Sales Development Representative - EBIS

at  Tronair

Position Summary
The Sales Development Representative (SDR) is a high impact position combining equal parts new customer acquisition, product evangelization, solution selling, relationship management, and client satisfaction. The ideal candidate brings a proven record of success in a technology company where they have helped drive customer acquisition. This person will work best in a dynamic, fast paced environment to effectively manage a high volume of prospective accounts.

Essential Functions

• Deliver programmatic engagement with new and existing clients to develop and maintain extraordinary relationships, ensuring their satisfaction and retention. Through those interactions, the SDR will:
• Develop and drive new outbound customer targeting and prospecting programs. Research prospective organizations to identify the right customer to sell to. Prospect new opportunities through networking, cold calling and other lead generation techniques. Identify decision makers at targeted companies, effectively set meetings with Account Executives, and drive the sales process to closure.
• Perform lead qualification and arrange meetings with Account Executives, and/or in some cases provide demonstrations with or without internal product specialists, pricing proposals and closing. Build and track KPI’s to optimize the process and improve sales velocity
• Develop and maintain sophisticated knowledge of EBIS (Tronair’s Software Solution) products and services and leverage that knowledge to identify new segments and customers and deepen customer engagement.
• Understand prospects and key customers pain points, business model, and how product can add value to their business. Position EBIS’ value proposition as part of the overall business solution, linking these benefits back to the key business issues of the client
• In some cases, process sales orders and facilitate customer onboarding
• Provide accurate, timely reports, and forecasts, as needed, for management
• Maintain current and accurate account information, as well as leads and follow-ups for assigned clients in CRM database
• Other duties may be assigned.

Qualifications

• Strong phone presence with the ability to engage prospects and build rapport quickly.
• Confidence in making cold calls, overcoming objections, and effectively conveying value propositions.
• Persuasive communication skills to generate interest and excitement for a SaaS solution offering
• Ability to handle rejection and remain motivated with high-volume outbound calling
• Active listening skills to understand prospect needs and pain points during conversations.
• Ability to ask relevant questions and identify opportunities where the company’s offerings can provide value.
• Strong focus on meeting or exceeding key performance indicators (KPI’s) related to cold calling.
• Ability to track and analyze metrics, such as call volume, conversion rates, and revenue generated.
• Bachelor’s degree in Business Administration, Sales, or Marketing related field or equivalent in experience.
• 2 or more years’ of demonstrated success selling complex SaaS enterprise software solutions. Experience selling software solutions into Automotive, Aerospace, Defense, or Industrial customers is preferred.
• Ability to systematically solve problems and hypothesize possible customer needs.
• Strong business ethics with polished and professional sales presentation skills; ability to tailor communication to the customer’s needs with authority; effectively deliver presentations to all levels of the organization and demonstrate strong oral/written communication skills.
• Must be able to use Microsoft PowerPoint, Excel, Outlook, Word, Zoom, and CRM software, such as HubSpot.
• Demonstrated experience using techniques that would appeal to customers to comfortably drive negotiation conversations in your favor and decrease the sales cycle.

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. While performing the duties of this position, the employee must be able to:

• Ability to sit for extended periods of time
• Able to drive, fly and use other modes of travel as required
• Must have a valid driver’s license in state of residence
• Driving record must be deemed “insurable” by the company’s corporate insurance carrier
• Ability to lift up to 25 pounds
• Ability to use standard office equipment

Work Environment
This position will be remote, with travel to client sites, tradeshows, and Tronair Headquarters in Swanton, OH.
This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. Critical features of this job are described under the headings above. They may be subject to change at any time due to reasonable accommodations or other business reasons.

Essential Functions

• Deliver programmatic engagement with new and existing clients to develop and maintain extraordinary relationships, ensuring their satisfaction and retention. Through those interactions, the SDR will:
• Develop and drive new outbound customer targeting and prospecting programs. Research prospective organizations to identify the right customer to sell to. Prospect new opportunities through networking, cold calling and other lead generation techniques. Identify decision makers at targeted companies, effectively set meetings with Account Executives, and drive the sales process to closure.
• Perform lead qualification and arrange meetings with Account Executives, and/or in some cases provide demonstrations with or without internal product specialists, pricing proposals and closing. Build and track KPI’s to optimize the process and improve sales velocity
• Develop and maintain sophisticated knowledge of EBIS (Tronair’s Software Solution) products and services and leverage that knowledge to identify new segments and customers and deepen customer engagement.
• Understand prospects and key customers pain points, business model, and how product can add value to their business. Position EBIS’ value proposition as part of the overall business solution, linking these benefits back to the key business issues of the client
• In some cases, process sales orders and facilitate customer onboarding
• Provide accurate, timely reports, and forecasts, as needed, for management
• Maintain current and accurate account information, as well as leads and follow-ups for assigned clients in CRM database
• Other duties may be assigned

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. While performing the duties of this position, the employee must be able to:

• Ability to sit for extended periods of time
• Able to drive, fly and use other modes of travel as required
• Must have a valid driver’s license in state of residence
• Driving record must be deemed “insurable” by the company’s corporate insurance carrier
• Ability to lift up to 25 pounds
• Ability to use standard office equipmen