Business Development Representative

Description

Job Title: Business Development Representative

Job Family: Sales

Job Code: 900

Reports To: Director of Sales 

FLSA Status: Exempt

Effective Date: 11.01.2025

Position Summary

Duties and responsibilities for a Business Development Representative at C.A. Short Company plays a key role in creating new business opportunities for C.A. Short Company. This role focuses on identifying the right prospects, starting meaningful conversations, and supporting the sales team by booking qualified meetings. The BDR is often the first interaction a potential customer has with our company. This makes the role essential in shaping the early stages of the customer’s experience.

Essential Duties and Responsibilities 

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Pipeline Generation & Outreach

• Research, identify, and prioritize target accounts that align with established ideal customer profiles.
• Develop and maintain targeted prospect lists while executing structured outbound sequences tailored to industry, role, and organizational needs.
• Conduct professional outreach via email, phone, LinkedIn to HR, Total Rewards, People Operations, Safety, Operations, and Culture leaders.
• Clearly articulate the value of C.A. Short’s recognition and engagement solutions to generate interest and support early-stage pipeline development.

Discovery & Qualification

• Develop a strong understanding of the goals, challenges, and operational needs of HR, Safety, and Operations leaders.
• Conduct initial discovery conversations to identify key pain points related to retention, culture, engagement, recognition, and overall employee experience.
• Assess how milestones, rewards, peer recognition, and engagement platforms integrate within a prospect’s existing HR technology ecosystem.
• Qualify opportunities using a standardized framework to ensure alignment with business criteria and readiness for next steps.
• Coordinate with National Account Managers to schedule high-quality introductory calls and product demonstrations.
• Participate in scheduled demos to support the conversation, identify prospect needs, and ensure a smooth handoff.

Collaboration & Strategic Alignment

• Partner with Marketing to provide feedback on campaign performance, messaging effectiveness, and lead quality.
• Share relevant market insights, competitive intelligence, and prospect feedback to inform product positioning and strategic decision-making.
• Collaborate with Sales and Sales Leadership to support pipeline growth, refine outbound methodologies, and improve conversion rates.
• Represent the organization with professionalism, integrity, and a client-focused approach.

Tools, Processes & Reporting

• Maintain accurate and up-to-date records within the organization’s CRM platform.
• Utilize sales engagement tools such as Apollo, Nooks, and LinkedIn Sales Navigator to support efficient and consistent outreach efforts.
• Monitor and report on outreach metrics, including calls, emails, conversations, and meetings booked, while upholding a strong focus on quality interactions.
• Document all prospecting, qualification, and meeting activity in accordance with established sales processes and organizational standards.

Supervisory Responsibilities

This position does not have any supervisory responsibilities.

Education

Bachelor’s degree in Sales, Business Administration, or related field. 

Requirements

Skills/Experience 

• Required: Sales experience or equivalent combination of education and experience
• Required: Strategic selling skills and business planning
• Required: Ability to quickly gain credibility and respect with internal/external customers
• Required: History of success maintaining & developing key relationships
• Preferred: Proficient with outbound calling and creating personalized outreach
• Preferred: Basic knowledge of CRM and sales engagement tools
• Preferred: Possess strong communication skills, both oral and written
• Required: Strong organizational, interpersonal, and creative skills are necessary to meet the demands of the position
• Required: Be a team player – willing to work for the improvement of the team and its goals
• Preferred: Independent initiator with strong self-management skills
• Required: Ability to manage multiple projects at a time
• Preferred: Attention to detail
• Preferred: Demonstrates C.A. Short Company’s values by acting with integrity, respect, and trust
• Required: Intermediate ability to multi-task with accuracy
• Required: Expert customer service skills, over the phone and in person, with our customers and internal departments
• Required: Intermediate efficient time management 
• Required: Excellent verbal communication skills

Travel 

Travel up to 30%