JUNIOR SALES DEVELOPMENT REPRESENTATIVE 

The Junior Sales Development Representative reports to the Business Development Manager. They are responsible for developing Qualified Leads for Dedicated IT through our data enhancement process. In addition to representing Dedicated IT and our partners professionally, the Jr. SDR is responsible for enhancing 2,000 accounts into Qualified Leads ready for introduction into DIT's sale cycle. They will work alongside the Business Development Manager & SDR team in an office setting with a defined quota established each quarter.  

Key skills required by a Jr. Sales Development Representative are to actively gauge a prospect's needs, validate the prospects contact information as well as the data points needed to qualify said prospect's Account.  You'll be successful if: 

• You have an outgoing personality that allows you to engage with a stranger. 
• You have great listening skills that will allow you to understand a potential client's needs & pain. 
• You have excellent communication skills that will allow you to provide a potential new client with an accurate scope of our services as well as organizational skills to document what is discovered.  
• You have the drive to reach the next level within the organization.

Jr. Sales Development Representatives should have: 

• A strong understanding of sales analytics, HubSpot, ZoomInfo & LinkedIn.  
• A deep understanding of sales techniques and metrics. 
• No fear of talking to new people, presenting to a group & attending networking events to build a prospect base. 
• A desire to learn different sales training techniques, obtain certifications and read material suggested by management that will increase success in the role. 
• Possess basic working knowledge of finding information through various mediums such as Google, LinkedIn, and Microsoft applications (Word/Excel/Outlook).

You will be graded on: 

• Meeting your quota: 2,000 Qualified Leads (Average 4-6 months)  
• 20 Qualified Leads daily (Average 60-80 calls)  
• Qualify 2,000 Accounts to be considered for promotion 
• Certifications – HubSpot Sales Certification 
• Additional training – Predictable prospecting by: Tyler Donovan 
• Attitude  
• Efficiency  
• Quality

Requirements for a ‘Qualified Lead' 

Main Points: $1 per Account for Primary Points 

• Physicians Count 
• FTE Count  
• KDM 
• KDM Email 
• KDM Phone Number (Direct / Cell)  
• Main Location Address 
• Main Location Phone Number 
• Locations Count 
• EMR 
• LinkedIn

Secondary Points: $1 per Account for full secondary Points 

• Pain Points (Slow Service Response, constant downtime, not healthcare knowledgeable, constant staff changes, etc)  
• Additional LOB Applications (M365, PACs System, Security, Backups, etc.) 
• Current IT Model (In House / Outsource / Hybrid)  
• Under Contract (Y/N) (Month to Month?) (End Date) 
• Conference Shows Attending  
• Next Step 
• Additional notes (Something specific SDR can reference for prospect to generate warm introduction) (i.e., KDM love to go fishing)