Business Development Representative

Toshiba Global Commerce Solutions is seeking a Business Development Representative. The Business Development Representative (BDR) plays a critical role as the first point of contact in the sales process, creating a strong first impression of Toshiba with prospective customers. This role is responsible for generating and qualifying high-quality leads, developing early-stage opportunities, and transitioning them to Sales for closure.

The BDR partners closely with Account Executives, Sales Leadership, and Marketing to identify and engage target accounts using modern methodologies such as Account-Based Marketing (ABM), Conversational Selling, and Social Selling.

Key Responsibilities

Preparation & Readiness

• Research target accounts, key stakeholders, and industry segments (with a focus on retail).
• Identify decision-makers and develop targeted outreach strategies.
• Build informed, customized engagement plans to position Toshiba solutions effectively.
• Leverage contact lists from Sales and Marketing to drive demand generation activities.

Cross-Functional Collaboration

• Marketing: Partner to identify and act on leads generated from campaigns, events, and programs.
• Sales: Align with Account Executives and Sales Leaders to prioritize accounts and outreach strategies.

Outreach & Lead Nurturing

• Generate new business through outbound prospecting (calls, email, LinkedIn, and social channels).
• Clearly and effectively communicate Toshiba’s retail value proposition.
• Qualify inbound and outbound leads using defined criteria and processes.
• Nurture prospects by understanding use cases, pain points, and desired business outcomes.
• Set qualified meetings and hand off opportunities to Sales and Services teams.
• Maintain a consistent pipeline of high-quality opportunities, prioritizing quality over quantity.

Tracking & Reporting

• Document all activities and manage pipeline in Salesforce.com.
• Collaborate with Sales to develop strategies that meet revenue goals.
• Track, measure, and report on lead generation performance and pipeline progression.
• Provide feedback to Marketing to refine messaging and campaign effectiveness.

Additional Responsibilities

• Perform other related duties as assigned.

Required Qualifications

• Bachelor’s degree or equivalent experience.
• 5+ years of experience in business development, lead generation, sales, or marketing.
• Demonstrated success in generating and nurturing leads and exceeding performance targets.
• Strong communication skills (verbal, written, and active listening).
• Proven ability to engage and influence C-level executives.
• Skilled in objection handling, discovery, and value-based selling.
• Highly organized with the ability to manage multiple priorities in a fast-paced environment.
• Self-motivated with strong drive, resilience, and creativity.
• Comfortable with cold calling and handling rejection in a metrics-driven environment.
• Disciplined in activity planning, goal setting, and CRM documentation (Salesforce).

Preferred Qualifications

• Experience in the retail technology industry (vendor or client side).
• Proficient with tools such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, and sales engagement platforms.
• Strong interest in building a long-term career in technology sales or marketing.

What Success Looks Like

• Consistently builds a high-quality pipeline of qualified opportunities.
• Effectively collaborates across Sales and Marketing teams.
• Delivers strong conversion rates from lead to opportunity.
• Maintains accurate reporting and contributes to continuous process improvement.

About the Company:

Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands.  Have you ever been in a hurry and made use of the self-checkout at Lowe’s Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, Calvin Klein, Boots, Cencosud, BJ’s, or Costco?  These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader. 

The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let’s get together to drive the new econo