First Mile
Sales Development Representative
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Job Purpose
To prospect, qualify, and generate new high value sales leads to support the Business Development team. To develop these new business prospects from multiple sources including using database systems of potential, prospect lists, discovery, and individual research, with the goal of reaching decision makers. Ensure monthly activity, pipeline, and handed over goals are achieved in order that budgeted sales targets can be met by the business development teams.
Key Accountabilities
Generating new business leads
- Identifying and cultivating prospects via a number of channels including databases, systems, and searches.
- Initiating communications via email, telephone, social media, and any other relevant channels.
- Creating engaging emails and communications to grab the attention of key decision makers.
- Identifying potential client budgets and timelines.
Managing a Sales Pipeline
Effectively managing the ongoing pipeline, maintaining relationships with leads, conducting follow-up communications to continually move opportunities through the sales funnel. Clearly communicating and working with Business Development to transfer qualifying leads and to support conversion to First Mile customers.
Duties and Responsibilities
Research and lead generation
- Ensure monthly pipeline, handed over, closed, and sales targets are met.
- Develop new business via telephone, direct and mass communication such as email and social media, or face-to-face business development in the field to introduce First Mile Services and identify appropriate customers within the target market.
- Organize meetings to assess a potential customer's current bin/recycling provider, discuss and promote the benefits of First Mile services.
- Carry out in-depth research using the internet, Google Maps, and keeping up to date with shifts or gaps in the market, understanding what a First Mile target customer is and how to convert them.
- Ensure the most appropriate channel to communicate with others is designated.
- Qualify opportunities by understanding customer needs, budgets, decision-making, layout of site, and competitive product offering via a consultative sales methodology.
- Overcome competitive sales objections/position product against competition and customer needs.
- Gather key information including contact details of the decision maker, timelines, and budget.
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Relationship Management
- Follow up on leads and conduct research to identify potential prospects.
- Develop and grow the sales pipeline to consistently meet quarterly revenue goals.
- Manage data for new and prospective clients in Salesforce.com, ensuring all communications are logged, information is accurate, and documents are attached.
- Prepare and analyze sales pipeline reports and dashboards.
- Attend weekly catch-ups to reflect on progress and plan the week ahead.
- Send out emails and make calls to demonstrate the value of First Mile service and support the customer with their buying decisions.
- Contribute to growing the sales pipeline and take advantage of market opportunities by working with installed base accounts and key named accounts.
- Manage timelines and follow-up efforts.
Key Skills Required
Behavioural Attributes
- Possess a persistent nature with demonstrable resilience.
- Self-starter, high energy, friendly with a positive attitude.
- Goal-oriented.
- Advanced communication skills; able to engage the audience.
- Problem solver, sees opportunities to do things differently or better.
- Is driven and enthusiastic, which encourages commitment from others.
General Skills
- Proficient in MS Office products (Excel, Word, MS Outlook, MS PowerPoint).
- Able to work in an entrepreneurial environment.
- Proven ability to juggle and interpret multiple pieces of valuable information.
- Flexible and able to revise the plan when needed.
- Excellent client service skills.
- Excellent persuasive writing skills.
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Knowledge & Technical Skills
- Proven ability to analyze issues or setbacks without bias.
- Experience with Salesforce or another CRM Software preferred.
- Ability to work independently.
- Demonstrated ability to meet and/or exceed determined sales and activity quotas.
- A proven track record of strong client relationships.
Benefits
We offer a competitive salary that will depend on your experience starting from £28,000 up to £35,000. You will also be able to earn up to 50% of your base salary as a part of our sales bonus scheme.
We don’t have a ball pit or unlimited vacation, but people come to work at First Mile because of the impact they can have, and the opportunities to grow.
That being said, we offer 25 days holiday (plus bank holidays) as well as an extra day for each complete year of service. We give you a monthly budget to spend on whatever makes you happy. Will you choose to go to the cinema, to buy that perfume, to meditate with Headspace, or to save up for a holiday? The choice is yours!
There are events, talks, and socials throughout the year as well as occasional drinks on Thursdays.
The most valuable thing we can offer you is responsibility, learning, and opportunity in our rapidly growing company, much of which can be hard to find elsewhere. You will be an important part of our team and will get to experience lots of aspects of our business on top of the exposure that your role will already give you (which just couldn’t happen in a bigger company!). We will encourage you to follow your passions and will give you the opportunity to learn and try new things within a structured framework designed to help you excel.
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