Strategic Associate - Digital Inside Lead Management (LDR)
Posted 1/22/2017 4:01:56 PM
Business Segment: Digital Commercial Professional Services & Support
Location(s): United States ; Illinois; Chicago
About Us: At GE Digital, we are creating technology and solutions to enable social, mobile, analytical and cloud capabilities for the Industrial Internet. The Industrial Internet is an open, global network that connects people, data and machines. It’s about making infrastructure more intelligent and advancing the industries critical to the world we live in. At GE, we believe it’s about the future of industry—energy, healthcare, transportation, manufacturing. It’s about making the world work better. GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
Role Summary: A Lead Development Rep (LDR) is a sales rep that receives workload from marketing qualified leads (MQLs). LDRs take MQLs from marketing and work to turn them into opportunities. After opportunity creation, a LDR is to further qualify the opportunity to Sales Stage 2 (SS2) or SS3, depending on the opportunity, and then warm transfer to a closer. LDRs do not close transactions. Rather, they create opportunities for other downstream sellers to own, progress and close for GE.
Essential Responsibilities: • Responsible for marketing the company’s products and/or services via telephone and other digital means with well-qualified prospects. • Generate prospective customers through cold calling and qualifies leads. • Direct qualified leads to field, Business Partner Channel and/or inside sales team for close. • Mail marketing/sales literature to prospective clients, keep up-to-date knowledge of the industry as well as competitive posture of the company, and enhance awareness in the targeted business community of the company and its products/services. • Prepare activity and forecast reports. • Does not close the sale.
• College Degree or equivalent • 5+ years in B2B Inside Sales or Outside Sales • Proficiency in MS-Office applications (Word, Excel) • Experience with Databases and/or Customer Relationship Management Systems (as a user)
• Legal authorization to work in the U.S. is required. We will not sponsor individuals for employment visas, now or in the future, for this job • Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen • Must be willing to work out of an office located in Chicago, IL • Must be willing to travel 10%
Desired Characteristics: • Previous experience in high volume lead generation and qualification environments • Experience in Software Sales either Industrial or Commercial • Experience in business-to-business sales • Specific Industry Experience - Knowledge of or experience with Oil/Gas, Power/Utilities, Manufacturing (Food, Consumer Packaged Goods), Automotive, Chemicals., • Ability to multitask & manage high volumes of activity & demonstrate measurable results
• Proactively makes or recommends decisions based on market intelligence and business knowledge that inform commercial growth strategies; Proposes alternative business strategies as appropriate; applies data visualization to support findings and develop recommendations supported by relevant data. • Trains others to effectively use digital environments to collect market knowledge; Coaches people on how to listen, participate, and leverage influence in digital settings; Establishes a large following and expansive digital network of contacts. • Effectively manages and possesses working industry knowledge and skillset (of self or others) in assigned vertical; Utilizes industry knowledge and skillsets to support an industry relevant line of questioning and resultant problem solving definition; recommends decisions that inform commercial growth strategies. • Able to maintain a 2 – 3-year pipeline and integrate current NPI projects into future pipeline opportunities. • Able to take products, services, solutions knowledge and connect them to customers’ objectives to develop differentiated opportunities for GE; Draws upon non-traditional solutions; Constantly thinks out of the box & outside domain of expertise to develop creative solutions that meet ongoing customer needs.
• Coaches and mentor’s others on how to collect, analyze, and share information about market trends and competitors to increase customer retention and attract new business; Proactively identifies trends via data analysis and makes strategic recommendations as appropriate. • Communicates the importance of understanding customer's business strategies to become an advocate for profitability on behalf of the customer - actively reviews accounts, meets with customers, observes sales force, etc. • Utilizes the customer’s feedback or current top objectives to form a comprehensive understanding of the customer’s needs; Communicates multiple reference stories or trends with supporting data; Demonstrates effective time management in preparation for conversations/ discovery process. • Routinely seeks out and uses a variety of sources of financial data to obtain relevant industry, company and customer financial data; Can use financial information to formulate insights on the customers' strategy and potential value opportunities. • Understands how customers make money and where GE can add value; Possesses basic knowledge in solution architecture and lifecycle management; Seeks confirmation (implicitly or explicitly) from customers to ensure that objectives are met; Facilitates active customer engagement. • Coaches and mentor’s others on how best to leverage the GE portfolio to create value for the customer and create competitive advantage; Identifies and prioritizes critical GE resources needed to further the sales effort, negotiating with stakeholders for utilization.
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