Business Development Representative

A Business Development Representative (BDR, for short) is responsible for generating new business opportunities. Daily, BDRs make cold calls, send emails, and lead high-level discovery calls with prospects. The ultimate goal is to produce four qualified leads per eight-hour shift, eventually becoming legitimate sales opportunities. Once a meeting is booked, the BDR passes the prospect to a Senior Producer.

The BDR is required to attend one meeting per week, either a pre-renewal meeting or renewal meeting, with a Producer as a required learning activity, included in their base compensation structure.

It is important to note that while most BDR teams fall under the sales umbrella, they are not closing deals. They are only responsible for the First and Second calls and then, once approved, the First Meeting. Demonstrating the insurance program, drafting a proposal, and closing the deal are all the responsibilities of a Senior Producer, not a BDR. Instead, the BDRs are measured on the number of meetings they book and potential deals they influence.

BDRs will have weekly, quarterly, and annual quotas. These quotas will account for things such as the number of calls made, the number of first meetings booked, the number of second meetings booked and the number of meetings booked that result in a new client for CMB. These prospecting activities are tracked and stored using the company software provided. All leads are tracked by looking at a BDR-influenced sales pipeline or the number of potential deals created as a result of business development efforts.

Essential Functions Pipeline/ Generating Leads

• Business to business cold calling, email and social media
• Prospect research
• Drive sales and pipeline growth by setting up qualified meetings for Producers
• Utilize the Salesforce prospect system, cold calling techniques, and script development tools

Key Performance Indicators for the Business Development Representative Role:

• New Business $ In Action Per Week
• 90 Days $ In Action
• Attend one meeting per week, pre-renewal or renewal with the Senior Producer, as a required learning activities included in base compensation