Lead Development Rep (Entry Level)

Location: Gaithersburg, Maryland
Date Posted: 11-07-2017
Lead Development Rep (Entry Level)
If you are interested in sales and marketing this might be the job for you!  Our Lead Development Rep (LDR) will support our sales teams and partners with lead generation. You will be responsible for accelerating demand generation productivity for AINS’ suite software products. The LDR is an extension of the Sales organization and is the first line of contact in the sales process.  This role is focused on prospecting, qualifying leads, generating interest, building relationships, and setting up high-value meetings for the sales team.  In close collaboration with Account Executives and Product Managers, LDRs establish prospecting plans for product lines and strategic accounts to uncover new business and grow existing customers. The LDR may also manage smaller deals in their assigned territories.
The LDR will go through an extensive training program focused on increasing their knowledge of our solutions and presenting value to prospects.  Focus will be on building rapport with prospects to drive interest and engagement. 
The right candidate must be able to engage prospects at all levels and identify needs through appropriate qualifying questions and conversations to drive interest in AINS products.  Strong business acumen and the ability to quickly assess and understand a prospect’s or customer’s business needs and apply the business value of AINS is essential to success in this role. Ideal candidates possess the aptitude to easily engage and establish rapport with executives and line of business professionals across government and commercial accounts.
This is a critical role that offers an opportunity for a focused, driven professional looking to accelerate their career and contribute to a high performance sales organization.
  • Proactively make outbound sales calls to new prospects and leads to meet sales quotas.
  • Prospect, identify, and qualify new business opportunities for further development and closure.
  • Leverage an inside sale methodology to nurture buying opportunities through the sales cycle.
  • Document lead activity, account history, opportunity details, and requirements in the CRM database.
  • Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails.
  • Setting appointments for sales consultants to meet with potential customers.
  • Understand customer needs and requirements by conducting gap/needs analysis, determine prospects pain points and identify BANT qualities to determine how to best qualify opportunities and position AINS’ value.
  • Research accounts, identify key players, generate interest and develop on-going relationships with accounts to stimulate opportunities.
  • Team with channel partners to build pipeline and close deals.
  • Coordinate call campaigns.
  • Develop and manage schedule and priorities.
  • Fedbid/ Fedbizopps/ Ebuy/ Customer RFI/ Customer RFP tracking.
  • Develop quotations based on identified sales strategy.
  • Conduct post-sale follow up and communication.
  • BS/BA degree in relevant discipline.
  • Must be a self-starter and be able to work with minimal supervision; desire to be in an entrepreneurial, high-growth environment.
  • Strong phone presence - prefer experience dialing dozens of calls per day.
  • Excellent listening, verbal and written communication skills, with strong attention to detail and follow through. Ability to multi-task, prioritize, take on responsibility and work well under deadlines.
  • Consultative and solution prospecting/selling experience desired.
  • Strong listening and presentation skills.
  • Ability to execute marketing lead nurture and qualification campaigns.
  • Proficient in Microsoft Excel, Word, PowerPoint and Outlook, corporate productivity and web presentation tools.
  • A team player, effectively interacting with employees at all levels within the company.
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