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Proven experience and ability in sales development, lead generation, or outbound sales with quantified targets/quotas in a B2B capacity. Collaborate closely with the B2B sales and marketing teams to hand off qualified leads and opportunities, ensuring smooth transition and alignment on account strategies, and to identify target customers and create targeted campaigns to reach them.
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The role is also responsible for auditing of outbound cases to retail stores, technical support to receiving and shipping departments, and exchange of information as needed with customers in retail, merchandising, trucking, and distribution.
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Provide leadership monthly/quarterly analytics on inbound and outbound costs, freight forwarder and domestic carrier performance and projected changes in rates or surcharges. Partnering closely with Director of Procurement and EVP of Operations on key initiatives to enhance visibility reporting and data analysis that drive company alignment on procurement strategies.
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Working directly with carrier partners on strategic initiatives for optimizing LCC, cost per 100#, cost per mile, and other key metrics related to outbound transportation. Experience in a cross functional environment that requires multiple stakeholders and varying points of interest to drive alignment.
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Strong working knowledge and experience in Order to Cash business capabilities which can include (but not limited to) Order Management, Credit Management, Order Fulfillment and Outbound Logistics, Invoicing and Billing, Rebates and Discounts, Customer Communication, Accounts Receivable, Payment Processing, Payment Application and Reconciliation, Returns, Order Completion and Financial Reporting.
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Goal Setting: Set clear and measurable goals and targets for the Sales and sales development team, ensuring alignment with marketing and sales objectives while tailoring goals to Inbound and Outbound Sales and BDR reps.
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Sales & BDR:Prescribe expected activities around pipeline generation in accordance with the quarterly pipeline generation calendar that they build and maintainWork in coordination with the Enablement and PMM teams to ensure team is enabled and has collateral required to support outbound sales campaigns.
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Sales Strategy and Process Optimization:Develop and implement an overarching outbound sales and business development strategy, streamlining sales processes, structure, and best practices across the team.
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Aid in driving the shift towards an outbound culture of excellence with strong pipeline generation alignment between SDRs and AEs on named accounts. Develop and deliver focused enablement programs to our global SDR team to ensure world-class pipeline generation efforts across inbound follow-up and strategic outbound prospecting.
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In conjunction with the Head of Demand Generation: Developing a global multi-channel demand generation strategy for scalable growth, optimizing paid channels and continually exploring new ones Building an outbound marketing strategy and ABM framework aligned with sales objectives.
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You will work closely with a senior sales executive to source outbound meetings, identify quality opportunities, develop relationships with these named accounts, and help see the entirety of the sales process through.
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Monitor inbound, outbound, co-packing, warehousing and distribution activities to ensure shelf-life monitoring and management, supports reduction of write offs and constantly looks for opportunities to improve productivities.
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A passion for demand generation and outbound prospecting with deep understanding of outbound sales prospecting and buyer insights across segments (Enterprise and Mid-Market) to build a successful outbound program.
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Support inbound and outbound analyst relations (AR) communications that extend market leadership and support business growth areas in collaboration with AR Manager and AR Director. Support analyst briefings and spokesperson preparation in alignment with product launches, ongoing company updates, and industry trends.
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Work with internal stakeholders and the analyst community to develop co-marketing and sales enablement materials. Write and edit internal and external publications including briefing documents, competitive intelligence and newsletters.
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