Outside Sales Representative, United Kingdom

OVERVIEW
As SDL furthers its market expansion as a leader in content technology and language services, we are seeking outside sales team members that possess the drive, passion and potential, to achieve and exceed in delivering the value of our technology and language services solutions. As a Lead Development Representative you will have the opportunity to join a dynamic, high energy sales team.

RESPONSIBILITIES:

• The primary role and functions of the Outside Sales Representative include:
• Devise and drive lead generation programs and campaigns, interacting with partners, networking, cold calling campaigns and effective messaging.
• Identify and maximize opportunities in companies with high annual revenue potential.
• Map organizations in regards to business units, influencers, sponsors, and power sponsors.
• Identify business drivers to associate optimal services and solutions.
• Work closely with sales and marketing on lead generation activities.
• Monitor and feed lead pipeline.
• Identify and develop new opportunities for the field sales team to pursue.
• Develop qualified sales opportunities that result from outbound prospecting activities.
• Qualify prospects against established criteria prior to passing them to sales as a qualified lead
• Generate new leads for the sales organisation to pursue.
• Receive pre-determined groups of prospects back from field sales for further nurturing using both telephone and email.
• Design and deploy high-volume cold calling strategies to establish new, high-quality prospective clients and contacts.
• Develop detailed account plans to support strategy
• Utilise modern selling and marketing techniques and tools to communicate effectively with key business decision makers. This includes: leveraging digital communications (phone, email, and chat) to build relationships with potential prospects to develop and create sales accepted leads.
• Update and meticulously maintain CRM database (Salesforce).

Success will be measured based on the following criteria:

• Qualified leads passed and accepted
• Number of appointments set/percentage of appointments deemed worthwhile by sales resources
• Progress of deals through sales cycle
• Opportunity value generated from lead(s) passed
• Revenue value achieved from lead(s) passed
• Activity levels (including but not limited to dials, talk time, connects, emails sent)

EXPERIENCE & QUALIFICATIONS:

• One to five years of tele-prospecting/tele-qualifying
• Demonstrated track record of success as inside sales representative
• Bachelor’s Degree required (a combination of education and experience will be considered.)
• Business-to-business (B2B) sales experience with a technology and service company in the same industry as SDL is an asset.
• Familiarity with marketing automation and SalesForce CRM
• Excellent and effective verbal and written communications skills
• Excellent command of English. Fluent command of other languages is an asset.

SKILLS:

• Strong verbal, written communication and presentation abilities.
• Active listening to assess prospect needs and opportunities
• Able to perform prospect and account research to prepare for calls.
• Discipline to maintain high call volumes.
• Ability to articulate relevant value messaging across various buying roles.
• Detail oriented and able to report results in a concise format
• Able to plan, organize, and follow job activities in accordance with their importance and respond flexibly and effectively to changes or interruptions
• Ability to adapt to changes in roles and responsibilities
• Self-motivated and able to work independently with limited direction in a fast-paced environment.
• Must be a skilled communicator with a dynamic and engaging phone presence who excels in questioning, and listening, to determine the prospect’s needs
• Must be able to generate well written correspondence to targeted customers
• Focused, polite, and persistent, he/she knows how to learn and derive strength from rejection
• Persuasive, results-orientated and practical, eager to open up new business opportunities and win business from the competitors
• Self-starter, demonstrated public speaking and presentation skills
• Relationship builder, diplomatic, capable of dealing with complex situations

About SDL :
SDL plc is a United Kingdom-based language translation and global content management company. The Company operates through three segments: Language Services, which is engaged in the provision of a translation service for customer's multilingual content in multiple languages; Language Technology, which includes the sale of enterprise, desktop and statistical machine translation technologies together with associated consultancy and services; Global Content Technologies, which is content management and knowledge management technologies together with associated consultancy services.
We are a global leader and innovator in language and content management solutions. For over 25 years, SDL has helped companies communicate with confidence and deliver transformative business results by enabling experiences that engage customers across multiple touchpoints, all strengthened by our human expertise and machine learning technology. 
So we enable companies to create, translate and deliver relevant and personalized content to support meaningful customer journeys and form important emotional connections by making understanding possible.

The world’s biggest brands trust SDL’s expertise in digital content management and language translation, with 90 out of the top 100 global brands working with us, to underpin their content creation, translation and delivery.