What are the responsibilities and job description for the Lead Generalist position at Aptara?
Aptara is seeking an experienced Lead Generation Specialists to join our dynamic outbound sales team. This unique position will represent Broadcast Music, Inc. (BMI), a leading global music rights organization. The initial employment period is expected to be 6 months, with the possibility of a 12-month extension. The start date is planned for March 2025. The role will involve providing outbound lead generation services via phone and email, targeting small and medium retail and hospitality businesses across the U.S. and Puerto Rico. The team will consist of seven lead generation specialists, one supervisor, and a quality assurance specialist to provide ongoing management, training, and support. This position is based in Chantilly, Virginia. Onsite training will be provided initially. Hybrid work may be possible once training is complete.
Key Responsibilities:
Make 60+ outbound cold calls daily to retail and hospitality businesses to identify and qualify potential leads.
Conduct discovery calls to assess prospects’ needs, qualify them, and complete detailed lead-qualification forms in English.
Follow up with leads as required and ensure timely handover of qualified leads, with completed qualification forms, to BMI’s sales team for further engagement.
Respond to inbound lead inquiries within 20 minutes and complete necessary documentation promptly.
Meet monthly lead generation goals: 10 qualified leads per month, with 80%+ of leads meeting qualification criteria.
Track and update account and lead progress using CRM tools, ensuring accurate records.
Collaborate with the supervisor and quality assurance specialist to analyze KPI targets/benchmarks and ensure successful performance via bi-weekly performance reviews.
Consistently maintain a high level of professionalism and enthusiasm when representing BMI.
Requirements:
2+ years of experience in cold calling or outbound sales, preferably in a B2B environment.
Experience generating leads or selling directly into the retail and hospitality industries is preferred.
Proven ability to run effective discovery and qualification calls.
Strong experience using CRM systems to manage and track leads.
Fluent in English (C1) – 5 positions available.
Fluent Bilingual proficiency in Spanish and English (C1) – 2 positions available.
Excellent communication, problem-solving, and organizational skills, familiarity with relevant sales and lead generation tools (CRM systems, KPI Dashboards and reports, sales platforms, etc.).
Availability to work onsite in Chantilly, VA, and proficiency in using provided telephony systems.
Ability to work from 9:00 AM – 5:00 PM EST, with a 1-hour lunch break at noon.
Strong interpersonal skills, attention to detail, and ability to work in a team environment.
Established LinkedIn profile and active network is preferred.
Performance Metrics:
60+ outbound calls per day, per agent.
10+ qualified leads per month, per agent.
80%+ of generated leads meet qualification standards.
20-minute response time for inbound inquiries and lead responses.
Additional Details:
Two weeks of initial training provided, with ongoing bi-weekly performance reviews and tailored development sessions.
Competitive hourly compensation.
Paid holidays in line with company policy.
Ongoing training to ensure continuous development and success.
This is a full-time, onsite position. No overtime hours are required.
Equal Opportunity Employer: Aptara is an equal opportunity employer and encourages applications from all qualified individuals, regardless of race, gender, sexual orientation, disability, or age. We are dedicated to promoting and creating a diverse and inclusive workplace environment where all employees can thrive.
