Business Development Representative - UKI French Speaking

The BDR is responsible for identifying and developing new opportunities for the Sales Directors/field sales to pursue. BDRs generate demand primarily via outbound prospecting into assigned accounts, territories or buying centers. In addition to tele, SDRs use a spectrum of tactics including email, social media and chat. In organizations with limited scale, BDRs also have responsibilities to further qualify inbound demand generated by marketing and scored using a marketing automation platform (MAP).

Duties & Responsibilities

• Generate new demand (e.g. individual leads and/or buying groups) for the sales organization to pursue.
• Qualify demand (e.g. individual leads and/or buying groups) against established criteria before passing a lead to account directors/field sales as Sales Accepted Leads (SALs) or qualified demand units.
• Discover, validate and reach out to additional personas typically involved in a buying decision to determine possible buying groups for delivery to field sales.
• Nurture predetermined groups of prospects back from field or channel sales by using multiple touch tactics (e.g. telephone, email, social).
• As a secondary responsibility – where specified by the organization – process inbound demand using a range of tactics (e.g. telephone, email, social).
• Comply with all demand management–related service-level agreements.
• Provide accurate weekly forecasts to marketing and sales on the volume of qualified demand expected to reach the SAL stage or qualified demand stage.
• Track and manage prospecting, qualification and nurture activities in the company’s sales force automation (SFA) system.
• Reach and have meaningful, productive conversations with individuals representing the buyer personas targeted by the organization.

Dimensions of the Role

• Organisational interlocks: Field Sales, Channel Sales, Pre-Sales, Field Marketing, Marketing Operations, Sales Operations, Product Marketing.
• Technologies Supporting the role: SalesForce, SalesLoft, LeadIQ, Lusha, LinkedIn Sales Navigator, full Microsoft Office suite.
• Success Metrics: Accepted & Converted Sales Accepted Leads (SALs), new opportunities & influenced opportunities.
• KPIs: Number of appointments set, percentage of set appointments accepted by sales, percentage converted to opportunities, opportunity value generated from demand passed, revenue value achieved from demand passed, call quality with target buyer personas and buying groups & activity levels (e.g. talk time, dial and connect volumes, emails sent, social engagement).

Competencies

• Bachelor's degree desired.
• Proficiency in French at a minimum professional level is necessary.
• Three to five years of prospecting experience, depending on the complexity of the product/solution being sold, as well as the level of prospect being called (e.g. IT buyer vs. CXO).
• B2B experience.
• Familiarity with MAPs and CRM systems.
• Experience in an industry with a significant volume of customer/prospect interaction.

Additional Skills, Experience, Languages

• Strong verbal & written communication skills.
• Active listening to assess prospect needs & opportunities.
• Ability to articulate a high-quality value proposition on every call.
• Ability to perform prospect & account research to prepare for calls.
• Ability to use existing and emerging social media tools to monitor targeted accounts and buying groups, and identify trigger events for follow-up.
• Discipline and energy to maintain high activity volumes (e.g. a minimum of 30 outbound calls and 25 additional outbound touches per day).
• A desire for a career in tech sales and ambition to progress.
• Speaking another language other than English would be brilliant, but not essential.

Knowledge

• Telephone prospecting techniques.
• Email prospecting techniques (based around personalization & targeted outreach).
• LinkedIn Sales Navigator & social selling techniques.
• SalesLoft & SFDC experience.
• Lead management processes.