Sales Development Representative

Overview

The Sales Development Representative II is responsible for leveraging knowledge and training to implement a sales strategy that drives net new volume and margin growth of Mansfield's portfolio of product lines and services. Success will be measured by volume, gross margin, and performance of assigned business development initiatives. Success above metrics may provide opportunity for advancement to sequential roles.

• Display prior industry, company, and/or sales knowledge and experience. Bolster industry knowledge through formal and informal training channels.
• Gain and display proficiency in Product Line knowledge through trainings and cross-channel sales collaboration.
• Learn how to leverage preexisting and gained knowledge to be successful in a sales role at Mansfield.
• Leverage knowledge and experience of Sales Managers, Colleagues, and Product Line Specialists to refine sales acumen.
• Convey eagerness and aptitude to learn while completing daily job functions and assigned trainings.
• Scale functional knowledge in role competencies to attain opportunity for role advancement.

• Develop and implement effective sales strategy designed to meet prospecting metrics in support of initial sales closing within the second quarter.
• Develop prospecting cadence plan with assistance from Sales Management.
• Leverage partnership of Strategic Account Executives to sell into existing accounts.
• Perform aggressive lead generation, due diligence, and cold calling to continuously develop a pipeline of new business leads.
• Engage and qualify net new business leads and set appointments with the support of applicable team members as needed (Sales Management, Product Line Specialists, or additional C&I Sales Team members).
• Autonomously run fifty percent of prospect meetings with preparation in collaboration with Sales Management and assigned Strategic Account Executive(s).
• Utilize personal and internal stakeholder product knowledge to provide technical assistance to customers and help identify and qualify needs.
• Convey the value of Mansfield’s services and product offering as it relates to customers’ unique needs.
• Make formal and informal sales presentations individually and in collaboration with Sales Management.
• Prepare sales proposals to prospects or customers based on knowledge of the company’s operational capacity and established ROI thresholds; review with Sales and Product Line Management.
• Semi-autonomously open, negotiate, and close business development deals.

• Meet or exceed sales and margin budget goals and market plans.
• Exceed annual quota to attain opportunity for role advancement (Equivalent to 1.375x the employee’s total cost to the organization).
• Achieve or exceed customer call targets via telephone and other electronic means to meet sales quota. Autonomously adjust individual prospecting cadence to support results in the pursuit of net new business.
• Keep management informed by conducting pipeline reviews.

• Enter information, track, forecast, and update accounts within MOC’s Customer Relationship Management (CRM) System.
• Develop a strong pipeline in CRM to support growth targets for the book of business.
• Manage CRM pipeline of prospects and execute daily contact within the system; create and maintain a strong sales pipeline with detailed information on number of potential and qualified prospects/opportunities, status, and next steps.
• Maintain regular cadence of pipeline reviews with Sales Management and paired Strategic Account Executives.
• With support from Sales Management, prepare bids and/or proposals for net new business opportunities.

• Submit price request forms, POT forms, etc. to facilitate pricing and addition of new customer sites, products, or services.
• Work with Deal Desk to ensure maximum profitability.
• Respond to the needs of internal and external customers with a sense of urgency and commitment to follow up.

• Work closely with Sales and Customer Relationship Managers to ensure smooth onboarding of net new business.
• Develop and maintain account plans to identify and monitor opportunities;…