Lead Development Specialist

The Lead Development Specialist works for our Viewpoint Construction Software division. Viewpoint Construction Software provides integrated enterprise business and project management solutions from back office operations, to extended team collaboration and field management for mid to large-size contractors throughout the United States and abroad.

This position plays a key role in creating and developing opportunities for new business by generating qualified leads for the Viewpoint software sales team. The focus is to nurture opportunities with the intent of delivering qualified opportunities to sales based on predetermined criteria. In addition to lead generation and development, the Lead Development Specialist is responsible for updating the CRM databases with information gathered with every prospect contact. Lead development responsibilities require significant tele-prospecting in a business to business environment and use of internet/internal database resources to identify and profile new customers.

Essential Duties & Responsibilities

Follow up on prospect inquiries concerning Viewpoint Construction Software.

Create new market development opportunities through targeted calling into mid-range to large construction firms, speaking with key executives/positions to create and develop interest in Viewpoint Construction Software.

Develop and nurture relationships with prospective customers in assigned territories to understand business needs and the application of Viewpoint solutions to address those needs with the intent to align qualified opportunities to the sales team.

Responsible for outbound calling and emailing to generate interest and drive revenue production in geographic territories.

Update the CRM database based on each contact in order to provide visibility to market development opportunities in assigned territory.

Provide market feedback to the management team to optimize positioning of offerings.

Cross reference various trade publications to further develop the sales and marketing database.

Research potential new prospects using various resources, including the Internet.

Develop and communicate ongoing improvements to the process of prospecting for and qualifying leads.

Assist and execute as needed on various marketing projects.

Competencies

Well-organized, self-directed team player. Remains open to others' ideas, and exhibits willingness to try new things.

Able to assess business opportunities based on predetermined criteria in order to align opportunities with sales.

Able to understand industry issues and apply software value statements in order to engage with prospective customers in a meaningful and mutually beneficial manner.

Demonstrates excellent written and verbal communication skills. Listens effectively and transmits information accurately and understandably. Effectively presents and explains product information to high-level management personnel at target companies and is able to skillfully adapt presentation style as needed.

Ability to formulate communication strategies based on behavior style tendencies.

Ability to engage with prospective customers based on open probes and creation of value statements.

Establish and maintain credibility with the internal sales team and prospective customers.

Effectively communicate value by getting past the gatekeeper and overcoming objections.

Adapts to changes in the work environment, manages competing demands and is able to deal with frequent change, delays or unexpected events.

Prioritizes and plans work activities, uses time efficiently and develops realistic action plans.

Willing to take direction, engage in training and apply techniques and constructive criticism to improve performance.

Demonstrates accuracy and thoroughness and monitors own work to ensure quality and is able to read and interpret written information.

Demonstrates professionalism, discretion, and good judgment in all interactions with co-workers, customers, vendors and others.

Consistently at work on time, follows instructions, responds to management direction.

Qualifications

Job Levels

Associate - Basic skills with moderate proficiency. Typically requires up to 3 years relevant experience to meet knowledge and proficiency standards.

Career - Moderate skills with high level of proficiency. Typically requires 4 to 8 years of relevant experience to meet knowledge and proficiency standards.

Senior - Highly skilled with extensive proficiency. Typically requires 9 or more years of relevant experience to meet knowledge and proficiency standards.

Required

Bachelor's Degree

Strong and articulate telephone personality and the ability to create rapport. Proven verbal and written communication skills, business-to-business phone communication skills (e.g., telemarketing, tele-selling, etc.).

Must be self-motivated and able to self-manage personal time/tasks.

Proficient in Microsoft Office applications.

Preferred

Demonstrated success in a lead development role.

Trimble Inc. is proud to be an Equal Opportunity and Affirmative Action Employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, status as a covered veteran in accordance with applicable federal, state and local laws, or any other protected factor. EOE/M/F/V/D