Business Development Representative

Sales Development Executive

Position Description

Role:

The Sales Development Executive (SDE) works to improve our market position and achieve financial growth goals. This person partners with the Leadership Team to define long-term market share opportunities. In addition, he/she builds key customer relationships, identifies sales opportunities, negotiates, closes new sales opportunities, and maintains extensive knowledge of current market conditions.

The SDE works in a senior sales position within the company. It is SDE’s job to work with the internal team and marketing provider to increase sales opportunities and thereby maximize revenue for the organization. To achieve this, SDE will find potential new customers, present to them and ultimately convert them into a customer. The SDE will also help manage existing customers as assigned and ensure they stay satisfied with our relationship while continually focusing on growing wallet share.

We are a privately held company focused on the growing market for decorating plastics and aluminum parts targeting manufacturing corporations that would use these parts. It provides a best-in-class service because of its 10 years of experience leading the industry.

At Mid Ohio Hydrographics, our Core Values are: Honesty – Integrity – Produce American Made – Outstanding Customer Service – Individual Right to Bear Arms – New Product Innovation and Growth – Take Pride in Quality

Job Description:

The primary role of the Sales Development Executive is to prospect for new customers by networking, cold calling, following up on inbound marketing leads, or other means of generating interest from potential customers that are in alignment with our target market. He/She must then plan persuasive approaches and pitches that will convince potential customers to engage with the company. The SDE will develop a rapport with new customers, identify proposal opportunities and provide support that will continually improve the relationship. He/She is also required to grow existing accounts by ensuring they are aware of the capabilities of company. He/She will work with internal teammates to maintain customer satisfaction. He/She may oversee or mentor the activities of others responsible for assisting with developing sales for the company.

It is SDE’s responsibility to develop the pipeline of new sales coming into the company. This requires a thorough knowledge of the market, the solutions/services we can provide, and a well-rounded knowledge of its competitors. The main duties of the Sales Development Executive can be summarized as follows:

Sales Development

• Research and build relationships with new customers, then turn this into increased sales.
• Travel to potential customers or cold call as appropriate within a target market and geographic area to ensure a robust pipeline of accounts with proposal opportunities.
• Meet potential customers by growing, maintaining, and leveraging your network.
• Identify potential customers, and all the decision makers within their organization.
• Set capability introduction meetings with potential customers and involve Mid Ohio Hydrographics support resources as necessary to maximize first impression.
• Outline sales approach, develop prospect lists and compelling sales messaging.
• Work with the marketing content provider to develop new content (website, brochures, Linkedin) and refine content over time to improve sales.
• Participate in pricing the service by providing the company with competitive pricing insights.
• Handle objections by clarifying and working through differences to a positive conclusion.
• Use a variety of styles to negotiate appropriately.
• Present an image that mirrors that of the customer while properly projecting our integrity.

Customer Retention:

• Ensure customers have a full understanding of our capabilities and present new service product lines.
• Identify full account potential and grow wallet share accordingly. Sell additional services.
• Establish and maintain relationships at all customers’ contact levels to create partnership-style interaction.
• Fulfill liaison role between customer’s manufacturing personnel, engineering staff and internal team to achieve customer needs.

Sales Development Planning:

• Attend industry functions, such as tradeshows, association events and conferences, and provide feedback and information on market trends.
• Present to and consult with the General Manager and Leadership Team on Sales trends to play an active role in developing new services.
• Identify opportunities for campaigns, partner relationships, and marketing opportunities that will lead to an increase in sales.
• Using knowledge of the market and competitors, build upon the company’s unique selling propositions and differentiators.
• Enhance the company’s performance by fully understanding the company’s goals and purpose.

Administration and Product Knowledge

• Submit internal progress reports as requested. Attend Sales meetings.
• Ensure that data is accurately entered and managed within the company’s CRM.
  • Accurately forecast sales opportunities and ensure they are met.
  • Track and record all sales activity to provide a centralized hub for all account communication history and notes.
• Work with customers and internal teammates to ensure that customer specifications are gathered within a timely manner to insure we will meet quality requirements.
• Develop and maintain a thorough understanding of the company’s capabilities, service offerings and people resources.
• Stay current with industry related trends through research and trade related reading.

Education:

Sales Development Executive position requires 3-5 years of successful B2B outside sales experience selling to manufacturers. Bachelor’s degree is preferred, but not required.

Other Skills and Qualifications:

Networking, Research, Prospecting, Written and Oral Skills, Closing Skills, Motivation for Sales, Identification of Customer Needs and Challenges, Sales Planning, Market Knowledge, Meeting Sales Goals, Professionalism, CRM discipline, well-rounded Microsoft Office software skills.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.

Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.