Lead Generation Specialist

This position is responsible for securing participation in APQC research initiatives, Voice of member calls, and securing appointments to discuss membership usage, renewals, and potential new memberships. The focus will primarily be identifying and contacting, through direct phone-based sales channels, key process owners within various business functions (i.e., Human Resources, Finance, Supply Chain). Additionally, this position will entail other ad-hoc contact and screening projects for other departments in the Center. This position will require collaboration with the APQC Member Success Managers, marketing department and research project teams to develop and coordinate campaigns to generate leads for each specific campaign. As part of this role in supporting retention of APQC members, will include managing the industry usage reports, creating call lists for MSMs and supporting the managing the NetSuite dashboards. This position requires a basic understanding of the different functional areas of mid-size and larger organizations. The candidate should be outgoing and willing to identify new opportunities, readily contact others, and quickly build rapport assisting in establishing APQC as the premier research and content provider to organizations involved in continuous improvement, knowledge management, benchmarking, performance improvement, and business process re-engineering.

Compensation includes a base salary and potential incentives for meeting sales goals.

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Responsibilities:

• Conduct lead generation, prospecting, and qualifying potential new clients and individuals within Member accounts
• Proactively schedule calls with perspective clients via phone and email (including cold calling)
• Increase the number of contacts in APQC's customer database within assigned accounts through referrals, cold calls, follow-up phone calls, webinars, and other appropriate means
• Build relationships and support MSM’s in maintaining renewals for designated territories including first year renewals
• Increase use across territory to improve use of APQC membership
• Create and schedule voice of member opportunities for Principal research leads
• Work closely with MSM to identify where to focus within a renewal account
• Responding to requests from customers as needed in courteous and professional manner
• Research companies to identify new leads within Member firms
• Respond to requests from customers as needed in courteous and professional manner
  
  

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Qualifications & Skills:

• Inside/telephone sales experience
• Strong communications skills
• Outgoing and friendly; able to quickly build professional rapport with individuals through various communications channels such as telephone and email
• A minimum of 1 year in a professional selling role
• Sales-oriented and goal-oriented, self-starting, and able to work without constant supervision
• Proven ability to get results and meet commitments
• Ability to work individually and in a team
• Previous experience selling intangibles a plus
• College degree (in field) required
  
  

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