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Business Development Prospector



Job Title: Business Development Prospector

Department: Sales

Reports To: Gabe Draper – Chief Prospecting Officer

Salary Grade: $75K-$125K

Original Issue Date: 11/4/17

Revision Date: 07/02/2020

Employee Status   X Full – Time    __ Part – Time

FSLA Status: _X__Exempt    Non Exempt



Prospect for new business opportunities for outsourced prospecting clients. Maintain multiple client relationships by generating leads, qualifying opportunities and managing a sales process. 



Account Management: 

  • Manage 4-6 accounts through building stronger relationships with customers, gaining a thorough understanding of their requirements and long term goals, informing customers of company’s new developments, products, service, and troubleshooting and resolving any and all problems.
  • Achieve sales opportunity targets and ensure customer satisfaction.
  • Travel to each client for initial kickoff of service and annually ongoing. 

Lead Generation: 

  • Create and execute lead generation strategies & campaigns based on client’s goals. 
  • Utilize complex databases, email and phone communication technologies and automation tools & processes to target niche companies and technical decision makers in order to generate awareness & interest in each client. 
  • Guide the data, administrative and messaging team toward effective strategies. 
  • Contact new or existing customers to discuss how specific products or services can meet their needs.
  • Follow proven processes while looking for ways to improve and increase efficiency & results. 

Sales Process & Strategy: 

  • Find & qualify sales quoting opportunities through prospecting. This process includes but is not limited to identifying and qualifying specific buyers, initiating campaigns, following up on prospect inquires, managing the sales pipeline and setting up appointments with customers ensuring all sign-off procedures are adhered to.
  • Maintain client sales process including, reports, Accounts, Contacts, Activities & Opportunities using Salesforce and other technologies. 
  • Facilitate joint sales calls between prospects and clients. 
  • Answer prospect’s questions about products, prices, availability, or credit terms. 
  • Quote prices, credit terms, or other bid specifications. 
  • Emphasize product features based on analyses of customers’ needs and on technical knowledge of product capabilities and limitations.
  • Prepare sales presentations or proposals to explain product specifications or applications. 
  • Complete expense reports, sales reports, or other paperwork. 
  • Verify that delivery schedules meet project deadlines. 




  • Two (2) years of experience prospecting.



  • Detail Orientated  — Giving full attention to all aspects understanding causes instead of just effects
  • Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • Coordination — Adjusting actions in relation to others’ actions. 
  • Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action. 
  • Social Perceptiveness — Being aware of others’ reactions and understanding why they react as they do.
  • Speaking — Talking to others to convey information effectively. 
  • Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Reading Comprehension — Understanding written sentences and paragraphs in work related documents. 
  • Writing — Communicating effectively in writing as appropriate for the needs of the audience.
  • Technology – Able to type fluently and navigate complex computer and software systems including, CRM, Databases, Email automation, phone systems, video conferencing. 
  • Time Management — Managing one’s own time and the time of others.
  • Service Orientation — Actively looking for ways to help people.
  • Customer Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

% of Time

Core Function


Email Communication


Phone Communication


Account Management / Strategy



  • Must be fluent in use of Google apps
  • Must be fluent in navigation of Salesforce



  • 20/20 vision acuity with correction and no red/green color blindness
  • Able to lift 25 – 50 pounds 
  • Must be able to stand for three (3) hours at a time 


The above is not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job.

As duties and responsibilities change and develop the job description will be reviewed and subject to changes of business necessity.