Job Summary
The outdoor sales executive plays a key role in the early stages of the sales cycle, focusing on generating and qualifying leads rather than closing deals. Their activities are designed to build the sales pipeline for Account Executives or sales manager.
Job Responsibilities:
Research and Prospecting
- Identify Ideal Customer Profiles (ICPs): Target industries (e.g., retail, manufacturing, FMCG), company size, region.
- List building: Use tools like LinkedIn Sales Navigator, Apollo, ZoomInfo, etc.
- Lead segmentation: Segment by business type (e.g., companies using outdated ERPs, growing businesses needing scalability).
Outreach and Engagement
- Cold emailing: Personalized emails introducing the ERP solution and proposing a discovery call.
- Cold calling: Engaging with decision-makers like CFOs, COOs, or IT managers.
- LinkedIn outreach: Connection requests, follow-up messages, content engagement.
- Social selling: Commenting and posting relevant content to increase visibility and build credibility.
Lead Qualification
- Initial discovery calls: Understand the lead's pain points, current systems, and business needs.
- BANT/CHAMP qualification: Budget, Authority, Need, Timeline (or alternative qualification frameworks).
- Capture CRM details: Record interactions and update lead statuses in CRM (e.g., Dynamics 365 Sales).
Meeting Scheduling
- Book discovery/demo meetings: Hand over warm and qualified leads to Account Executives or Solution Consultants.
Pipeline Reporting & Optimization
- Track outreach performance: Email open/reply rates, call connect rates, LinkedIn engagement.
- Report in CRM: Maintain clean records, activity logs, and lead statuses.
- Feedback loops: Share objections or patterns with marketing and sales to improve targeting or messaging.
Collaboration
- Work with marketing: Align on campaigns, share content, and provide feedback on MQL quality.
- Work with AEs and solution consultants: Ensure alignment in messaging and handoff quality.
Job Qualifications:
- Bachelor’s degree in business, Marketing, Communications, or a related field.
- 3+ years of experience in a sales or lead generation role, preferably in the tech or ERP sector.
- Experience with IT Solutions
- Strong written and verbal communication skills.
- Comfortable with cold calling and handling objections.
- Familiarity with CRM tools is a plus.
- Knowledge of ERP systems and industry-specific challenges is highly desirable.
- Results-driven and self-motivated.
- Excellent organizational and time-management skills.
- Curious and eager to learn about new industries and technologies.
- Team player with a collaborative mindset.
