Sales Development Representative

An Amazing Career Opportunity for a Sales Development Representative 

We are seeking a Sales Development Representative for our Travel division to help find new leads for the sale team managers; setup calls for closing by sales team managers, creates and updates regular reports needed by the group related to sales, sales fulfillment and sales leads.

This position can be remote or work in our D.C. office.

Who are we?  

At Questex, you can make an impact by helping suppliers and buyers connect more efficiently and effectively. Questex is a leading global events, media, and business information company, yet we are still a place where your voice is heard, and your ideas are appreciated. So, you can make an immediate difference in our success while advancing your career. 

Questex drives business forward through a rich engagement platform centered on leading events and surrounded by data insights and digital communities.  

Check us out here: www.questex.com 

As our Sales Development Representative, you’ll support Questex’s success by:  

1. Sales Rep to provide 20-25 companies per week for SDR to work on
   1. List will be provided in spreadsheet
2. Pipeline Meeting 1x per week with each rep
   1. Schedule a time on reps calendar to review pipeline
   2. Rep to discuss what companies to reach out from the review
3. Required to find 10 new prospects per week to put into SF and work the process
4. Inbound SF leads
   1. To be followed up with within 1-2 hours of receiving

Salesforce clean up

SDR to check:

• contact title, industry, phone, email
• add in product
• any other information that we need to correctly pull reports
• add checkbox "luxury" when appropriate

Prospecting

1. Remember to check to make sure it’s the corporate company name vs the Brand name that you enter into SF. The best way to double check is look at the privacy policy in the website or terms & conditions its normally listed there.
2. Make sure to double check SF before entering any new company or contact. The best way to check is putting in the company name with * after it
3. If the company starts with “The” we go by the 2^nd word . For example The Australia Tourist board, , We would go by “Australia”
4. Use Instagram, FB, ZoomInfo, Competitive Events, Google Searches

Leads

1. You receive the lead inquiry in your email.
   1. If the event is less than 60 days out you will send the lead directly to the sales rep for follow up by territory assigned.
   2. If the event is more than 60 days out you will manage the lead process

Lead Process: SDR to verify account in SF to view if there has been activity

• If there has been activity in the past 3 months follow up with the appropriate rep and schedule initial call for the rep
• If there has been no activity in the past 3 months treat as a brand-new prospect and proceed with qualifying process
• SDR to make initial outreach to lead to qualify
• Gong engage steps<> SF lead steps
  • Move lead from NEW to Contacted in SF
  • Email
  • Phone call- make qualifying call and set up meeting for appropriate rep
  • Regular follow up sequence until disqualified or converted

Pipelines:

Sales Team responsible to use Gong to forecast weekly

• SDR to work with Sales team to review pipeline remove/adjust past due dates as agreed to with sales team member.
• SDR to update Gong/Salesforce with notes so that we can follow the progress of accounts moving through stages.
• Compare pipelines to budgets, create report monthly of sales to goal for events and media for each sales person within 5 days of month end. 

Reporting:

Work to create and distribute media wrap up reports at the end of each month.  The Report should be in the hands of the sales person within 3 business days of close of the month.  Sales person will then forward to client.

Sales Force Admin Work:

• Make sure all pricing is in the system for our products,  using the media kit as your guide. 
• New Products may need to be added occasionally,  which will go through Salesforce Administrator. 
• If a client has a lengthy media campaign which changes dates after booking, you will update to the new dates at the sales person/client’s direction.

What we will love about your background:   

• A minimum of one year (1) of inside sales experience
• Individual must have strong writing skills, interpersonal and organizational skills, and be detail oriented.
• Proficient with experience in MS Office: Word, Excel, and PowerPoint, Salesforce.com, and other business software
• Strong phone and email sales/prospecting skills
• Previous experience selling integrated media solutions (events/online)
• Strong relationship-rapport building skills.
• Great at setting conference call meetings/appointments
• Consultative sales savvy and the ability to work with customers to identify and meet their needs, goals and have an achievement-driven mind-set.

Who you are as a Team Member:   

• You proactively seek to adopt and implement diversity into your work, including valuing diverse backgrounds, experiences and thinking. You also embrace creating and nurturing a culture of diversity, inclusion, and belonging. 
• Exceptional communication skills, both written and verbal.  
• Strong team player and ability to work well with others. 

Why Apply?   

• Why we are here:  Helping people live longer and live better by focusing on the Experience Economy.   
• What we do:  We connect buyers and sellers.   
• How we do it:  Easy to work with. We deliver superior results. Provide world-class experiences.   
• Our DNA is our guiding principles:  Collaboration, Honesty & Transparency, Curiosity, Growth, Fun, Purpose Driven   

OUR CULTURE   

At Questex, we listen to each other and to our customers. And we have fun in a fast-paced, vibrant and supportive environment. We’re big on ideas, not on rigid processes, rules or org charts. We know that life can be unpredictable, so we’re flexible and adaptable to change.    

YOUR INITIATIVE   

At Questex, you will join a fast-growing company of bright and ambitious but easygoing people from a diversity of professions, experiences and backgrounds. We keep it real. Like to take the lead? Go for it! We encourage innovative thinking and action. Whether you like to create things, manage things or sell things, you can make your mark at Questex.   

OUR REWARDS/WHAT WE OFFER   

Questex celebrates the contributions of every member of our team by providing a dynamic and caring work environment, competitive benefits package designed to ensure our employees physical and mental health are top priority. 

• Vacation - 15-20 days depending on years of service
• 12 Paid Holidays
• Health and Welfare Benefits (medical, dental, vision)
• 100% Company paid Life Insurance, Long Term Disability, and Short-Term Disability coverage
• FitOn Health, access to a leading digital wellness platform that offers premium in person and online classes
• Parental Leave
• Online Educational Learning Library of over 16,000 courses for employees to enhance and develop their skills
• Access to Mental Health Resources-Talkspace, & Ginger Virtual Behavioral Health
• 401k, with Matching Contributions to include educational webinars sponsored by our 401K partner
• Mission-driven culture with an enthusiastic, professional team
• Work-life balance
• Discounts through various partnerships

With offices in Washington, D.C., London & Singapore, we are always on the lookout for talented people to join our team. 

Questex is an Equal Opportunity Employer –Minority/Female/Disability/Veteran/Gender Identity/Sexual Orientation/ Gender Expression/Age/Military or Veteran Status/Citizenship Status, or other protected characteristics under federal, state, or local law. 

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