Lead Generation Specialist

About B3

B3 provides data and analytics to support decision making at the nexus of water, land and people. B3 delivers oilfield water intelligence through data solutions, powerful analytics and an intuitive information platform to optimize the life cycle of water management. B3 is a full-stack data company from our proprietary data collection platform to our extensive data management processes and our built-from-the-ground-up web interface. We continually strive to deeply understand oilfield water intelligence, the role it plays in decision making, and how to enable users to maximize its value through visualization and software.

About the Role

The Lead Generation Specialist reports to the Sales Director and is responsible for researching, identifying, prospecting, and qualifying new sales leads to support the sales team. This individual is a highly motivated, creative self-starter able to identify and develop new business prospects from multiple sources including independent industry research, prospect lists, and inbound marketing leads. A resilient, dynamic personality with a drive and the personal skills needed to reach decision makers is essential.

Responsibilities

Market Research

• Identify prospective clients through resources provided and independent research
• Categorize prospective clients based on business needs
• Develop strategic approaches to engage with new prospects, current and past clients, using LinkedIn, Sales Navigator, ZoomInfo, Zoho CRM and other available sources of information to identify new business opportunities and develop prospect- and client-specific profile information
• Assist in monitoring market trends and analyzing competition 
• Prepare and manage all prospecting lists

Lead Generation

• Build and cultivate prospect relationships by initiating communications and conducting follow-up communications to move opportunities through the sales funnel
• Utilize individual and mass email and phone calls for prospecting. Daily cold calling is required.
• Understand and communicate common business problems and relevant B3 solutions to influence prospects to attend product demonstrations
• Set up and execute qualification calls with prospects, ensuring mutual understanding of each prospect's situation, problems, and needs
• Set up demonstration meetings for qualified prospects
• Coordinate all leads obtained through marketing activities, including immediate direct follow up with qualified leads to determine opportunity status
• Assist prospects in thinking through issues and problems and facilitating their involvement in arriving at solutions or improvement strategies

 Sales Administration

• Work with sales team on all aspects of the sales process to ensure the business is efficiently and effectively executed
• Manage and coordinate prospect- and client-specific information within Zoho CRM to ensure opportunities are added to the system and data is accurate and up-to-date
• Manage data in Zoho CRM ensuring all communications are tracked, information in database is “clean” and accurate and documents are attached
• Ensure the integrity of the data in Zoho CRM by reviewing it frequently and helping Sales and Marketing team members correct inaccuracies
• Track demos/meetings for sales team
• Track and monitor customer renewals for sales team
• Taking detailed notes and follow ups for the sales team in demonstrations and presentations
• Ability and willingness to travel on occasion

Marketing Support

• Assist in Marketing/Sales-sponsored events, including event attendee analysis and logistics preparation, as well as follow-up with attendees
• Define, gather, and report on metrics that demonstrate the efficacy of marketing efforts
• Be an ongoing contributor to the development and execution of marketing initiatives to drive traffic, increase sales and brand awareness
• Assist with various email marketing campaigns, social media platforms, website and content initiatives
• Monitor customer access and notify Marketing/Sales of heavily and underutilized accounts

Skills & Qualifications

• Minimum of 2 years relevant experience
• Bachelor's degree in Business or related major
• Proficiency with Microsoft Office products (Excel, PPT, Word, etc.)
• Excellent oral, analytical, written and presentation skills are a must
• Excellent note-taking and organizational skills are a must
• Ability to work within a team structure, as well as independently in a fast-paced sales environment, with competing/shifting priorities
• Familiarity with sales and marketing systems such as Zoho CRM is preferred
• Passionate self-starter who possesses creative problem-solving skills – delivering projects and assignments on target and on time
• Strong phone presence and voice
• Travel is required

Salary Range

$55,000 - $75,000 commensurate with experience