Job Posting:Business Development Rep (BDR) Availability:Immediate Reporting to:Business Development Manager General Description
To establish a strong presence for WatchGuard Video in an assigned geographic territory through high volume telephone prospecting. BDR’s manage their day by balancing inbound telephone calls and making outbound calls to launch relationships with perspective customers and coordinate the activities of a field sales representative.
Specific Responsibilities
Requirements of this position will include but not be limited to the following:
Field Sales Support
Each BDR is “partnered” with up to three (3) Regional Sales Managers (RSM). BDR is responsible for ensuring that each RSM is able to maintain high visibility with customers therefore not needing to manage sales office responsibilities.
RSM and BDR will maintain a close relationship to create an aggressive strategy toward meeting the territory sales goal. As the RSM spends the majority of their day in customer settings, meetings to maintain this requirement may take place before or after normal business hours during the week or on weekends.
Schedule no less than eight (8) product demonstration appointments for the RSM each week. BDR will maintain an awareness of RSM priorities by location in the territory, and their schedule as a part of the strategy that is developed between the two.
Business Development Activity (Pre Sale)
Outbound calling
Maintain call volume necessary to schedule no less than 8 product demonstration appointments each week.
Accurately qualify and quantify each opportunity, including identifying decision makers, decision influencers, potential units, etc.
Request and all on customer referrals.
Inbound calls
Answer company inbound calls and manage sales opportunities as presented by callers.
Rout service and other non-sales calls to the appropriate department or person at WatchGuard Video.
Quote management
Respond to prospect and RSM requests for quote with accuracy in a timely manner. (All quotes must be delivered to prospects with in one hour of the time received)
Coordinate quote follow up with RSM to close sales opportunity or schedule product demonstration.
Lead management
Provide leadership in managing same day follow-up on leads from all lead sources (Trade shows, web site, direct mail replies, etc)
Assist RSM in monitoring the results of customer evaluations.
Lead generation
Provide creativity in generating leads from markets where the WatchGuard Video product may apply. Coordinate this effort with RSM.
Relationship Management (Post Sale)
Be able to communicate to customers and RSM regarding order status using company electronic tools and personnel resources.
Be prepared to reply professionally to customers regarding delivery delays.
Maintain telephone follow-up with all customers to understand their satisfaction with the WatchGuard Video products and position reciprocal sales. Contact is maintained:
Weekly for the 30 days after product delivery
Monthly for the following 60 days of ownership
Quarterly thereafter
Request and call on customer referrals.
Coordinate communicating call results with RSM.
Remain current on the status of any customer trouble tickets and keep RSM informed as appropriate.
Database Management
Accurately manage the appending and usage of data from the lead database.
Track all referrals.
Report Management
Maintain reports on a weekly and monthly basis as required.
Coordinate with RSM for any data needed to populate reports.
Product Requirements
Maintain a strong knowledge of all WatchGuard Video products.
Maintain a basic working knowledge of products competing with the WatchGuard Video product line.
Travel
While the BDR position is not a traveling position, Reps should be prepared for travel as assigned by management. Travel requirements may include sales assistance for RSM, trade shows, or other trips in support of RSM sales efforts.
Reporting Structure status and benefits
Business Development Reps. are a part of the WatchGuard Video sales department, and report to a Business Development Manager. The BDR opportunity is a full time position and therefore eligible for company benefits as explained in the company employee manual.
Evaluations
BDR performance evaluations are carried out on a quarterly basis. Compensation evaluations are held annually.
Mandatory Work Skills:
Honesty!
Great attitude
Good attendance
Excellent phone voice with an outgoing personality
Good working knowledge of Microsoft Word and Excel including (Mail-Merge)
Good general computer and typing skills
Quick learner with both office related items and technical areas such as product(s)
Well organized and multi-tasking
Ability to work independently using good judgment, yet not afraid to ask for help.
Work well with others within the Sales Department and other departments.
Being willing to do any task the company has to offer even if not in the job description or within your skill set.
Other expectations:
Good mental and physical health
Non smoker at work or any work related event or on company property
This job does not require travel. However, there may be opportunities to attend a trade show or work with an Outside Partner possibly once a year or every other year. It may never happen and is not required if the opportunity does come up.
