Position Title:

Sales Development Representative

Department:

Sales

Location:

Melbourne (VIC)

Reports to:

Head of Sales

Direct Reports:

None

Key Clients / Stakeholders:

Internal:

  • Head of Sales
  • Business Development Team
  • Approvals / Credit team
  • Marketing Team

External:

  • SME Clients
  • Referral Partners (Finance Brokers & Accountants)
  • Strategic Partners (Aggregators, Industry Associations, Lenders)
Purpose

As part of the Banjo Sales Team, the Sales Development Representative will pro-actively seek new business opportunities for Banjo, by managing inbound leads from a variety of campaigns and referral partners. They will also engage in outbound campaigns via cold calling, email and social, and utilise their sales skills to support clients and partners throughout the sales pipeline process.

Key Objectives / Outcomes:

Inbound Sales

  • Manage inbound sales leads from a variety of marketing campaigns and referral partners.
  • Identify a prospect’s needs and suggest appropriate solutions to solve their problems.
  • Qualify leads in line with Banjo’s credit appetite and criteria.
  • Effectively manage a pipeline of clients using a variety of sales strategies and negotiation techniques.
  • Support clients and partners throughout the loan application process, making proactive calls to achieve the fastest outcomes possible.
  • Regularly engage with referral partners to increase the volume of new leads and improve conversion rates.
  • Update referral partners on new products and eligibility criteria.

Outbound Sales

  • Proactively contact prospects via cold calls, email and social media.
  • Participate in ongoing sales and marketing campaigns.
  • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
  • Represent Banjo at industry functions, such as association events and conferences.
  • Work with internal team to develop campaigns and proposals that address client’s needs and objectives.
  • Effectively manage a pipeline of clients using a variety of sales strategies and negotiation techniques.

Client Engagement & Retention

  • Regularly engage with existing clients and follow up on reborrow opportunities.
  • Work with the marketing team on campaigns to engage existing clients.
  • Work with technical staff and other internal colleagues to meet customer needs.

Credit Analysis

  • At a high-level, analyse the performance of a business using key financial information and metrics to assess the suitability of the business in line with Banjo’s credit criteria.
  • Work with clients and referral partners to obtain the relevant information from potential clients and provide support throughout the loan application process.
  • Work closely with Banjo’s Approvals team in the credit review process and to provide outcomes to clients and partners.

Activity & Sales Process

  • In conjunction with the Head of Sales, develop and work from a clear sales plan updating in line with current priorities.
  • Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
  • Forecast sales targets and ensure they are met.
  • Track and record activity on accounts and help to close deals to meet these targets.
  • By engaging with the Banjo team understand the goals & drivers of the business and structure your workflow to assist achieving those goals.
Knowledge, Experience and Expertise:

Requirements:

  • 2+ years’ experience in a sales or customer service role.
  • Hands-on experience with multiple sales prospecting techniques like cold calling, emailing and social outreach.
  • Track record of achieving a sales target.
  • Experience working with a CRM.
  • Excellent communication and negotiation skills.
  • Strong commercial acumen.
Professional / Tertiary Qualifications:
  • A tertiary qualification in the fields of Business, Commerce or Accounting is preferable.
Key Work / Behavioural Competencies:
  • Following a systematic sales process consistently using Salesforce.
  • Working autonomously and remaining self-motivated to continuously engage with clients and partners.
  • Actively listening to the client and partner needs.
  • Persistently asking questions to uncover hidden needs.
  • Exceptional communication skills.
  • Analysing and understanding the performance of a business using key financial information and metrics.

If this sounds like the role for you, please contact Brendan Widdowson on 0409433910 or bwiddowson@banjoloans.com

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