Business Development Representative

2 months ago

Grande Prairie, Canada CMB Insurance Brokers Full time

A Business Development Representative (BDR, for short) is responsible for generating new business opportunities. Daily, BDRs are making cold calls, sending emails, and leading high-level discovery calls with prospects. The ultimate goal is to produce four qualified leads per eight-hour shift, which eventually turn into legitimate sales opportunities. Once a meeting is booked, the BDR passes the prospect off to a Senior Risk Consultant (SRC).


The BDR will also be required to attend one meeting per week, pre renewal meeting or renewal meeting, with a Senior Risk. Consultant 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’re not closing any deals. They are only responsible for First and Second calls then once approved, the First Meeting. Demonstrating the insurance program, drafting a proposal, and closing the deal are all the responsibilities of a SRC, not a BDR. Instead, the BDR are measured on the number of meetings they book and potential deals they influence.


BDR’s will have weekly, quarterly, and annual quotas. These quotas will account for things such as the number calls made and number of first meeting booked, number of second meetings booked and number of meetings booked that results in a new client for CMB. These types of 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
  • Prospecting research
  • Drive sales and pipeline growth though setting up qualified meetings for Sales Executives
  • Utilize the iWin 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 1 meeting per week, pre renewal or renewal with Sales Executive, as required learning activities included in base compensation
  • KPI’s may be set or adjusted depending on the phase of BDR role, time in role or level of responsibility in the role


Knowledge & Experience Requirements:

  • A minimum high school diploma and a clear criminal record are absolutely required for this position
  • 1 year of prospecting and cold calling would be an asset
  • Business-to-business selling experience would be an asset
  • Great communicator – verbal and written
  • Preference will be given to candidates with an outstanding personality

This job operates in a professional office environment. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

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