Sales Development Representative

Summary

Join MCG, a leading healthcare organization, as a Sales Development Representative and contribute to our mission of delivering patient-focused care. You will play a key role in identifying and qualifying leads, demonstrating the value of our evidence-based care guidelines and software solutions to healthcare organizations. This dynamic role offers meaningful impact and the opportunity for professional growth within a supportive work environment. You will collaborate with sales executives, account managers, and marketing representatives to create sales opportunities and achieve ambitious targets. In addition to a competitive salary and commission, MCG offers a comprehensive benefits package, including remote work options, paid time off, and parental leave.

Requirements

• 3 years of experience in outbound business-to-business prospecting sales/proven sales experience required
• Experience using CRM tools like Salesforce, HubSpot, or similar platforms required
• Ability to travel up to 20% of the time to trade shows, Marketing department and/or other MCG-sponsored events

Responsibilities

• Drive new business growth by making 30 to 40 calls each day, building and nurturing a robust pipeline of high-potential leads
• Prospect into multiple healthcare organizations via lead follow-up, networking, referrals, and cold calling
• Conduct discovery calls to understand the prospect's needs, challenges, and decision-making processes
• Send personalized emails and engage through social media to connect with prospects and qualify them as potential sales opportunities
• Efficiently utilize tools like Conquer for automated dialing and Google for research to enhance outreach efforts and improve contact rates.  Document each task accordingly
• Utilize existing Salesforce database and search engines to find key contacts in targeted accounts
• Qualify all prospect accounts and leads by probing for specific business and solution needs
• Nurture relationships with potential leads not yet ready to buy, ensuring they remain engaged with MCG Health
• Partner with the Manager, Sales Development and the team to formulate prospecting strategy, customize sales scripts, and provide additional training
• Partner with Sales Executives for territory strategy, growth goals, and discovery appointment scheduling
• Make appointments in conjunction with Sales Executives to further sales discussions with leads and prospects
• Achieve or exceed set targets for the number of calls, and SQLs
• Regularly review performance metrics and adjust strategies as needed to meet goals.  Keep strong communication open with the Manager of Sales Development
• Learn and demonstrate a fundamental understanding of the MCG’s solutions and clearly articulate MCG's value story to prospective customers
• Participate in ongoing campaigns to generate new leads and expand the company’s market reach
• Execute pre-tradeshow call-downs to drive traffic to the company’s booth, promote event participation, and generate interest in the company’s offerings
• Conduct post-tradeshow follow-up calls and emails to contacts received during the tradeshow, aiming to convert these into qualified leads and opportunities
• Proactively reach out to prospects using leads generated by Marketing campaigns, including those from downloads, inquiries, and registrations
• Utilize Salesforce to track and manage all interactions with leads, ensuring accurate and up-to-date records
• Maintain an organized and active sales pipeline, regularly updating the status of leads and ensuring timely follow-up on all opportunities
• Stay informed about industry trends, competitors, and product updates to engage prospects effectively
• Participate in ongoing training and development to improve sales skills and product knowledge
• Travel up to 20% of the time to trade shows, Marketing and other MCG-sponsored events/Glue Events

Preferred Qualifications

• Bachelor’s or Associates degree in Business, Marketing, Communications, or a closely related field preferred
• Experience prospecting in the healthcare or tech industry preferred
• Familiarity with prospecting tools such as LinkedIn, ZoomInfo, Dial Source, or other similar tools
• Highly organized, with the ability to manage leads and follow-ups efficiently
• Strong written communication skills with the ability to deliver clear, concise, and persuasive messages
• Ability to establish trust and connection with prospects through genuine interest and understanding
• Ability to understand and successfully present technical solutions
• Strong team player with the ability to work well with sales, marketing, and other departments to achieve common goals

Benefits

• Remote work
• Medical, dental, vision, life, and disability insurance
• 401K retirement plan; flexible spending and health savings account
• 15 days of paid time off + additional front-loaded personal days
• 14 company-recognized holidays + paid volunteer days
• 8 weeks of paid parental leave + 10 weeks of paid bonding leave
• LGBTQ+ Health Services
• Pet insurance