BUSINESS DEVELOPMENT REPRESENTATIVE

As a Business Development Representative (BDR) at ECC, you will play a key role in driving our business growth by generating new leads and opportunities. You will be responsible for identifying potential customers, qualifying leads, and setting up meetings for our sales team. This is an exciting opportunity to be part of a dynamic team and contribute to the success of our company.

Key Responsibilities:

• Identify and qualify new leads through various outbound strategies, including cold calling, email campaigns, and social media outreach.
• Engage with prospects to understand their needs and qualify them as potential customers.
• Set up meetings or product demonstrations for the sales team with qualified leads.
• Collaborate with the sales team to develop and implement lead generation strategies.
• Maintain accurate records of all prospect interactions and sales activities in the CRM system.
• Stay informed about industry trends, competitive landscape, and market conditions.

Qualifications:

• Bachelor's degree, and/or 1+ years’ experience in related field.
• Previous experience in sales, lead generation, or customer service is preferred.
• Strong communication and interpersonal skills.
• Ability to work in a fast-paced environment and meet tight deadlines.
• Proficiency in CRM software and Microsoft Office Suite.
   

Career Advancement:

After excelling in the role of “Business Development Representative” (BDR), the next step in career growth is becoming a “Solutions Consultant”. To be considered for this promotion by Management, individuals must have a proven track record of meeting their quota as a “BDR” for a minimum of one year. Furthermore, they must have a robust pipeline established to handle the increased quota requirements of the “Solutions Consultant” position.
 

SOP - Business Development Representatives (BDRs) at ECC:

Purpose: To standardize the process for BDRs at ECC to hunt and qualify leads, ensuring focus on high-potential prospects.

Scope: Applicable to all BDRs at ECC.

Key Performance Indicators (KPIs)

• Number of leads contacted
• Conversion rate of SQLs to Quotes delivered
• Conversion rate of SQLs to closed deals
• Average time to convert leads
   

Proactive Outreach:

• Cold Calling: Directly call potential leads to introduce ECC’s offerings and gauge interest.
• Cold Emailing: Send targeted emails to potential leads to initiate conversation and provide information about ECC’s products or services.
   

Social Media Engagement:

• LinkedIn: Use LinkedIn to identify and connect with potential leads. Engage with their posts and share relevant content.
• X / Twitter: Follow and interact with industry leaders and potential leads. Share content and participate in relevant discussions.
• Participate in discussions and provide valuable insights to establish connections with potential leads.
   

Networking:

• Attend trade shows, conferences, and networking events to meet new prospects and build relationships.
• Participate in local business meetups and industry groups to find potential leads.
   

Customer Relationship Management (CRM):

• Utilize industry databases and online tools to gather information about potential leads.
• Use CRM and lead generation software to identify and track potential leads.

Lead Qualification Criteria:

• Evaluating factors such as industry, company size, geographic location, and job role/title to ensure alignment with the company’s target customer profile.
• Understanding the lead’s pain points, challenges, and specific requirements that the company’s products or services can address.
• Assessing the lead’s level of interest, timeline for making a purchase decision, and budget availability.
• Verifying whether the lead has the authority or influence within their organization to make or influence purchasing decisions.
• Determining the lead’s readiness to engage with sales further, such as scheduling a demo, requesting a quote, or participating in a sales call.
• Ensure the lead fits ECC's target customer profile:
  • Industry: Define
  • Location: Target regions
  • Job Title/Role: Relevant roles, e.g., Jail Sheriff, IT Manager, Ops Director
  • Identify: expressed pain points and potential needs:
  • Interaction: Look for inquiries or interactions indicating challenges that ECC’s solutions can address

Qualification Approval:

• Leads meeting criteria are entered into Q360 as an opportunity and passed to the Regional Manager to be approved as a Sales Qualified Lead (SQL). If approved, RM will be assigned to either a Solutions or Senior Solutions Consultant.

Handover to Sales Team:

• Ensure a smooth transition from BDRs to the sales team:
  • Provide detailed information about the lead’s engagement history and assessed needs
• Highlight any critical insights or potential objections
   

Why ECC

• Benefits including flexible spending account, health, dental, and vision
• Paid time off
• Paid holidays (8)
• 401K/Profit sharing
• Short term disability
• Training and professional development opportunities
• Dynamic company culture
• Company apparel stores
• Company laptop

ECC IS AN EQUAL OPPORTUNITY PROVIDER.