Lead Development Representative
Ricoh USA


Job Info


POSITION PROFILE

Proactively makes outbound business prospecting calls and answers inbound sales inquiry calls in order to aggressively qualify and provide sales opportunities into the pipeline for Ricoh products, solutions, and services. Supports Sales by providing qualified, nurtured leads to enter the top of the sales funnel.

JOB DUTIES AND RESPONSIBILITIES

  • Teams with the marketing and selling organizations to execute specific "plays" that will further penetrate and develop territories and/or market segments for Ricoh.
  • Advises customers of promotional opportunities and new product announcements as part of the nurturing process in order to continue to grow their long term relationship with Ricoh.
  • Builds and maintains relationships with Ricoh Sales Representatives by utilizing strong qualification and business development skills that produces high potential sales opportunities for the Sales team.
  • Employs expert probing skills in order to expand contacts or define new product requirements within a prospect and/or customer.
  • Understands the customer's environment and recommends products and services to solve the customer's problems.
  • Identifies and qualifies new opportunities for Ricoh, while providing an additional avenue to keep Ricoh in front of the customer.
  • Works with the sales team to promote Ricoh's business initiatives and to enhance the customer's knowledge of Ricoh's products, programs, and services.
  • Provides qualified lead information to the sales organization to further account development and/or penetration efforts.
  • Provides sales team and management frequent updates on all leads being worked / nurtured.
  • Enters pertinent customer/prospect information into CRM. Updates and expands customer/prospect profiles within an account.
  • Enhances product knowledge through regularly scheduled training sessions.
  • Supports marketing campaigns and promotional offers to help optimize revenue.
  • Has knowledge of, and complies with, Ricoh business processes and procedures. Recommends changes when appropriate
  • Attends LDR team meetings/trainings as appropriate.
  • Executes our sales cadence including researching accounts, identifying key players, generating interest, and developing accounts to stimulate business development.
  • Scheduling discovery calls and demonstration events for sales reps.
  • Following up on outbound email and webinar campaigns and providing detailed feedback on the success of each campaign to our Demand Generation group and Campaign Managers.
  • Staying up-to-date on email cadence and industry trends and competition.
  • Reporting on weekly results, activity milestones both qualitative and quantitative.
  • Performs other duties as assigned.

QUALIFICATIONS (Education, Experience, and Certifications)

  • BA/BS Preferred
  • 3-5 years previous business development, telemarketing, cold calling, and/or sales experience in a high technology environment.
  • Strong business development, prospecting, sales and/or marketing background required.
  • Strong experience nurturing leads over time and working with sales reps on engagement required.
  • Experience following a closed loop tracking process to manage leads from initial contact to sales rep hand off is preferred.
  • Proven sales record of generating leads that result in closed / won revenue.
  • Proficiency with Salesforce, LinkedIn, Eloqua, InsideSales.com, a plus.

Ricoh is an EEO/Affirmative Action Employer -- Minorities/Women/Protected Veterans/Disabled.



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