Inside Sales Representative/Business Development Representative

Inside Sales Representative / Business Development Representative

Purpose

The Inside Sales Representative / BDR will strengthen SDI’s sales pipeline by owning the front end of the sales process—ensuring that inbound leads, marketing activity, conference leads, HubSpot engagement, referrals, dormant opportunities, and targeted prospects receive timely and disciplined follow-up.

As senior sales resources increasingly focus on advancing and closing complex opportunities, this role will create leverage by ensuring that potential opportunities are consistently identified, developed, qualified, and handed to the appropriate senior salesperson.

The objective is simple: create more qualified conversations and pipeline while allowing senior salespeople to spend more time on opportunities deeper in the funnel.

Role Scope

This is a pipeline development role, not a traditional call-center or high-volume lead-qualification position.

The individual will be expected to:

• Own and actively manage assigned leads and prospects from initial engagement through qualification and handoff.
• Use HubSpot as a core sales tool to monitor activity, prioritize leads, manage follow-up, document interactions, and track conversion.
• Follow up rapidly and persistently on inbound and marketing-generated leads.
• Develop conference, trade show, webinar, newsletter, and other marketing-generated contacts.
• Re-engage dormant leads and previously identified opportunities.
• Conduct targeted outbound prospecting into SDI’s ideal customer profile.
• Research prospects and personalize outreach based on company circumstances and potential business needs.
• Engage prospects by phone, email, LinkedIn, and other appropriate channels.
• Conduct initial discovery and determine whether a legitimate business need and fit exists.
• Schedule qualified meetings and provide senior salespeople with meaningful background and context.
• Maintain accurate CRM data and ensure opportunities do not fall through the cracks.
• Travel Requirements: This position starts as an inside sales role with limited travel. Over time—once new accounts are won and a customer base is established—the role is expected to transition into a hybrid/outside sales position that includes on-site customer meetings and occasional travel.

Key Success Measures

Performance should be measured primarily by pipeline contribution and quality, rather than activity volume.

Key measures include:

• Qualified meetings generated
• Qualified opportunities created
• Pipeline value generated
• Lead-to-conversation and conversation-to-opportunity conversion
• Speed and consistency of lead follow-up
• Dormant lead reactivation
• Quality of handoffs to senior sales
• HubSpot data quality and CRM discipline
• Senior salesperson time leveraged toward later-stage opportunities

Ideal Candidate

The ideal candidate is a disciplined, curious, persistent salesperson who enjoys creating opportunities and is comfortable working at the intersection of marketing and sales.

Required:

• 1–3 years of experience in inside sales, business development, sales development, account management, or a related B2B role.
• Demonstrated experience using HubSpot or a comparable CRM in a sales environment.
• Strong working knowledge of HubSpot, including managing contacts and companies, tracking activities, managing follow-up, documenting interactions, and using CRM information to prioritize activity.
• Strong verbal and written communication skills.
• Comfortable making phone calls and initiating conversations with prospective customers.
• Highly organized and disciplined about follow-up.
• Able to manage multiple leads, prospects, and sales activities simultaneously.
• Strong research, listening, and discovery skills.
• Self-motivated, persistent, and results-oriented.

Preferred:

• Experience with HubSpot Sales Hub and/or Marketing Hub.
• Experience with sales sequences, workflows, and CRM reporting.
• Experience working with marketing-generated leads and event/conference leads.
• B2B experience, particularly in industrial, manufacturing, MRO, facilities, procurement, supply chain, distribution, or technology.

Organizational Value

This role creates leverage for the broader sales organization by establishing a dedicated owner for the top of the funnel.

The desired outcome is a more systematic sales development process in which:

Marketing generates interest ? Inside Sales develops and qualifies interest ? Senior Sales advances qualified opportunities ? Sales closes and expands strategic accounts.

This position should ultimately allow SDI to capture more of the demand already being generated, create incremental pipeline, improve lead conversion, and increase the selling capacity of senior sales resources.

Pay range: $60,000 - $80,000

Who are we?

At SDI, we’re proud to help essential organizations across North America compete more effectively in a challenging global marketplace – and keep our economy moving. We do this by thinking differently, questioning conventional wisdom, and constantly challenging the status quo. We’re evolving the way leading manufacturers, multi-site retailers, and higher education think about their maintenance, repair, and operations (MRO) strategies – the critical supply chain of parts, materials, equipment, and consumables necessary to keep plants and facilities operating safely and productively. Every day, we help companies eliminate waste, minimize risk exposure, and stay competitive on an ever-changing world stage.

Why work for SDI?

The Philadelphia Inquirer named us a Top Workplace in 2023! Additionally, we pride ourselves on taking care of our employees. Here are some of the benefits we offer:

• Health insurance (medical, dental and vision).
• Training and development opportunities – 2023 winner of the People Accelerator award.
• Vacation, wellness days, pet bereavement days and 12 paid holidays.
• 401K with a company match.
• Tuition reimbursement.
• Student loan repayment assistance.
• Reimbursement for safety shoes.
• Discounted tickets to a variety of different vendors.

The pay range for the role is $60,000 - $80,000. Individual pay depends on various factors, such as role level, relevant experience and skills, and location. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time.

EEO

SDI is proud to be an equal opportunity employer committed to inclusion and diversity. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, or other applicable legally protected characteristics. If you have a disability or special need that requires accommodation for any part of the employment process, please let us know by contacting us at [email protected]. SDI participates in the E-Verify program.