Business Development Coordinator

BUSINESS DEVELOPMENT COORDINATOR

 

JOB DESCRIPTION

 

PREREQUISITES.  The person selected as the Business Development Center (BDC) Coordinator must have an excellent track record in business-to-business telephone sales work.  This experience should include inbound, as well as outbound activity.  Additionally, the successful applicant will have experience in lead generation, appointment setting and database marketing.

 

The position requires computer skills.  This must be demonstrated.  Ideally, this experience has been with GoldMine Software.

 

GOALS OF THIS POSITION.  The primary goal of this position is to supply the sales force with a non stop flow of highly qualified leads.  These leads will be created and managed to assure a flow that exceeds the monthly sales (new orders) requirements by at least ten times the financial goals of the organization.  The coordinator will take direction from management to understand which products to stress as well as when this emphasis should be applied.

 

The coordinator is expected to learn and retain in depth product knowledge regarding all of our products and services.  The coordinator is also expected to learn the Strategies contained in the database system.  This knowledge shall be used to assure that all of the opportunities identified through any of the company?s marketing efforts will, at all times, be maintained in the proper strategy.

 

All opportunities will be profiled as the coordinator makes contacts with the people employed by the account.  Profiling is defined as the following:  gaining information regarding the current situation within the account. This includes, the current supplier; who made the decision to bring that competitor in; what sort of volume do they obtain form the current supplier; what do they like re: the current supplier: when do they anticipate a review of the relationship; who are all of them decision makers, and any other information required to clearly identify a qualified lead.

 

A qualified lead will be one that is going to buy (from somebody) in the reasonable near future.  Leads will not be handed off to the outside sales force prior to the accurate completion of the profiling stage, as defined by management. The coordinator will interact with the outside sales force to assure accurate updating of all contact and opportunity information.

 

The coordinator will be responsible for data analysis and generating reports for management.

 

The coordinator is responsible for projecting a professional image of the company to all contacts all of the time.

 

SALES MAIL.  The coordinator is required to make sure that all daily mail is printed and mailed on a timely basis.

 

SALES SKILLS.  The coordinator is responsible for creating and using a selling presentation that highlights the benefits of meeting with one of the outside sales people.  This presentation must be given to the manager weekly.

 

S.O.F.T. REPORTS  The coordinator will complete a weekly S.O.F.T. report.

 

FIELD INTERFACE.  The coordinator is responsible for smooth interfaces with all members of the company?s outside sales team.  All communications with the field are to be followed up to assure weekly completion (by the outside staff) of all assigned activities.

 

ACTIVITY OBJECTIVES.  The coordinator will be measured against the following metrics.

1.  Dials per day 100

2.  Presentations per day 25 - 35

3.  ?Next Actions Assigned? per day 15 - 25

4.  Qualified Appointments Set Per Day 5 -10

 

PERSONALITY TRAITS.  The coordinator will have the following traits:  Can do attitude; high energy; proactive approach to tasks; articulate; organized; not moody; good listener; very organized; disciplined; consistent performance; cooperative; and success oriented.