What You Will Be Doing in this Role:

• Proactive Outbound Lead Generation: Identify unseen opportunities in new, competitive, and existing accounts and facilitate interactions with key prospects to drive organic growth.

• Develop Target Account Growth and Penetration Strategies: Work with the sales team to grow business in targeted accounts via data analysis, campaigns and direct interaction with key decision makers.

• Optimize Inbound Lead Quality: Increase velocity of lead intake and qualification. Process incoming prospects from Marketing to build a robust pipeline of Marketing Qualified Leads (MQLS). Determine which leads need to be nurtured and which are 7hot,8 and require immediate attention.

• Cultivate Relationships with Key Decision Makers: Identify and follow key decision makers at target companies, nurture relationships, and build opportunities for the sales team to present solutions. Provide the information and answers prospects need to build trust, increase brand awareness, and maintain a connection until they are ready to make a purchase.

• Prioritized Pipeline Growth: Work with Market Development Directors (MDDs) to develop a list of top accounts in each vertical. Categorize by Existing, Engaged and Develop. Proactively research and nurture the Engaged and Develop accounts. Spot opportunities for quick wins.

• Act as conduit for Voice of Internal Customer (VOIC) from Sales to Marketing. Communicate content needs and drip campaign ideas to facilitate lead generation and marketing automation.

• Identify and address challenges to improve Sales efficiency.

• Research target accounts business issues and goals to offer appropriate business solutions.

• Provide actionable data and intelligence to help the sales team drive outcomes.

• Proactively collect competitive intelligence insights about customer priorities and future ambitions and share with internal customers.

• Identify key industry events that would result in lead generation.

• Define and implement territory development plans in conjunction with assigned Account Manager(s)

• Proactively update Salesforce with new account information, competitive insights, and key contacts at target accounts.

What We Are Looking For:

• Business or Marketing degree with technical understanding or engineering background with strong sales and business development skills.

• 3+ years of successful B2B sales experience, preferably in industrial automation, material handling, logistics, e-commerce, supply chain, grocery, food & beverage or general merchandise

• Working knowledge of Salesforce.com

• Hunter sales mentality

• Excellent verbal and written communications, and presentation skills.

• A keen sense of ownership, drive, and creativity is a must

• Ability to travel for sales meetings

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