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Market Development Representative

LexisNexis Risk Solutions

LexisNexis Risk Solutions

Sales & Business Development
Boca Raton, FL, USA
Posted on Friday, October 13, 2023

About the business:

LexisNexis Risk Solutions is the essential partner in the assessment of risk. Within our Business Services vertical, we offer a multitude of solutions focused on helping businesses of all sizes drive higher revenue growth, maximize operational efficiencies, and improve customer experience. Our solutions help our customers solve difficult problems in the areas of Anti-Money Laundering/Counter Terrorist Financing, Identity Authentication & Verification, Fraud and Credit Risk mitigation and Customer Data Management. You can learn more about LexisNexis Risk at the link below, https://risk.lexisnexis.com/.

About our team:

The team culture promotes an active listening style, open communication and a strong emphasis on team collaboration.

About the job:

The primary responsibility of the Market Development Representative (MDR) is to manage, develop and grow qualified lead conversions and sales opportunity pipeline for LexisNexis Risk Solutions. This role is responsible for 1) qualifying inbound inquiries to determine sales readiness 2) outbound prospecting via email, social and phone into target accounts in an effort to schedule initial meetings for sales and 3) unwavering dedication to all departmental initiatives and pilot programs.
 

MDRs are a primary source for feedback and commitment is essential for growth, advancement, and driving new demand channels in alignment with the market's evolving digital preferences and AI integration. This role is often the first touchpoint for prospects interested in LexisNexis Risk Solutions and will set the tone for the sales cycle following. Professionalism, enthusiasm, and excellent communication are key characteristics to be successful in this role. The ideal candidate will be a highly energized self-starter who can thrive working autonomously while also being skilled at building solid working relationships with global team members and sales stakeholders.

You’ll be responsible for:

  • Learning continuously to develop and advance into an industry and LexisNexis Risk Solutions, Business Services demand generation expert.

  • Effectively pitching products and solutions to key decision makers at all levels of a prospect’s organization by understanding their challenges and demonstrating how LexisNexis Risk Solutions can meet their needs.

  • Responding to and effectively qualify inbound inquiries in a timely manner to assess sales readiness and qualifications prior to connecting prospects with sales resources

  • Conducting outbound prospecting activities (phone calls, email, social media, attend tradeshows) into target markets / accounts to identify, connect and engage (schedule meetings) with decision makers in order to generate qualified, sales-ready leads.

  • Supporting the success of marketing sponsored in-person and virtual events; including pre-event promotion to drive attendance and post-event follow up to engage and qualify prospects for sales.

  • Developing and methodically drive execution of daily, weekly and monthly activity cadence plans that maximize prospecting efficiency and effectiveness including account and contact-level research, pre-call planning and hyper-personalized messaging via key channels.

  • Meeting and exceed key activity and performance metrics for calls, emails, social touches, appointments scheduled, conversion to opportunity, and beyond.

  • Maintaining accurate CRM records of all lead and prospecting activities by consistently adhering to defined lead management processes and SLAs.

  • Building relationships with aligned sales team members to nurture leads through opportunity and ensure lead quality is driving conversion to pipeline and revenue.

Qualifications:

  • 4-year college degree plus at least 2 years of sales or complimentary experience, or equivalent combination of education and experience.

  • Professional experience on a customer-focused performance-driven, high-growth, fast-paced sales, service or marketing team.

  • Strong interpersonal skills with ability to professionally interact with a diverse blend of personalities to identify and reach desired outcomes while maintaining strong relationships.

  • Excellent researching and problem-solving skills, including the ability to analyze, compare, evaluate, reconcile and derive actionable insights and next steps.

  • Experience with tools, such as Microsoft Office Suite, Salesforce, Eloqua Engage and Profiler, LinkedIn Sales Navigator, and ability to quickly learn new technologies.

  • Exceptional ability to actively listen to, and effectively communicate with, prospects and customers in a variety of mediums, such as written or verbal.

  • Team player that exhibits a positive attitude, composure under pressure and willingness to think out of the box to drive results.

  • Detail oriented, methodical and process driven mentality.

  • Sound time management and organizational skills.

  • Must be a self-starter and highly ambitious to grow knowledge, skills and career.

Culture and benefits:

Learn more about the LexisNexis Risk team and how we work (click: here)

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