Marketing Account Development Representative

JOB SUMMARY: Champion engagement and activation of prospective Empire clients. Proactively generate and qualify new leads through research, analysis and direct client contact. Support ongoing special campaigns by initiating sales calls to potential and low coverage clients to maximize opportunity. Qualify inbound client requests from websites, publications, and promotions and refer to appropriate sales personnel. Develop valuable relationships with clients to increase sales, by capitalizing on all opportunities and maximizing coverage. Generate high quality leads to increase percentage of conversion. ESSENTIAL FUNCTIONS: Initiate client contact for targeted Empire campaigns and marketing programs to generate opportunity. Conduct research to identify new client opportunities utilizing various business intelligence sites. Generate leads as identified from client contact and refer qualified leads to the appropriate sales representative. Establish, re-establish and foster relationships with small, low level coverage clients through outbound/inbound calls and other communication channels. Perform prequalification of inbound leads through a series of logical questions and filtering process. Pass qualified leads to appropriate personnel to pursue opportunities. Fully qualify leads through follow-up communications. Manage potential opportunities through the lead generation process, starting with initial contact, lead qualification, lead nurturing and closure. Follow up with appropriate Empire personnel to resolve leads and return client to nurture status if necessary. Gather and maintain critical new prospect data to include phone number, emails, influencers and equipment. Accountable for timely response to client communications. Document unqualified and unmerited inquiries. Leverage data insights to anticipate future client needs and opportunities. Qualify opportunities via telephone and refer leads. Responsible for post-event follow up with attendees. Enter newly gathered client information into Empire CRM system for future marketing programs. Improve data integrity by managing, validating, and updating client contact information, influencer lists, and equipment owned. Perform data cleansing efforts as required. Work safely at all times. Adhere to all applicable safety policies. Comply with all company policies, procedures and standards. ADDITIONAL RESPONSIBILITIES: Maintain thorough understanding of merchandising programs and continuously educate clients on current promotions. Understand Empire businesses and offerings to support client needs and route leads appropriately. Provide training support to CRM process manager as a secondary contact for system users. Contact unassigned clients who purchased competitive products to validate the transaction and inquire on decision making factors. Provide information on a CAT option for future reference. Assist with other various marketing endeavors as needed. Travel to Empire, Caterpillar, and customers’ sites as required. Work within and promote corporate values. KNOWLEDGE SKILLS AND ABILITIES: Ability to work efficiently within DBS, SalesLink, and Dealer.cat.com systems. Ability to work with CRM software (Sales Link or equivalent) and to integrate CRM software interfaces with Empire/Caterpillar back-end systems. Ability to analyze and measure performance utilizing CRM software and other business analytics tools. Understanding of Marketing automation, email systems and web content management systems. Advanced computer, software, and internet skills are required, Proficient skillset in Microsoft Excel Strong verbal and written communication skills. Interpersonal skills sufficient to work cooperatively with clients and client facing employees to execute the lead generation and business development responsibilities. Interpersonal skills sufficient to communicate verbally and in writing with others in an objective and cooperative manner. Ability to acquire working knowledge of Caterpillar and competitive construction equipment model designations and application. A motivated self-starter with excellent client relations skills. Ability to develop an in-depth knowledge of Empire’s operating departments and functions. Must be able to meet all safety requirements for applicable safety policies and use of all required safety equipment. Must have acceptable attendance to meet all company standards and requirements. EDUCATION AND EXPERIENCE: Proof of high school diploma or General Education Degree (GED). Bachelor Degree in Business/Marketing or related field preferred. Sales experience or call center experience preferred. Must be able to communicate (speak, read, comprehend, write) in English. Valid driver’s license. PHYSICAL DEMANDS: The Physical Demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, use hands, talk and hear. The employee frequently is required to stand, walk, and reach with hands and arms. The employee is occasionally required to reach above shoulder, squat or kneel, bend, or lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision and ability to adjust. The employee is required to drive to and from branch locations. This position is designated as a "Safety-Sensitive Position". A Safety-Sensitive Position includes tasks or duties that EMPIRE in good faith believes could affect the safety or health of the employee performing the task or others. WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is constantly exposed to indoor controlled conditions. The employee is occasionally exposed to wet and/or humid conditions, outdoor weather, extreme cold, extreme heat, moving mechanical parts, and vibration. The noise level in the work environment is usually office moderate.