Ecova/St. Paul, MN
Ecova--Making a World of Difference
At Ecova, we believe each individual, no matter the role, can make a difference for our clients, the environment and for themselves. Ecova is built on a strong foundation of integrity, community, leadership, persistence and urgency.
Our highest goal is to be the market leading, trusted advisor to organizations driven to maximize results, reduce expenses, manage risk and improve environmental performance. Our focus is to grow results on saving resources for our clients – from utilities to facilities. We apply data-driven insights – from demand to impact – to target inefficiencies and See More, Save More and Sustain More for our clients.
We strive to deliver results and innovation through efforts of our unparalleled people to each and every client with whom we engage. We're on the look-out for team players to work with us in serving as an integral extension of our clients to measure, analyze and improve resource management. Come join the Ecova family… together we can Make a World of Difference.
Marketing
The Ecova Marketing team is responsible for positioning Ecova as leaders in the fast-growing Energy Management space. Our work involves both consumer and business campaigns with the ultimate goal of helping our clients reduce energy use and expense, making their operations more environmentally sustainable. Made up of a diverse group of individuals with backgrounds in energy, design and technology, our team blends analytics with quality creative to develop compelling messages and strategies that can be tracked to deliver maximum ROI. With a strong mandate from the executive team, the Marketing team takes the lead in driving growth, fostering innovation and articulating the needs of the market.
Business Development Representative
This position directly contributes to the Ecova Sales Opportunity Pipeline and is an important member of the Ecova Marketing Operation's team. Primary responsibilities include the qualifying of leads by initiating contact and developing relationships with qualified account decision makers. This position will report to the Manager of Business Development.
The preferred location for this position is St. Paul, MN.
Role Description
* Through a variety of both in-bound and out-bound prospecting and nurturing efforts, the Business Development Representative will contribute Sales Qualified leads to the Sales Pipeline, directly impacting the Ecova revenue stream.
* Prospecting and qualifying both marketing & self generated leads.
* Utilize email and phone to qualify the prospect and nurture the prospect to schedule an appointment with and Ecova Sales Representative.
* Power Prospecting: Develop expert-level Marketing Automation Software user (Ecova will train) - monitor prospect activities for sales opportunities.
* Review daily prospect activity. Acts as the “eyes and ears†of all prospect activity for the entire Commercial & Industrial and Utility portfolio offering. Utilize Pardot to support Field Sales/Client Management key appointment preparation, information gathering, Meaningful Interactions, lead identification etc;
* Identify current client up-sell and new client prospecting opportunities; perform competitive intelligence analysis and document competitive landscape.
* Supporting lead nurturing opportunities that may include nurturing phone calls, emails, presentations, and introductory information sharing.
* Collaborate with Telemarketing vendor to most efficiently move sourced leads to “Meaningful Interaction†(MI) – phone appointment.
* May collaborate with Ecova marketing program managers to support lead generating and lead nurturing activities.
* Reporting and document: efforts may include documenting/testing best practices; reporting results vs. goals; analysis of efforts that support process improvement.
* Contacts may include systematic follow-up to those customers who begin the sales process, as well as those who initially decline but may be ready at a later time.
* Maintain activity in Salesforce.com support data quality improvement; coaching of field sales for correct Salesforce.com data entry
* Will lead or participate in various projects as assigned by their supervisor, related to testing and building out an effective and scalable lead generation engine.
A successful Business Development Representative will experience a clear career path for advancement.
Role Competencies
* 4 Year degree from an accredited university/college is strongly preferred
* Working familiarity with a CRM system a plus (Salesforce.com, Sugar CRM etc...) or similar software. If the candidate has working knowledge of Ecova Solutions, we can train the candidate on Salesforce.com.
* Demonstrated ability learning & leveraging technology/ data to deliver results. The candidate will be utilizing the following tools: Pardot Marketing Automation Software, Salesforce.com, Jigsaw, LinkedIn, Data.com, Hoovers D&B, other
* Familiarity of Ecova's C&I product portfolio or industry a plus. (some or all products)
* 2-5 years of related sales or marketing experience OR 2-5 years experience engaging with Ecova Clients demonstrating a track record of success.
* Consultative selling approach, skilled at asking questions, uncovering needs, and listening.
* Experience in multiple contacts, complex sale a plus.
* Confident, highly motivated, self starter, comfortable making 30 - 40 or more prospecting calls a day
* Possess strong phone communication skills, demonstrated experience in delivering results via email and phone.
* Demonstrated: critical thinker & problem solver, ability to “think on your feet†with a client
* Requires excellent written and verbal communication skills, self-motivation and ability to handle rejection.
* Highly organized, tenacious follow through
* Demonstrated ability to establish and maintain effective relationships with prospective and existing customers.
* Data driven, analytical mindset; comfortable with learning new technology and leveraging technology to drive sales.
* Comfortable in delivering against weekly / monthly / annual goals.
* Ability to collaborate and communicate quickly across functions, time-zones, and roles.
Ecova Information
Our salaries are competitive and commensurate with experience. We are a performance-based culture and have goal-based incentive programs and generous employee benefits. Our comprehensive benefit package includes medical, dental, vision insurance, life, AD&D, short- and long-term disability insurance. We also offer flexible spending accounts and 401(k) with a generous employer match.
Ecova is an equal opportunity and affirmative action employer. All qualified applicants will be considered without regard to age, race, color, national origin, ancestry, sex, sexual orientation or preference, religion, marital status, citizenship, veteran status, or physical or mental disability.
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