Sales Development Representative

at  Catalina Marketing

Why Catalina? Catalina delivers omni-channel solutions to our customers with a long-standing history of rich data assets, but our greatest asset is our people. Our guiding principles set the stage for winning in the markets we serve, and our potential is powerful. When you join the Catalina team, you will be part of an inclusive environment that embraces flexibility, community involvement, work-life balance as well as opportunities to grow professionally.

QUALIFICATIONS

• Bachelor’s degree in marketing, business administration, sales, or a related field. Equivalent experience in the field will be considered in lieu of a degree.
• Minimum of 2-3 years of experience in sales development, lead generation, or a similar role.
• Experience using CRM systems, particularly Salesforce, to manage lead and information tracking.
• Strong research and data analysis skills, with the ability to use insights to generate compelling messaging for different marketing channels.
• Experience in prospecting and generating new sales leads, with a proven track record of meeting or exceeding sales targets.
• Excellent communication and interpersonal skills, with the ability to build and maintain high-quality relationships with potential clients and internal stakeholders.
• Strong problem-solving and analytical skills, with the ability to identify client needs and develop effective solutions to meet those needs.
• Ability to work in a fast-paced, results-driven environment and manage multiple tasks and priorities simultaneously.
• Experience in the consumer-packaged goods industry or a related field is preferred.
• Familiarity with sales intelligence tools and techniques, such as account-based marketing, is a plus.
• Willingness to attend trade shows, exhibits, and other events for enhanced prospecting when necessary.
  The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform other job-related tasks other than those specifically included in this description.
  All duties and responsibilities are essential job functions and requirements and are subjected to possible modification to reasonably accommodate individuals with disabilities.

As a Sales Development Representative, you will research client insights and leverage them to generate compelling messaging that aligns with Catalina’s solutions, with the goal of scheduling sales meetings for key decision-makers and internal sales teams. Additionally, you will be responsible for managing lead and information tracking in our CRM, ensuring accuracy, and avoiding duplication of sales efforts. Your role will involve building high-quality relationships and effectively selling the value of our solutions to maximize customer interest.

• Use sales intelligence tools and Salesforce to create targeted prospecting lists of key decision-makers in the consumer-packaged goods industry to maximize sales opportunities.
• Use data sources to gain insights into client needs and opportunities and develop effective outreach messaging to position our offerings as the ideal solution.
• Leverage Catalina’s internal insights tools to enhance prospecting and generate more leads.
• Collaborate with Sales Directors and leadership to develop strategic sales approaches based on insights into client challenges, opportunities, and new ideas for business growth.
• Create compelling outreach campaigns that address customer needs and align with Catalina’s solutions for various marketing channels, with the goal of securing meetings with potential clients for the sales team.
• Utilize product knowledge and industry expertise to communicate the value proposition of Catalina’s products, address objections and concerns, and secure meetings with potential clients with the sales teams.
• Source new sales opportunities through inbound lead follow-up, outbound cold calls, and email campaigns, and route qualified leads (Sales Meetings) with potential clients to the appropriate sales teams with the objective of closing sales.
• Manage lead generation database in real-time and add new contacts. Optimize lead generation efforts through campaigns in Salesforce, while utilizing CRM tools to track and measure outreach progress and avoid duplication of sales efforts.
• Track and report weekly, monthly, and quarterly KPIs for leads generated and secured sales meetings, with the goal of connecting decision-makers with applicable sales teams.
• Collaborate with the training, sales, and marketing teams to continuously develop expertise in the CPG industry and Catalina’s product offerings, acquire in-depth knowledge of all Catalina solutions, and complete comprehensive training of Salesforce for tracking client outreach and progress through the sales pipeline, in order to communicate the value proposition to potential clients effectively.