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 drive new business growth by identifying and qualifying leads, demonstrating the value of our solutions to healthcare organizations, and collaborating with sales and marketing teams. This role involves making numerous calls daily, conducting discovery calls, and utilizing various tools to enhance outreach. You will also nurture leads, partner with sales executives, and achieve sales targets. MCG offers a dynamic work environment, world-class benefits, and the stability of our parent company, Hearst. This is an exciting opportunity to make a meaningful impact on the US healthcare system.

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