A Business Development Representative (BDR) contacts prospects and customers to identify opportunities and generate sales leads for Cat® and dealer equipment, machine, products, parts or services (“dealer solutions. The BDR builds and maintains relationships with organizations in their assigned database to maximize participation in dealer offerings.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Essential duties and responsibilities include the following. Other duties may be assigned.
•Develop marketing campaigns to effectively reach out to the large customer base (11,000+ accounts) that are not being regularly contacted by Quinn
•Develop social media strategy for posting parts and service promotions, service offerings and other relevant content for customers
•Perform market research to determine market share as well as identify potential new product support opportunities
•Work with equipment sales dept on promotional programs for CVA’s on new sales and ensure proper hand-off from sales to service dept
•Identify and help organize events, trade shows, associations and other opportunities for product support to participate in and market to our potential customer base
•Work with Caterpillar on new product support marketing initiatives and promotional programs to ensure alignment with our corporate strategy as well as to determine which programs will be supported financially by Caterpillar
•Qualify assigned prospects and 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.
•Contact assigned prospects who have indicated interest. Qualify by identifying business issues, timelines and opportunities for dealer solutions. If needs are not immediate, design an appropriate follow-up contact strategy (PAR).
•Call assigned customers at PAR to uncover business issues, timelines and opportunities for dealer solutions. Customers should be assigned to a dealer salesperson (ISR, PSSR, MSR) and not a BDR unless they have not purchased a dealer solution in the last five years.
•Identify and qualify leads for dealer solutions from opportunities generated by contacting assigned prospects and customers. A qualified lead is: 1) the potential customer will be actively in the market within the next 60 days, 2) the BDR 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 has agreed to be contacted by a dealer salesperson.
•Document business issues, timelines, opportunities and leads in the dealer’s contact management system (CRM).
•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.
•Transfer leads to the appropriate salesperson in a timely and efficient manner.
•Continue to develop expertise in products and services through training and research.
•Expand contacts within the dealership as a resource for customers.
•Recommend dealer solutions to reduce customer owning and operating costs and demonstrate value.
•Maximize machine, equipment, products, parts and service sales by promoting all aspects of the dealer’s offerings.
•Monitor and report all pertinent market information relative to competitive activity, customer information and product performance.
•Achieve the planned annual rate of call (PAR) for each assigned account.
•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