Marketing Account Development Representative

Champion engagement and activation of prospective Empire clients. Proactively generate and qualify new leads through research, analysis and direct client contact. Support ongoing special campaigns by initiating sales calls to potential and low coverage clients to maximize opportunity. Qualify inbound client requests from websites, publications, and promotions and refer to appropriate sales personnel. Develop valuable relationships with clients to increase sales, by capitalizing on all opportunities and maximizing coverage.

Generate high quality leads to increase percentage of conversion.

• Initiate client contact for targeted Empire campaigns and marketing programs to generate opportunity.
• Conduct research to identify new client opportunities utilizing various business intelligence sites. Generate leads as identified from client contact and refer qualified leads to the appropriate sales representative.
• Establish, re-establish and foster relationships with small, low level coverage clients through outbound/inbound calls and other communication channels.
• Perform prequalification of inbound leads through a series of logical questions and filtering process. Pass qualified leads to appropriate personnel to pursue opportunities.
• Fully qualify leads through follow-up communications.
• Manage potential opportunities through the lead generation process, starting with initial contact, lead qualification, lead nurturing and closure. Follow up with appropriate Empire personnel to resolve leads and return client to nurture status if necessary.
• Gather and maintain critical new prospect data to include phone number, emails, influencers and equipment.
• Accountable for timely response to client communications. Document unqualified and unmerited inquiries.
• Leverage data insights to anticipate future client needs and opportunities. Qualify opportunities via telephone and refer leads.
• Responsible for post-event follow up with attendees. Enter newly gathered client information into Empire CRM system for future marketing programs.
• Improve data integrity by managing, validating, and updating client contact information, influencer lists, and equipment owned. Perform data cleansing efforts as required.
• Work safely at all times. Adhere to all applicable safety policies. Comply with all company policies, procedures and standards.

• Maintain thorough understanding of merchandising programs and continuously educate clients on current promotions.
• Understand Empire businesses and offerings to support client needs and route leads appropriately.
• Provide training support to CRM process manager as a secondary contact for system users.
• Contact unassigned clients who purchased competitive products to validate the transaction and inquire on decision making factors. Provide information on a CAT option for future reference.
• Assist with other various marketing endeavors as needed.
• Travel to Empire, Caterpillar, and customers’ sites as required.
• Work within and promote corporate values.

• Ability to work efficiently within DBS, Sales Link, and  systems.
• Ability to work with CRM software (Sales Link or equivalent) and to integrate CRM software interfaces with Empire/Caterpillar back-end systems.
• Ability to analyze and measure performance utilizing CRM software and other business analytics tools.
• Understanding of Marketing automation, email systems and web content management systems.
• Advanced computer, software, and internet skills are required,
• Proficient skillset in Microsoft Excel
• Strong verbal and written communication skills.
• Interpersonal skills sufficient to work cooperatively with clients and client facing employees to execute the lead generation and business…