the contrary, our core service offerings are in extremely high demand. As an entrepreneurial company, we’re dedicated to innovation as we look toward adding new offerings to our portfolio.
Simply put, we are the best at what we do because we hire the best.
Let’s get started.
What does a Business Development Prospector (BDP) do?
Prospect for new business opportunities for outsourced prospecting clients. Maintain multiple client relationships by generating leads, qualifying opportunities, managing the sales pipeline, and owning the client relationships.
Essential duties of the BDP include the following:
Account Management
The BDP will be responsible for 5 -7 outsourced prospecting clients.
The BDP will establish themselves as a trusted advisor to decision-makers and individual contributors within each client account.
The BDP will quickly gain a thorough understanding of each client’s requirements, value proposition, service offerings, and long-term goals.
The BDP will represent their clients to prospective customers, acting as the first point of contact in the sales process.
The BDP will, on a daily basis, proactively engage their client’s target audience to inform them of their client’s products, services, and new developments.
The BDP will, on behalf of their clients, prepare sales presentations, proposals, and perform product/service demonstrations as necessary.
The BDP will answer questions and inform prospective customers on behalf of their clients.
The BDP will achieve sales opportunity targets and ensure client satisfaction.
The BDP will travel to each client for the initial kickoff of service and annually ongoing.
The BDP will schedule, organize, and lead regular business review meetings with each client.
Business review meetings will, at minimum, include reporting on the status of each client’s sales pipeline.
Build a Pipeline of Qualified Sales Opportunities:
The BDP will work closely with Factur’s data and administrative teams to accomplish the following:
Create and administer email campaigns in order to generate prospective customers that are interested in their client’s products and services.
Develop an expert level working knowledge of Factur’s automation tools, company/contact database, email, and phone communication technologies, email, and phone communication technologies.
Target niche companies and engage technical decision-makers in product/service demos and sales calls.
Contact new or existing customers to discuss how specific products or services can meet their needs.
Follow proven processes while looking for ways to improve and increase efficiency & results.
Sales Process & Strategy:
Initiate outbound email campaigns targeting your client’s desired audience.
As responses come in, pre-screen leads to ensure that basic client requirements are met.
If basic client requirements are met, engage with that lead to fully qualify the request for quote (RFQ) opportunity.
This process includes but is not limited to identifying and qualifying specific buyers, managing the sales pipeline, and setting up appointments with prospective customers, and ensuring qualified opportunity requirements are adhered to.
Once you have fully qualified the opportunity, submit the necessary RFQ details to your client for consideration.
Oftentimes you will need to have multiple calls with prospective customers, sometimes jointly with your client on the call, in order to fully qualify the RFQ opportunity.
Ensure that your client provides a quote within the timeframe requested from the prospective customer.
After your client submits a quote, follow up with your client and prospective customer as necessary to positively increase the likelihood of w
