Business Development Representative

Job Title: Business Development Representative

Introduction:

The Business Development Representative role generates qualified leads from prospective clients, develops them and transitions them to Sales to close; they are the first step in the selling process, and presents the first impression of Toshiba to our prospective customers. Position is responsible for identifying and qualifying revenue opportunities for Account Executives. To achieve this, the position will work closely with Account Executives, Sales Leaders, and the Marketing team using methodologies such as Account-Based Marketing, Conversational Selling and Social Selling.

Responsibilities:

Preparation & Readiness: Understand customer situation, research contacts, understand retail segment and more. Create situation for readiness to consider TGCS solutions based on list of contacts from either Marketing or Sales. Research key individuals and decision makers within specific named accounts to identify targets for demand generation and promotional campaigns. Conduct research to develop a customized approach to targeted customers.

Marketing - collaborate with the Marketing team to uncover sales leads in acquisition and channel accounts as a result of targeted campaigns and events.

Sales - partner closely with sales (direct or channel) to understand who to target.

Outreach & Nurture: Develop new business via outbound calling and communication such as email, social media, LinkedIn to introduce Toshiba retail solutions and identify potential new logo accounts. Communicate Toshiba's retail value proposition quickly and effectively relative to the customer's circumstances. Ensure marketing generated leads are quantified using defined qualification criteria and process. Provide feedback to the marketing team to improve and hone messaging as applicable.

Obtain thorough knowledge of the prospect's potential use cases and needs and identify the business outcomes to which Toshiba will align. Provide a high-level overview of products and services and set introductions between prospect business units and the Toshiba Sales and/or Services team. Develop and manage a consistent pipeline of qualified prospective opportunities.

Focus is on high quality, not massive quantity. More senior BDR experience.

Tracking & Reporting: Work closely and collaboratively with the sales teams on the strategy to meet sales goals. Properly document and track all activity in Salesforce.com. Regularly manage lead process and measure/report on progress.

Perform other related duties as assigned.

Required Skills:

• Bachelor's degree or equivalent experience and 5+ years of business development, lead generation, sales, or marketing experience.
• Over-the-top motivation, grit, and creativity to successfully reach prospects, create conversations, build, and nurture relationships with key decision makers.
• Experience successfully managing multiple priorities simultaneously, maintaining a high-volume pace with the ability to "switch gears" quickly as the prospecting conversation warrants.
• Strong organizational skills a must, plus excellent verbal, written and active-listening skills.
• Strong selling skills to include ease of handling objections, ability to probe for new opportunities and persuasively convey value proposition.
• Confident and persuasive in engaging C-level executives
• A talent for asking the right questions to uncover a company's pain points, and then positioning Toshiba as the solution.
• Professional persistence & ability to "think on your feet" and make compelling introductions.
• Specialized in lead nurturing with previous experience exceeding lead generation objectives.
• Disciplined approach to daily activity planning, setting goals, and achieving results as well as documenting all activity in Salesforce.
• Proven track record of meeting and exceeding goals
• Comfortable with and proficient at making cold calls.
• The ability to comfortably respond to objections/rejection daily.
• Proven ability to succeed in a metrics driven, digitally enabled environment.

Preferred Skills:

• Experience with the retail technology industry, either on vendor or client side
• Experience with using Salesforce (CRM) and LinkedIn Sales Navigator, ZoomInfo and other sales engagement tools
• Ambition for a career in Tech sales or Marketing for high tech

About the Company:

Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands. Have you ever been in a hurry and made use of the self-checkout at Lowe's Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, Calvin Klein, Boots, Cencosud, BJ's, or Costco? These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader.

The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let's get together to drive the new economy.

Toshiba Global Commerce Solutions, Inc. offers a competitive salary and generous benefits package including the following:

• Group health coverage (medical, dental, & vision)
• Employee Assistance Programs
• Pre-tax spending accounts
• 401(k) plan (with company match)
• Company provided life insurance
• Pet Insurance
• Employee discounts
• Generous paid holiday schedule, paid vacation & sick/personal days

EEO:

Toshiba Global Commerce Solutions is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age, ancestry, color, religious creed, disability, marital status, medical condition, genetic information, military or veteran status, national origin, race, sex, gender, gender identity, gender expression and sexual orientation or any other protected factor. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

Individuals who need a reasonable accommodation because of a disability for any part of the employment process should email [email protected] to request an accommodation.

DIVERSITY, EQUITY & INCLUSION:

We at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore, we're committed to Diversity, Equity, and Inclusion for all our people as highlighted by our 5 Core Principles (Create Outreach, Foster Belonging, Unleash Opportunity, Diverse Cultural Engagement and Culture of Transparency). We're passionate about our customers the retail industry and becoming a more responsible company as we help create a brighter future.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)