Senior Presales & Business Development Consultant

Experience:

Location:

Shift:

The Business Development Representative (BDR) will play a pivotal role in the outbound and inbound prospecting efforts of the EXL Growth Office. The BDR will collaborate closely with the sales team to drive new business opportunities and contribute to the overall growth strategy. This role involves account and contact research, sales engagement outreach, collaboration with sales leadership, sales representatives they support, and marketing.

Key Duties and Responsibilities

Outbound Prospecting:

• Collaborate with sales team to identify target accounts and contacts.
• Execute, monitor, and track progress with targeted outbound sales campaigns by line of business and market.
• Employ a consultative approach to understand prospect needs and articulate the unique value our products/services offer.

Inbound Prospecting:

• Efficiently qualify inbound leads generated through marketing efforts.
• Respond to the inbound emails within the stipulated timeline and seamlessly transition them to the sales team.

Market Research:

• Conduct periodic market research on prospects to enhance the understanding of their priorities.
• Leverage various databases and tools, including but not limited to ZoomInfo, XIQ insights, and other forthcoming tools integrated into Salesforce.

Messaging Development:

• Create and optimize inbound and outbound call scripts tailored to specific industries, pain points, and value propositions.
• Create targeted messaging by line of business and persona to align outbound messaging with overall brand positioning and marketing campaigns.

Collaboration and Communication:

• Foster communication, collaboration, and reporting with the sales, marketing, SWAT, and other cross-functional teams.
• Share data insights and feedback from outbound efforts to continually refine message development and outreach approaches.

Reporting and Analysis:

• Utilize CRM tools to plan and track activities, update prospect information, and generate reports on performance metrics.
• Analyze call data and outcomes to identify trends, successes, and areas for improvement.

QUALIFICATIONS

Minimum education and years of experience are required to perform this job.

• Bachelors Degree or equivalent required.
• 5 years of experience in Inside sales, Business Development or similar role, preferably in analytics, digital operations and digital transformation sales operations.

KNOWLEDGE AND SKILLS

Specialized knowledge and skill requirements to perform this job including certifications, licenses, etc.

• Prior experience in any of healthcare domain (particularly in payer and provider operations), analytics, and digital transformation solutions, is advantageous.
• Strong relationship-building skills and effective communication and presentation abilities.
• Ability to collaborate effectively with cross-functional teams, especially with Sales.
• Familiarity with CRM software (e.g., Salesforce), sales engagement tool (e.g. (SalesLoft, Outreach, Groove, etc), research tools, and proficiency in Microsoft Office.