Core Responsibilities:
Prospecting & Lead Generation (40%):
- Identify and prospect target accounts including distributors, sub-distributors, enterprise companies, and healthcare providers.
- Research and qualify new B2B accounts, medical practices, and Fortune 1000 companies using LinkedIn, Apollo, Sales Navigator, and other tools.
- Execute high-volume outreach through email, phone, LinkedIn, and multi-channel campaigns to secure discovery calls and meetings.
- Build targeted prospect lists based on ideal customer profiles and strategic priorities.
- Break through gatekeepers and reach key decision-makers including executives, directors, and procurement teams.
- Use prospecting tools (Apollo, Instantly, Halo) to build and manage efficient outreach campaigns.
- Maintain detailed prospect information and engagement records within CRM systems.
- Generate qualified pipeline meeting volume targets and conversion benchmarks.
Outbound Engagement & Meeting Generation (30%):
- Book qualified meetings for sales teams with decision-makers and high-intent prospects.
- Close booked calls with warm leads who have demonstrated interest and qualification.
- Execute strategic outbound campaigns across LinkedIn, email, cold calling, events, and conferences.
- Craft compelling outreach messages that communicate value propositions clearly.
- Handle initial objections gracefully and position solutions effectively.
- Engage potential clients through professional, persuasive communication.
- Make clients feel heard, build trust, and move them toward next steps.
- Transition qualified opportunities to Account Executives with thorough context and preparation.
Pipeline Management & Relationship Nurturing (20%):
- Own and manage sales pipeline with diligent follow-up after calls and outreach.
- Maintain consistent engagement with assigned accounts to strengthen long-term B2B relationships.
- Loop back with prospects via SMS, email, and calls who haven't yet closed.
- Handle customer objections gracefully and provide appropriate solutions or resources.
- Support bulk order inquiries, product details, and partnership opportunity discussions.
- Manage ongoing communications with distributors, providers, and enterprise contacts.
- Tightly prioritize across pipeline based on deal size, likelihood to convert, and strategic value.
- Stay organized managing complex pipeline of interested prospects across multiple stages.
Reporting, Data Management & Process Improvement (10%):
- Ensure accurate CRM data entry for all outreach activities and engagement metrics.
- Track pipeline performance, conversion rates, and activity metrics in Salesforce or HubSpot.
- Provide weekly activity reports highlighting opportunities, risks, and performance against KPIs.
- Obsess over metrics including no-show rate, first call close rate, overall close rate, and conversion rates.
- Analyze call recordings to determine what works and identify improvement opportunities.
- Furiously iterate sales process and continuously improve team's collective playbook for scaling.
- Transfer customer insights to marketing, product, and sales teams to improve funnel conversion.
- Contribute to sales enablement initiatives including short demo videos or outreach content creation.
Requirements:
Must-Haves (Required):
- Experience: 1-3+ years in sales development, business development, healthcare sales, B2B SaaS sales, or SDR/account management roles (at least 6+ months in call-based or phone sales).
- Language Proficiency: Fluent English with minimal accent or American accent; excellent written and verbal communication skills.
- Prospecting Success: Proven experience prospecting and engaging distributors, sub-distributors, or enterprise accounts in B2B settings.
- CRM Expertise: Hands-on experience using CRMs (Salesforce or HubSpot required) with strong data discipline.
- Outbound Tools: Experience with outreach platforms including Apollo, LinkedIn Sales Navigator, Instantly, Halo, or similar tools.
- Pipeline Generation: Demonstrated success sourcing, prospecting, and generating qualified pipeline.
- Research Skills: Strong research discipline and attention to detail in identifying and qualifying prospects.
- Closing Ability: Understanding of when and how to move prospects forward, prioritizing leads strategically.
- Metrics-Driven: Obsessed with numbers and focused on activities that drive results; hate fluff.
- Remote Performance: Proven ability to work independently and meet outbound activity KPIs in remote environment.
- Resilience: Grit to handle rejection, persistence to break through obstacles, and energy to improve processes.
Nice-to-Haves (Preferred):
- Enterprise sales exposure selling into Fortune 1000 or large enterprise companies.
- Background in medical device, equipment, healthcare product sales, or B2C health services.
- Experience working with healthcare distributors, channel sales partners, or medical practices.
- Familiarity with HIPAA-adjacent communication and compliance standards.
- Track record of consistent lead conversion or appointment-setting success above benchmarks.
- Experience in AI/SaaS technology sectors or no-code platforms.
- Sales theory knowledge comfortable transitioning between techniques based on customer type.
- Direct response copywriting skills recognizing value props and effective phrasing.
- Basic familiarity with AI tools and technical curiosity to learn product details.
- Experience with simple content creation (short videos, demos) for sales enablement.
- Understanding of D2C digital marketing to contribute funnel improvements.
- Event or conference networking experience for business development.
Tools Proficiency:
Must-Haves (Required):
- CRM Systems: Salesforce or HubSpot (required for pipeline management).
- Prospecting Tools: Apollo, LinkedIn Sales Navigator, or equivalent outbound platforms.
- Communication: Gmail/Outlook, phone systems, Zoom for video calls.
- Productivity: Google Workspace (Sheets, Docs) or Microsoft Office Suite.
Nice-to-Haves (Preferred):
- Sales Engagement: Instantly, Outreach, SalesLoft, or email sequencing platforms.
- Prospecting Intelligence: Halo, ZoomInfo, Clearbit, or data enrichment tools.
- Collaboration: Slack, Microsoft Teams for internal coordination.
- Call Analytics: Gong, Chorus, or conversation intelligence tools.
- Project Management: Airtable, Notion for tracking campaigns and initiatives.
- Content Creation: Basic video recording/editing tools for demos (Loom, Vidyard).
- Scheduling: Calendly or automated booking tools.
