Business Development Representative

Are you looking for an opportunity to turn your ambition and your people skills into a rewarding career with an industry leader? Join our team at American Tire Distributors! As the nation's premier tire distributor, ATD’s coast-to-coast distribution network provides approximately 80,000 customers across the U.S. and Canada with rapid and frequent delivery of high quality tires, custom wheels and shop supplies. 

   

Position Description: 

The Business Development Representative plays a pivotal role in generating leads for the organization's products and services portfolio. Focused on both new and existing customers, this role leverages technology platforms, including CRM systems, to drive prospecting activities aligned with strategic sales objectives. This position is instrumental in delivering qualified leads and actionable opportunities to the field-based sales teams.

Key Responsibilities

• Conduct regular follow-up calls with prospective customers to strengthen relationships and address ongoing needs or concerns.
• Enter relevant customer information into the CRM system after each interaction to maintain accurate records and facilitate effective follow-up actions.
• Generate leads through prospecting activities and top-of-the-funnel initiatives to support strategic sales objectives.
• Identify potential customers and sales opportunities through information obtained from existing customers, referrals, and recommendations.
• Initiate and maintain relationships with allocated customers through proactive calls and personalized interactions.
• Interview potential customers to clarify their requirements and gather detailed client information using a structured sales script.
• Present products or services that align with customer needs and guide customers through the purchasing process.
• Utilize CRM and other technology platforms daily to scale prospecting efforts and manage lead generation processes efficiently.

Competencies

• Action-Oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• Balances Stakeholders - Anticipating and balancing the needs of multiple stakeholders.
• Builds Rapport - Quickly and effectively establishes trust within the buying centers in the client's organization.
• Closes Effectively - Pre-plans, suggests, and confirms mutually beneficial commitments that are appropriate and clear and that move the sales/client relationship forward; Closes calls with mutually beneficial commitments, Focuses toward mutual profitability, Pre-plans for commitment
• Communicates Effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Service Delivery - The ability and skill to deliver required services to customers to the required standards.
• Decision Quality - Making good and timely decisions that keep the organization moving forward.
• Diagnoses Needs with Questions - Asks questions that encourage the client to talk openly about their key objectives and challenges; Allows responses to guide conversations, Asks open-ended questions, Encourages clients to speak freely, Uses golden silence
• Initiates Compelling Sales Conversations - Provides context for conversations~Proposes mutually valuable agenda~Leverages pre-call prep for partnerships~Confirms client understanding~Leverages pre-call prep~Adds value through perspective
• Instills Trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Knows the Buying Influences - Can accurately identify and understand the key buying influences pertaining to an opportunity.
• Nimble Learning - Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder.
• Plans & Aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
• Pre-Call Preparation - Carefully prepares for client interactions using established framework ; Gains relevant commitment, Identifies all buyers affecting the sale, Identifies missing information, Leverages strengths, Plans actions to mitigate uncertainty, Prepares compelling value propositions
• Service Into Sales - Ability to recognize sales opportunities during service interactions to enhance overall customer service; Presents products and solutions in a compelling way, Recognizes clues for added needs, Refers added customer needs to appropriate team, Transitions from service to sales conversation
• Understands Customer Needs - Understands customer context~Uncovers customer Key Performance Indicators~Articulates customer objectives~Adds value to partnerships