Business Development Representative - Global Sales, Schiller Park, Illinois

Position Overview

The Business Development Representative (BDR) is responsible for the critical first steps in the sales process: outbound prospecting, lead qualification, appointment setting. The Business Development Representative will be focused on generating new business opportunities by identifying, researching, and engaging potential clients. This role serves as a foundational bridge between marketing and sales, driving pipeline growth and ensuring a steady flow of qualified prospects for the GSO Customer Engagement team.

This position reports to the Group Director, Global Sales.

• Targeted Outreach:
  Execute high-volume, multi-channel (phone calls, email, Linked In) outbound prospecting campaigns based on ideal customer profiles (ICPs) and defined target accounts.
• List Building:
  Conduct in-depth market research to identify key stakeholders, pain points, and appropriate contact information within target companies.
• Inbound Response:
  Qualify and process inbound leads generated from marketing activities (e.g., website forms, content downloads, events) to determine sales readiness.

• Discovery Calls:
  Conduct initial discovery calls to understand the prospect's business challenges and specific needs related to Encore and Hargrove solutions.
• Needs Assessment:
  Perform rigorous qualification of prospects using established methodologies (e.g., BANT - Budget, Authority, Need, Timeline) to ensure opportunities are genuinely viable.
• Meeting Hand-off:
  Successfully schedule and set qualified first-stage meetings or demonstrations for the assigned GSO Customer Engagement team member.

• System of Record:
  Accurately and consistently log all sales activities, prospect information, and opportunity details into Compass.
• Data Integrity:
  Maintain and update the prospect database to ensure data accuracy, proper segmentation, and compliance with data privacy regulations.
• Reporting:
  Track and report on key metrics (outbound calls made, emails sent, discovery calls made, meetings set, conversion rates).

• Sales Strategy:
  Collaborate closely with Marketing to refine messaging, optimize lead nurturing processes, and provide feedback on campaign effectiveness.

• Pipeline Generation:
  Monthly Qualified Opportunities (MQLs/SQLs) Set:
  Number of prospect meetings scheduled that meet predefined qualification criteria.
• Daily/Weekly Activity Targets:
  Consistently hit targets for calls made, emails sent, and social engagements.
• Conversion Rate (Activity to Meeting):
  Percentage of outreach efforts that result in a booked, qualified meeting.
• CRM Data Quality Score:
  Accuracy and completeness of prospect and activity logs in the CRM.
• Pipeline Value Generated:
  Total estimated value of the opportunities successfully sourced and transitioned to the sales team.
• Completion of Product/Sales Training Modules:
  Demonstrated ongoing proficiency in product knowledge and sales techniques.

• Bachelor's degree preferred
• 2+ years of experience in B2B sales/business development, ideally in a BDR role
• Proven track record of meeting or exceeding targets, preferably in outbound B2B sales
• Excellent written and verbal communication skills, with a professional phone presence
• Familiarity with CRM software (e.g., Salesforce, Hub Spot) and sales engagement tools (e.g., Linked In Sales Navigator)
• High energy, resilience, and a strong desire to build a successful career in event production, event technology and B2B sales

• Hospitality
• Ownership

• Instills Trust
• Safety Conscious

• Action Oriented

• Tech Savvy

• Communicates Effectively

For more information on our Competency Group, refer to the Competency Based Talent Management page on Encore Connect by searching for the title or copy & pasting this URL Link ().

Remote Office

Work is performed primarily in a remote/home office environment. Working times may include irregular hours and on-call status including days, evenings, weekends and holidays.…