A Business Development Coordinator (BDC) contacts prospects and customers through non-conventional methods to identify opportunities and generate sales leads for the Metro Region. The BDC will receive all incoming leads from Quinn marketing department for qualification and distribution to MSRs/ISRs. The person in this role will be responsible for reviewing non-assigned accounts for updates and deletion in CRM. The BDC builds and maintains relationships with organizations in their assigned database to maximize participation in dealer offerings. In addition, the BDC will as act as a sales coordinator to all ISR in the Metro Region.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Essential duties and responsibilities include the following. Other duties may be assigned.
•Identify and qualify incoming marketing and telemarketing leads from. A qualified lead is: 1) the potential customer will be actively in the market within the next 60 days, 2) the BDC has matched the customer’s needs to an offered dealer solution, 3) the potential customer has sufficient budget or financing capability to match their need, 4) the potential customer agrees to be contacted by a dealer salesperson.
•Contact all tier 3 and unassigned customers from lost sale/UCC list to ensure that we do not lose a second machine to unknown customers.
•Review resources such as Dodge Date, UCCs, and other non-conventional methods to effectively uncover leads, opportunities, and new customers.
•Transfer leads to the appropriate salesperson in a timely and efficient manner. Follow-up and drive lead response with all sales team members.
•Contact and qualify potential customers, uncovering business issues, timelines and opportunities for dealer solutions. Design an appropriate contact strategy (PAR) for each qualified customer to maximize Cat® and dealer opportunity participation. Customers should be assigned to a dealer salesperson (ISR, PSSR, and MSR) and not a BDC unless they have not purchased a dealer solution in the last five years. If needs are not immediate, design an appropriate follow-up contact strategy (PAR).
•Maintain a sufficient customer narrative (record of each conversation) to sufficiently educate a dealer salesperson to make a lead transfer seamless for the potential customer.
•Assist Machine Sales Representatives in achieving PAR coverage with assigned customers
•Assist and guide Metro Region Retail Champions for new, creative opportunities to enhance our retail presence. Be a pivotal figure in improving company retail score with Caterpillar.
•Conduct after-sale follow-up with customer and promote customer recognition. Lead team in driving improved customer experience.
•Support Machine Sales Representatives with target and conquest account development by aligning proper marketing/ promotional programs with customer profiles.
•Work with Quinn marketing department on new product support marketing initiatives and promotional programs to ensure alignment with our corporate strategy.
•Identify and organize events, trade shows, and trade associations to promote company products to various market segments and potential customer base
•Drive customers to company website. Promote on-line sales, on-line credit application, other digital platforms that will encourage customer’s purchase of Caterpillar products.
•Review account lists for updates and/or deletions in order to maximize CRM effectiveness.
•Promote employee recognition in order to foster a strong, enthusiastic, and positive sales culture.
•Monitor and report all pertinent market information relative to competitive activity, customer information and product performance.
•Document business issues, timelines, opportunities and leads in the dealer’s contact management system (CRM).
•Continue to develop expertise in products and services through training and research.
•Expand contacts within the dealership as a resource for customers.
•Act as sales coordinator for all Metro Region ISRs
•A fit with Quinn Company’s performance driven culture and values of Integrity, Teamwork, Respect, Quality, Relationships and Service.
EDUCATION and/or EXPERIENCE
Bachelor's degree from a four-year college or university in a related field of study or 5 to 8 years of extensive hands-on experience with related equipment and/or training; or equivalent combination of education and experience.
Quinn is an Equal Opportunity Employer M/F/V/DV