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Business Development Representative

Company: Phocas Software
Location: Mission Viejo
Posted on: January 16, 2022

Job Description:

Phocas is a software provider that is committed to helping people feel good about using data. Phocas offers solutions for analytics that work seamlessly together to help businesses report, budget and act faster by putting data in the hands of decision makers. Our software brings together organizations' most useful data from an ERP and other business systems and presents it in a way that makes it easy to analyze by anyone.

To put it in a nut shell, we've got a great product, loyal customers and a happy team! We hire really smart people who are incredibly curious and passionate about alleviating customer's pain, but also about changing people's lives through how they do their job.

As a Business Development Representative (BDR) you will act as first point of contact for customer prospects and utilize sound and effective prospecting practices to produce high-quality, qualified leads. Leads are fully developed to the point of scheduled appointments for the Customer Acquisition Team.

Key Responsibilities

  • Articulate the Phocas business value proposition to decision makers to assess buying interest.
  • Schedule qualified appointments with prospective key decision-makers and influencers.
  • Proactively identify business opportunities by identifying prospects and evaluating their pain/gain points, position in the industry; researching and analyzing sales options.
  • Maintain, develop and grow a robust pipeline.
  • Coordinate sales presentations with Sales Consultant and where possible participate to inform, educate and help close business.
  • Actively develop and nurture long lasting customer relationships, especially within our Mid Market segment companies.
  • Maintain accurate prospect, customer and pipeline records within our CRM systems.
  • Help with list building and other research projects.
  • Attending Trade Shows and other industry/marketing events to showcase Phocas.
  • Understand industry segments served, and keep abreast of development in the market and/or region.
  • Think creatively with timely follow-up communication for internal and external people.
  • Increase interest in Phocas solutions and products through existing and new channels.
  • Stay current with Phocas software, system information, new features/enhancements and product offerings.
  • Achieve/ exceed monthly lead/ opportunity quotas.


    • 1-2 years previous quota-carrying sales/ account development experience, ideally with software-based solutions and B2B environment - preferred.
    • Positive attitude, good communication skills, able to speak to prospects and be compelling. Must be able to close/schedule appointments.
    • Track record of over-achieving quota (top 10-20% of company) in past positions.
    • Experience of concurrently managing multiple opportunities.
    • Proven consultative sales abilities. Strong needs analysis, positioning, business justification and closing skills
    • You are a self-starter and can take the initiative, knowing what, how and when to prioritize tasks.
    • Inquisitive nature to understand the customer's needs and wants and current situation.
    • Ability to consult with and advise customers in order to identify their needs and apply knowledge to understand customer workflows and what is important to their environment; including best practice sharing and business transformation.
    • Great communication skills - verbal, written, and presentation. Good interpersonal skills - outgoing and personable
    • Ability to work individually as well as part of a team to solve problems and make sales connections in varied environments.

      • Experience in business intelligence and ERP solutions.
      • Prior experience selling and/or working with/in our target markets of wholesale distribution, manufacturing or retail.

        • BA/BS or equivalent work experience.


          Fun / Fulfilling: Awesome culture and meaningful work!
          • Autonomy: Trusted to follow your passion and make it your own
          • Growth: Opportunity to be more - for you and the business
          • Wellness: We believe in a real work life balance and have a strong family orientated culture

            In addition to a fun and fulfilling team and environment, other benefits provided include:
            • 401(k) match
            • Company paid medical, vision and dental with buy-up options
            • Generous time off - 20-vacation days and 10-sick days plus generous company holiday schedule
            • Remote work available

              These 3 words are what Phocas endeavors to provide to our employees and underpins everything we do.

              Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

Keywords: Phocas Software, Mission Viejo , Business Development Representative, Other , Mission Viejo, California

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