Role Overview
PakFactory is seeking an experienced Business Development Representative (BDR/SDR) to join our sales team. In this role, you will be on the front lines of generating and nurturing new business opportunities for our custom packaging solutions.
You will focus on finding and qualifying new sales prospects and connecting interested clients with our account executives. While BDRs typically handle outbound prospecting and SDRs focus on inbound leads, this position will initially concentrate on inbound lead management (responding to incoming inquiries and referrals) with the potential to expand into outbound outreach as needed.
The ultimate goal is to bring in and nurture new opportunities while also re-engaging lost or lapsed leads to recover potential deals. This is a great opportunity for a mid-level to senior sales professional who is proactive, strategic, and excited to drive growth in a fast-paced B2B environment.
Key Responsibilities
Lead Generation & Prospecting:
- Identify and research potential client leads in target industries.
- Leverage tools like CRM databases and LinkedIn Sales Navigator to find key decision-makers and analyze industry news or trends, uncovering new sales opportunities.
- Expand PakFactory’s reach by tapping into new markets and segments to build a strong pipeline of prospects.
Inbound Lead Qualification & Nurturing:
- Promptly engage with inbound inquiries and qualify these leads against defined criteria.
- Ask the right questions to understand each prospect’s packaging needs and timeline.
- Nurture interested leads through regular follow-ups and personalized communication, providing information and guidance to build relationships and trust.
- Guide qualified prospects through the early stages of the sales funnel, preparing them for a smooth hand-off to the account executives.
Recovering Lost Opportunities:
- Re-engage dormant or previously lost opportunities in our CRM.
- Implement systematic follow-up plans for prospects who paused or declined earlier, as circumstances may have changed. You aim to rekindle interest and uncover “no for now” situations that can be turned into “yes” over time.
CRM Pipeline Management:
- Maintain meticulous records of all leads and interactions in our CRM system by updating contact information, notes from calls/emails, and next steps in a timely manner.
- Use the CRM to track prospects through the pipeline stages, ensuring no lead falls through the cracks.
- Monitor your pipeline metrics (response rates, conversion rates, etc.) and keep the sales team informed of pipeline status.
Required Skills and Experience
- Experience: 3+ years of experience in a business development, sales development, or similar B2B sales role. You have a proven track record of prospecting and lead qualification in a sales environment. Experience in packaging, printing, or manufacturing industries is a plus (knowledge of packaging processes is nice-to-have for understanding client needs).
- Education: Bachelor’s degree in Business, Marketing, Communications, or a related field is preferred (equivalent work experience will also be considered).
- Communication Skills: Excellent verbal and written communication skills are a must. You are confident on the phone and adept at crafting clear, persuasive emails. Strong active listening skills and a consultative approach to uncover client needs are required.
- Sales & CRM Tools: Proficiency with CRM software (such as Salesforce or Zoho) and other sales tools for contact research, email sequencing, and lead tracking. Ability to analyze lead data and engagement metrics. Familiarity with LinkedIn Sales Navigator, ZoomInfo or similar prospecting databases is beneficial.
- Organization & Time Management: Strong organizational skills with the ability to manage a pipeline of dozens of leads at different stages. Excellent time management and follow-up discipline to handle multiple conversations and tasks without losing track. You can prioritize effectively and are comfortable working in a fast-paced environment.
- Drive & Work Ethic: A self-motivated, results-driven attitude with a genuine desire to meet and exceed targets. You take initiative in reaching out to new prospects and don’t shy away from challenges. The ideal candidate is proactive (“hunting” mentality), resilient in the face of rejection, and continuously looks for ways to improve their outreach strategies.
- Team Collaboration: A team player who can work collaboratively with others. You value feedback and seek help when needed, and you’re equally willing to assist your teammates. Excellent interpersonal skills to build rapport with potential clients and internal colleagues alike.
Compensation
Compensation is based on base + commission.
Work Location & Schedule
This role is on-site at our PakFactory office in Markham, Ontario, where you’ll be immersed in our collaborative team culture.
Job Type: Full-time
Pay: $50,000.00-$75,000.00 per year
Benefits:
- On-site parking
- Paid time off
Work Location: In person
