Sales Development Representative

The Opportunity

Catalina’s team in Costa Rica is a highly motivated group privileged to work with the broader Catalina Group to support operations in many areas, including the Catalina teams responsible for maintaining relationships with many of the largest retailers and, consumer packaged goods (CPG) companies in the United States and globally, as well as the many agencies that work alongside these companies.  A passion for teamwork, innovation, and entrepreneurship drives our group to deliver the best-performing marketing activation and attribution solutions within the industry. 

As a Sales Development Representative based in Costa Rica, 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 within the broader Catalina Group. Additionally, you will be responsible for managing lead and information tracking in the company’s customer relationship management (CRM) systems, ensuring accuracy, and avoiding duplication of sales efforts.  Your role will involve building high-quality relationships and effectively selling the value of Catalina’s solutions to maximize customer interest on behalf of the broader Catalina Group, with a focus supporting teams in the United States. 

• 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 Catalina Group Sales Directors and leadership, primarily based in the United States, 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 Catalina’s 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 Catalina’s 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 allowing these teams to close 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.

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 associated KPIs and metrics.

• 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.

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.

This position may be performed as a hybrid position.

About Catalina

Catalina is a leader in shopper intelligence and precisely targeted in-store, TV and digital media that personalizes the shopper journey. Powered by an unrivaled real-time shopper database and AI-optimized data science, Catalina helps retailers, CPG brands and agencies optimize every stage of media planning, execution and measurement to deliver more than $6 billion in consumer value annually. Catalina has no higher priority than ensuring the privacy and security of the data entrusted to the company and maintaining consumer trust. Catalina has operations in the United States, Costa Rica and Europe. To learn more, please visit www.catalina.com or follow us on LinkedIn.

We are committed to investing in, empowering, and retaining a more inclusive community within our company.   We are dedicated to hiring the best and brightest from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has a seat at the table and a voice to be heard.  Our goal is to ensure that all our talented professionals are equipped with support, resources, and the opportunity to excel.

Catalina values your privacy and is committed to protecting your personal information. Please review our privacy policy, which provides details on how we process the data you provided for job applications.

We are committed to providing equal employment opportunities to all individuals and maintaining a safe, drug-free workplace in compliance with Costa Rican labor laws.

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