Supplier Sales Representative

Charlotte, North Carolina, United States

The Business Development Representative at Avid Xchange plays an integral role in building and executing on account-based, go-to-market strategies within the ever-evolving Automated AP solutions industry. The BDR serves as the first human point of contact for target accounts and is responsible for managing many key activities – e.g. researching accounts, identifying and assigning individuals in an account to specific opportunities, as well as, assessing and mapping that buying group’s needs related to the Account Payable mission in the mid‑market space.

BDR’s are aligned to a specific industry vertical and then partner with associated Marketing Campaign Managers and other internal stakeholders to generate demand, primarily via outbound tele prospecting. They also qualify, map and nurture inbound requests from accounts assigned to them.

• Responsible for executing high volume prospecting efforts daily, including phone, email, and social media outreach, to generate qualified leads
• Responsible for gaining a product and industry expertise to effectively convey the value of Avid Xchange’s Automated A/P solutions
• Responsible for conducting online research on respective account’s organizational structure, leadership changes, and key needs and then leverage those insights to develop messaging and content for outbound communications
• Identify new key contacts (including contact information) from target buying centers not in the salesforce automation (SFA) system, marketing automation platform (MAP) or customer data platform
• Responsible for qualifying leads from marketing campaigns as sales opportunities
• Responsible for quickly establishing rapport with prospects (up to C‑Suite level) and understanding their needs in order to overcome objections and suggest appropriate products/services
• Teamwork is must! Collaborate continuously with internal stakeholders (including Marketing, Account Managers, Account Executives, etc.) to build and execute on aggressive prospecting strategies
• Schedule online product demonstrations for an assigned Account Executive or Account Manager
• Meet or exceed sales goals and other KPI’s monthly
• Proactively seek new business to build a strong pipeline outside of generated leads in respective vertical

• Excellent verbal and written communication skills
• Ability to build rapport with prospects, including senior‑level executives
• Ability to recognize the right people to target and engage within a named account
• Ability to interpret data from first‑ and third‑party sources to personalize outbound communications
• Time management skills, as well as the discipline and energy to maintain the quality of multiple activities
• Identifies business drivers for change within a targeted market, vertical and prospects
• Uses information, facts & resources to answer a prospects questions and concerns building trust and credibility
• Applies tactical and strategic standards to set high quality opportunities
• 1+ years of B2B tele prospecting experience with a strong track record is preferred
• Understanding of how to monitor and reach target accounts using tools such as Linked In
• Experience in marketing and sales selling complex offerings to accounts with multiple stakeholders
• Ability to see the bigger picture of how a current named account is being supported and articulate that to other parts of the customer organization
• Consultative selling skills (listening, questioning, managing calls, managing objections, closing for next steps)
• Proficient at using tools that drive proficiency in the role. Tools include but not limited to Salesforce, Salesloft, Power Bi, Linked In Sales Navigator, Demandbase, Zoominfo, Klue,.
• Creates and uses messaging for generating demand, utilizes an omni channel, multi touch approach and provides thought leadership to stimulate interest

Avid Xchange is a leading provider of accounts payable ("AP") automation software and payment solutions for middle‑market businesses and their suppliers. By trade, we are a technology company, but if you ask anyone who works here, they’ll tell you our people are at the core of…