Revenue Expansion Specialist

Revenue Expansion Specialist Job Description 

1. Strategic Purpose & Positioning of the Role 

The commission-only sales representative will be responsible for building a robust pipeline of new business prospects and strategically expanding existing accounts. Unlike a passive order-taker, the rep will be a proactive “hunter” who confidently articulates Lloyd Solves’ unique value, seeking to continuously open new opportunities and convert them into long-term clients. 

Emphasis on Pipeline Health: In line with New Sales. Simplified., the role centers on creating and maintaining a pipeline rich in qualified prospects. The focus is on consistently engaging new leads rather than waiting for inbound interest. 

Clear, Compelling Sales Story: The rep will master and deploy a crisp, confident sales message that highlights how Lloyd Solves addresses pain points and delivers measurable outcomes. This “sales story” will serve as a powerful tool to differentiate the company from competitors right at the outset. 

2. Ideal Applicant Profile 

Demographics & Location: 

Age Range: 18 to 23 years old 

Background: Middle-class upbringing; comfortable relating to a broad range of clients. 

Location & Work Setup: 

Proximity to Boca Raton Office: Applicants should be based in South Florida and able to travel to the Boca Raton office at least once a week for coaching sessions, pipeline reviews, and performance feedback. 

Remote Flexibility: Outside of these weekly in-person meetings, the sales representative can work remotely, leveraging digital tools and communication platforms for day-to-day outreach, follow-ups, and account management. 

Key Characteristics 

Proactive Hunter’s Mindset: 

Actively seeks out new prospects rather than waiting for inbound leads. 

Embraces a 10,000 ft. view—understands broader company goals and how new clients fit into the big picture. 

Disciplined & Organized: 

Structures time effectively (daily outreach blocks, weekly pipeline reviews) to maximize productivity. 

Practices punctuality, arriving on-time for office visits, client calls, and internal meetings. 

Adheres to systematized processes, thoroughly documenting communications and tasks for visibility and reporting. 

Uses standardized approaches (scripts, templates, disaster playbooks) to consistently deliver quality and efficiency. 

Confident Communicator (Professional & Inclusive): 

Dresses professionally, maintains good hygiene, and speaks clearly and intelligently. 

Presents value propositions simply, directly, and on-brand. 

Practices active listening—gives clients the space to speak and ensures they feel heard (e.g., “three-second rule,” maintaining eye contact, nodding to show engagement). 

Keeps the camera on during virtual meetings to convey presence, openness, and attentiveness. 

Fosters inclusivity within the team, ensuring internal communication is transparent, respectful, and invites diverse input. 

Mediates conflicts calmly, acknowledging differing perspectives and working toward constructive solutions that align with company values and client interests. 

Coachability & Continuous Improvement (Aspiring & Composed): 

Welcomes feedback and ongoing training to refine messaging, strategy, and negotiation skills. 

Composed under pressure—approaches challenges as solvable, drawing on standardized solutions when possible, and remaining calm when discussing complex problems. 

Always learning: Stays informed by reading, seeking advice from more experienced professionals, and continuously expanding their knowledge base. 

Strives for personal and professional growth, leveraging each coaching session and performance review to reach higher levels of competence and effectiveness. 

3. Responsibilities & Activities 

Proactive Prospecting & New Business Generation: 

Target Account Identification: Identify and pursue a focused list of ideal client profiles, creating a strategic “Target Account List” to streamline efforts. 

Consistent Outreach Cadence: Dedicate daily time blocks to outbound calling, emailing, and LinkedIn messaging to spark conversations with new prospects. Consistency here fuels pipeline health. 

Compelling Outreach Messages: Use the refined sales story to quickly communicate how Lloyd Solves solves customers’ problems, making the first contact count. 

Pipeline Management & Advancement: 

Qualify Early, Disqualify Quickly: Efficiently determine which prospects are worth pursuing further, keeping the pipeline clean and focused on genuine opportunities. 

Follow-Up Discipline: Systematically follow up with prospects—adding value, providing relevant insights, and guiding them toward the next step in the sales process. 

Weekly Calls with Existing Clients: 

Check-Ins to Spur Additional Business: While new business hunting is a priority, the rep also regularly engages existing clients. The goal is to uncover new needs, present additional services, and leverage goodwill to generate referrals. 

Cross-Sell & Upsell Opportunities: Use a structured approach to assess clients’ evolving challenges and match solutions that deepen the relationship and expand revenue. 

4. Performance Metrics & Accountability 

Core Metrics: 

Pipeline Volume & Quality: Track the number and quality of opportunities entering the pipeline. 

Conversion Rates: Monitor the ratio of outreach to appointments set, appointments to proposals, and proposals to closed deals. 

Revenue Growth: Measure direct impact on net new business growth and increased value from current clients. 

Commission Structure: 

New Business Wins (Net New Deals): 

20% Commission on the total contract value of any new client deal the representative successfully closes. This higher commission rate incentivizes proactive prospecting, diligent follow-ups, and a strong focus on growing the company’s customer base. 

Existing Account Growth (Renewals & Add-Ons): 

8% Commission on additional contracts, upgrades, or service renewals secured from existing clients. This incentive encourages the representative to maintain ongoing relationships, identify new needs, and continuously present relevant solutions that deepen the account’s value. 

Performance Transparency & Timely Payouts: 

All commissions will be tracked through HubSpot and accounting systems to ensure accuracy and fairness. The representative will receive regular performance reports and commission statements, reinforcing a culture of transparency and motivating sustained, results-driven effort. 

5. Development & Enablement 

Training on the Sales Story: 

Provide a well-crafted, succinct narrative that reps will internalize and tailor during calls. Regular role-plays and coaching ensure the story remains impactful and authentic. 

Sales Weapons & Tools: 

Equip the rep with effective call scripts, targeted email templates, qualifying questions, and conversation starters, all rooted in the principles from New Sales. Simplified. 

Offer ongoing feedback sessions to refine messaging, sharpen prospecting efficiency, and improve closing techniques. 

Routines & Habits: 

Enforce scheduled time blocks for prospecting, weekly pipeline reviews, and monthly performance check-ins. 

Encourage constant improvement: as the rep learns which pitches resonate best, the messaging evolves, staying fresh and relevant. 

6. Technology & Tools 

Core Platforms: 

HubSpot CRM: The primary system of record for all prospect and client interactions. All outreach (calls, emails, notes) must be logged here, ensuring real-time visibility and accurate tracking of pipeline health and deal progress. 

Email & Communication: 

Outlook (with @lloydsolves.com email): Official company email integrated with HubSpot, ensuring that every client or prospect communication is automatically captured. 

Microsoft Teams: For internal communication, quick collaboration, and attending virtual meetings. Must be installed on both desktop and mobile devices to stay responsive and accessible. 

Telephony & Calling Tools: 

Aircall: A dedicated work phone number integrated directly with HubSpot. Calls, voicemails, and call recordings are synced, enabling a clear audit trail of communication and follow-up activities. 

Mobile Accessibility: 

Mobile Installations: Outlook, HubSpot, Teams, and Aircall must be installed on the representative’s mobile device. This setup ensures the rep can promptly respond to leads, access client information, and log activities on the go. 

Process Adherence: 

Mandatory Logging: Every call, email, or meaningful interaction with a prospect or client must be recorded in HubSpot. If the lead moves through opportunity stages, the corresponding Deal records must be kept up-to-date for accurate forecasting and revenue tracking. 

Consistency & Accuracy: Timely and precise record-keeping is non-negotiable. This streamlined approach guarantees that the pipeline remains transparent, manageable, and primed for strategic decision-making. 

7. Employment Status 

Independent Contractor (1099): 

The sales representative will engage with Lloyd Solves as a 1099 contractor rather than an employee. This arrangement provides flexibility in work hours and the overall engagement model. 

As an independent contractor, the representative is responsible for their own taxes, benefits, and compliance with relevant regulations. 

Lloyd Solves will provide the necessary training, tools, and support to ensure the contractor’s success within the defined scope of work. 

8. Time Commitment & Workload Expectation 

Weekly Hours: 

While this is a commission-only, 1099 contractor role with inherent flexibility, the expectation is that the representative will dedicate approximately 20-25 hours per week to proactive prospecting, pipeline management, and follow-up activities. 

Focus on High-Value Activities: 

The bulk of these hours should be spent on high-impact tasks – identifying target accounts, executing consistent outreach cadences, conducting discovery calls, and following up with prospects and existing clients to maintain a healthy, steadily advancing pipeline. 

In-Person & Remote Balance: 

These hours include at least one in-person coaching session per-week at the Boca Raton office. The remainder of the time can be spent remotely, allowing for flexible management of daily routines while ensuring disciplined, results-oriented prospecting efforts. 

By embracing the principles of New Sales. Simplified.—a strong focus on building a high-quality pipeline, nailing a compelling value story, maintaining disciplined outreach routines, and continuously refining sales approaches—this commission-only sales role is set to drive consistent new business growth and strengthen client relationships for Lloyd Solves.