Business Development Representative (BDR)

DELIVERABLES

The Business Development Representative (BDR) will play a critical role in driving our company’s growth by building and maintaining a strong pipeline of qualified sales opportunities – primarily for W2 in the beginning (but as well for WFS long term). This position is designed for a proactive and results-driven individual who excels at generating leads, qualifying prospects, and creating meaningful connections with potential clients. As the first point of contact for many prospects, the BDR will act as a key representative of our brand, ensuring that potential clients see the value of partnering with us

Major objectives and deliverables. What does success look like at 30 days, 90 days, 6 months, and 1yr? What does someone have to do to be successful at each of those intervals?

30 days-

• Complete Winston Sales Training Program (excluding Food Service specific trainings such as culinary training)
• Complete 2 weeks of W2 Factory training to develop fundamental understanding (and document) of W2 contract Mgt processes, abilities and limitations
• Identify top 5 US competitors in US Marketplace for W2 and define their strategies and positioning based on any available information including pro/cons
• Research, document and identify pricing strategies as it relates to reshoring options (competitors) vs international competitive options
• Draft & present outline of tracking process for all Cold Call activity and progress
• Research, Identify and document target list by industries, segment, contact details and create a prospecting plan for the following 90 days with # of target contacts per week/per month

45 – 90 days:

• Identify, document and offer counter points for Top 10 client objections
• Continue to work Prospecting plan and execute & document no less than 20-25 Cold Call contacts per day (100 new cold call contacts per week) plus required follow up from previous weeks cold calls
• Per week - Develop and nurture no less than 4 prospects to next step (ie: internal technical follow up calls with program manages and/or quote request)
• Expand documented Prospect list for next 90 day activities (expanded by an additional 1,000 prospects

90 – 180 days

• Per month: Delivering no less than 10 qualified and vetted leads/prospects to program managers for projected quoting
• By end of 6^th month: Analysis and present an overview of the CRM data, % of cold call conversion ratios to quote, estimated value of won accounts, top objections presented, best industries/segments, etc...

What are the three most important abilities/functions needed to accomplish the goals for the position?

• Generate leads from solicitation efforts (cold calls, emails, social media, etc.)
• Vet and qualify potential opportunities- only real opportunities in the funnel
• Ability to exclude confidence and quickly develop a rapport (think Ryan Gosling in Crazy Stupid Love or Robin William in Cadilac Man)

What are the biggest challenges that they will face and what would they need to do to overcome them?

• Lack of engagement/interest from prospects- nobody likes a cold call
• Lack of education from the prospective buyer (wiifm)
• Domestic production is still a higher cost than international…and relationships for these products are often transactional

How to overcome them:

• Tenaciously attack contacts and develop rapport quickly when you get them on the phone. Use creativity and adaptability when needed.
• Know enough to be dangerous and educate them on whatever is needed to overcome their reservations
• Scare the hell out of them with risk (no-single source, quality, tariffs, etc.), leverage domestic pride when possible, be able to really demonstrate landed cost comparisons, and get close enough in pricing to make them think.

What 3-5 soft skills are necessary to do a great job?

• Rapport building- Quick and effective with buyers or Ops Managers
• Resilience and persistence- Never give up, never surrender
• Committed to fanatical follow-up
• Communication- able to communicate with a typical buyer from a small to mid-sized manufacturing company (could be educated, but certainly not an ivy league education. Smart enough to do the job well, but not strong enough to go work for a Fortune 500 business)

What 3-5 hard skills are necessary to do a great job?

• Active listening- identifies needs and opportunities based on conversations and insights from contacts
• Traditional Sales Techniques- uses different methods to secure opportunities and can overcome objectives from potential contacts
• Script Mastery- Ability to effectively adapt communication styles, topics, and tone to match the other side
• Ability to quickly and effectively leverage technology to identify potential contacts, establish contact, manage efforts, and share information.

What 3-5 hard skills are preferred (not required) to do a great job in this position?

• Basic understanding of electronics, foodservice operations, or manufacturing.
• Ability to Identifies budget need, authority, and/or timeline with potential clients
• Leverage creative contacting methods (email, social media, calls, etc.)

What experience is an absolute must, for this person to be successful in this position?

• 2 years of high-volume cold calling efforts and a track record of success

What are some behavioral traits that are most important for this position?

• Highly motivated by three things- success, money, and getting a customer to say yes.
• Independent in day-to-day but is extroverted and likes to continually connect with others.
• Loves to talk and probably enjoys the sound of their own voice
• Highly competitive

What is the next potential growth opportunity for this position (if any)?

• Expanded roll (cold calling and account/program management), expansion of responsibility to other divisions, and/or become a sales trainer for sales partners and internal personnel.

Outside of the normal core values, what do they have to do to be a good culture fit and what values should they have?
Very aware of how their success can contribute to expanded opportunities for themselves, their coworkers, and Winston as a company.

WIIFM (What’s in it for Me): Why should they be interested as an ideal candidate? What is the opportunity or the unique reason that they may be interested in the position?

This is a new position at Winston, so this person is full control of their own professional and financial success. They will be able to work with a heightened level of autonomy and independence, measured strictly by their performance. Even their manager understands that they aren’t the best traditional sales person, so they are counting on you to leverage your skill sets to create success for yourself and others. They can do this while working with an atypical company that prioritizes culture and is committed to rapid growth in the future.