Business Development Representative

Company Summary:

Made4net is a leading provider of supply chain execution software solutions. Our innovative technology helps businesses optimize their supply chain operations, increase efficiency, and improve overall productivity. With a global presence and a commitment to excellence, Made4net is at the forefront of the industry, serving a diverse range of clients across various sectors.

Purpose of the Function:

The purpose of the Sales function is to drive revenue and growth for Made4net by selling our first in class supply chain execution software technology and solutions. 

Purpose of the Job: 

The Business Development Representative’s primary responsibilities include development and execution of business development lead generation programs. Lead generation activities include working collaboratively with Account Executives (AE’s), Marketing and other Made4net teammates on specific programs and heavy outbound phone and email activity to enhance revenue for Made4net through license sales whereby independence, responsibility, initiative, and teamwork are important. This position will contribute to the achievement of company sales and profit targets.

Core Duties and Responsibilities: 

• Manage Inbound (triage and qualification) and drive Outbound (Cold Calling, Emailing, Campaigns, etc.) lead generation activities in conjunction with AEs, marketing, and partner management to support sales goals and pipeline metrics.
• Research and creatively prospect for new customers who can gain significant value through a partnership with Made4net.
• Identify and qualify project needs, budget, timelines, business issues and obstacles for hand off to the appropriate sales individual.
• Collect & analyze potential customer’s financial information, critical business processes and/or system needs to support Account Based Marketing (ABM) programs.
• Conduct qualification calls via phone and/or virtual meetings to understand prospects’ basic functional and technical requirements to determine proper fit and area(s) of interest.
• Set up meetings between prospect decision makers and company’s AEs, executives and/or other relevant personnel.
• Conduct analysis of customer install base and develop strategic and tactical account strategies for cross sell and upsell opportunities.
• Develop and communicate compelling Made4net supply chain value propositions based on ROI and/or cost/benefits analysis.
• Provide stakeholders with appropriate marketing literature.
• Collaborate closely with the Marketing team to drive continuous program execution that will result in additional leads and improve Made4net’s market profile/visibility.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional organizations.
• Document and maintain via Salesforce.com (SFDC), accurate account information and all interactions with customers and prospects.
• Follow the latest industry developments and stay up to date on corporate competitors.  Possess a strong understanding of our products, our competition in the industry and positioning.
• Assist with other projects and responsibilities as assigned.

Core Competencies: 

Communicates Effectively- Developing and delivering multi-mode communications that convey a clear understand of the unique needs of different audiences

Persuades- Using compelling arguments to gain the support and commitment of others

Situational Adaptability- Adapting approach and demeanor in real time to match the shifting demands of different situations

Drives Results- Consistently achieving results, even under tough circumstances

The above core competencies are copyrighted by Korn Ferry. For more detailed information and insights, please visit KornFerry.com.

Required Qualifications:

Education/Experience:

• 2+ years previous business development or sales experience in Business to Business (B2B) environments.
• Proven lead generation or sales quota attainment track record.
• Demonstrable experience in achieving high outbound communication volumes (e.g. 50 calls/25 emails per day).
• Desire to sharpen skills and challenge current processes and approaches.
• Strong verbal and written communication skills with a sense of initiative and strong motivation
• Experience working in a team sales environment (business development, sales/Account Executives, presales) preferred.
• Undergraduate degree (preferred)
• Experience in Supply Chain Execution (WMS), SaaS/software sales, competitive knowledge and value drivers (preferred)
• Minimal travel (2-4 trade shows, sales meetings per year depending on U.S Travel Restrictions)

Computer/Software Knowledge: 

To perform this job successfully, an individual should be proficient with Microsoft Office Suite Products, familiarity with Salesforce (or other similar CRM), LinkedIn and use of other firmographic tools for research purposes. 

Physical Demands:

The employee must occasionally lift and/or move up to 20 pounds. Specific vision abilities required by this job include utilizing close vision for reading or viewing a monitor, etc. While performing the duties of this job, the employee is regularly required to sit, stand, verbally communicate, and perform intricate finger dexterity to type or manipulate electronic documents while speaking or listening.  This position may work from home and may include up to 25% travel time.