Sales Development Representative

$77,500 - $99,000/Yr

Buyers Edge Platform - Waltham, MA

Full-time - Entry Level

Hybrid - Waltham, MA

10,001+ employees

Professional, Scientific, and Technical Services

About the position

As a Sales Development Representative (SDR) at Buyers Edge Platform, you will play a pivotal role in our sales process, focusing on independent operator restaurants. This position is designed for individuals looking to embark on a rewarding sales career within a dynamic and growing platform. Your primary responsibility will be to lead initial prospect outreach and conduct comprehensive needs assessments with key decision-makers, ultimately filling the sales pipeline with qualified opportunities for our sales teams. You will be expected to make a minimum of 50 outbound calls daily, ensuring at least 60 minutes of talk time, while nurturing both potential and existing customers. To support your success, extensive and ongoing sales training will be provided. In this role, you will proactively identify and research potential leads through various channels, including inbound inquiries, outbound prospecting, and online research. You will conduct market research to analyze and identify new business opportunities, effectively prioritizing leads to maximize your impact. Additionally, you will nurture cold leads and progress them through the sales funnel, while also identifying opportunities with existing customers to expand their use of Buyers Edge Platform offerings. A strong understanding of the food service industry, distribution, and manufacturing will be essential to your success. Your responsibilities will also include conducting initial outreach to leads, performing digital portal walk-throughs for new and existing members, and maintaining accurate records of all leads and opportunities in the Salesforce CRM system. You will schedule meetings, demos, or calls with qualified leads and existing members for the sales teams, ensuring a strong pipeline of interested prospects while consistently meeting or exceeding monthly sales quotas. Building and maintaining relationships with potential and existing customers through effective communication and follow-ups will be key to your role, as will collaborating with sales teams to ensure a smooth transition of qualified leads. Overall, this position offers a unique opportunity to contribute to the growth of Buyers Edge Platform while developing your skills in sales and relationship management.

Responsibilities

• Proactively identify and research potential leads through various channels.
• Conduct market research to analyze and identify new business opportunities.
• Nurture cold leads and progress them through the sales funnel.
• Close Manufacturer Appreciation Program (MAP) business by connecting foodservice operators' distributors to our Launchpad portal.
• Conduct initial outreach, averaging at least 50 dials & 60 minutes of talk time daily to assess leads' needs.
• Perform digital portal walk-throughs for new and existing BEPL members.
• Gather critical information and maintain accurate records of all leads and opportunities in Salesforce CRM.
• Schedule meetings, demos, or calls with qualified leads and existing members for the sales teams.
• Build and maintain relationships with potential and existing customers through effective communication.
• Collaborate with sales teams to ensure a smooth transition of qualified leads.
• Maintain and report on lead generation and qualification metrics.

Requirements

• Ideally, some sales prospecting, quota bearing, outbound inside sales experience.
• Excellent communication and interpersonal skills.
• Confidence and ability to speak to customers and understand their challenges.
• Familiarity with CRM software (e.g., Salesforce) is an advantage.
• Post-secondary education in business related discipline, Diploma, Degree or equivalent sales and business experience.
• Basic understanding of web-based platforms and Microsoft Suite.
• Strong business acumen and an understanding of value-based selling.
• Ability to consistently meet or exceed monthly sales quotas.
• Comfortable with a high volume of daily sales calls.
• Enthusiastic and effective communicator who practices active listening.
• Resilient and ambitious self-starter motivated by a competitive merit-based compensation structure.
• Experience with the foodservice industry is an asset.

Nice-to-haves

• Ability to overcome common sales resistance and objections using proven techniques.
• Coachable and open to feedback from leadership to continually improve sales acumen.

Benefits

• Medical, dental, and vision coverages.
• Flexible spending accounts for health and dependent care.
• Critical illness, accident, and voluntary life insurance.
• Company paid life and long-term disability plans.
• 401(k) plan with company match.
• Personal Responsibility Paid Time Off policy with no accrual needed.
• Half-day Summer Fridays.