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Senior Lead Generation Specialist

3 months ago

Ottawa, Ontario, Canada Lytica Inc. Full time

About Lytica

Located in Ottawa, Canada, Lytica is a leader in Supply Chain Intelligence, recognized globally as the most reliable platform for electronic component cost reduction and risk management. Our unique SaaS (Software as a Service) solution empowers businesses to evaluate the competitiveness of their electronic component pricing against actual market data.

Since launching our proprietary cost benchmarking methodology, numerous top electronics manufacturers have integrated SupplyLens Pro into their strategies for achieving a world-class cost structure. Lytica's innovation was acknowledged in the 2022 ProcureTech100, which highlights the top 100 transformative digital procurement technologies and analytics solutions enhancing procurement and enterprise operations. With our distinctive SaaS offering and an expanding roster of major global clients, Lytica is on a remarkable growth trajectory – and we need your expertise.

Our Unique Value Proposition

We pride ourselves on being a multicultural and diverse organization. Our differences are our strengths. At Lytica, every idea is valued, and the best solutions prevail. We leverage cutting-edge technology, with some of the nation’s foremost technology and analytics experts tackling complex industry challenges to create significant value for our clients.

As our company expands, so do your career opportunities. Our executives and managers are genuinely invested in your professional development. Success is a collective effort, and Lytica is eager to have you join us on this exciting journey. If you are a 'builder' at heart or a subject matter expert with a proactive mindset, this is an ideal environment for you.

What You Can Expect

We offer a comprehensive benefits package, a flexible remote/hybrid work environment, competitive salary, social gatherings, educational sessions, and a fantastic team of colleagues.

Role Overview

Leading B2B companies gain a significant edge by employing dedicated Lead Generation teams. A pivotal role within these teams is the Lead Development Representative (LDR). This individual plays a crucial role in engaging and nurturing leads until they are sufficiently qualified to transition to the Sales team for active engagement.

LDRs facilitate connections with early-stage prospects who prefer a consultative approach over a sales pitch, allowing them to explore solutions to their business challenges in a relaxed, educational manner.

Opportunity Description

The LDR's primary objectives are twofold: to cultivate warm leads, preparing them for discussions with Sales, and to utilize current contacts as references to identify and engage the appropriate decision-makers within the organization. LDRs are essential in nurturing prospects over time, fostering trust and rapport that lead to qualified opportunities. This involves providing valuable resources and educational materials, creating a trusting relationship that supports the prospect's early-stage buying journey. Throughout these interactions, the LDR meticulously records detailed notes in the CRM and identifies opportunities to ask qualifying questions. Once a prospect is deemed qualified and the timing is right, the LDR introduces them to the sales team. Additionally, the LDR contributes to the BANT qualification of leads.

Key Responsibilities

  • Identify and confirm that our contact is part of the decision-making group.
  • Map contacts and understand who the ultimate Buyer is and who the Influencers are.
  • Build relationships with prospects and guide them through the nurturing process.
  • Be receptive to coaching and implement best practices.
  • Comprehend the customer's environment and introduce innovative solutions to address their challenges.
  • Identify and qualify new opportunities for Lytica.
  • Maintain forecasts and reporting for management.
  • Document relevant prospect information in the CRM, updating as interactions occur.
  • Enhance product knowledge through regular training sessions.
  • Support marketing initiatives and promotional campaigns to optimize revenue.
  • Understand and adhere to Lytica's Lead Development processes, recommending improvements when necessary.

Competency/Skill Requirements

  • Strong familiarity with sales automation tools (Hubspot experience is advantageous).
  • Excellent phone, prospecting, sales, customer service, and interpersonal skills.
  • Ability to communicate effectively with internal stakeholders.
  • Establish and maintain strong relationships with the sales teams they support; become a valued member of that team.
  • Ability to prioritize tasks and manage workload efficiently.
  • Effective listening skills to understand prospect needs.
  • Strong organizational capabilities.
  • Proficient written and verbal communication skills.
  • Motivated and results-oriented.
  • Industry knowledge is a plus.

Education and Experience

  • 2-5 years of relevant business experience in one or more of the following areas:
  • Business development: Cold calling and/or sales experience in a complex sales environment. Inside Sales experience is also valuable.
  • Education: Experience in instructing key concepts.
  • Marketing/Communications: Involvement with nurturing campaigns.
  • BA/BS preferred.

What Makes a Great LDR?

  • A curious mindset with a passion for Discovery and Qualification – "The Chase".
  • Strong interpersonal and communication skills: Ability to build rapport is essential.
  • Ability to educate prospects on key concepts effectively.
  • Comfort in interacting with Director-level prospects.
  • Capacity to retain and expand product knowledge: Quick learners who can articulate key concepts from training are essential.

Why Build a Career with Lytica?

Lytica is an equal opportunity employer. We celebrate, support, and thrive on diversity and are committed to creating an inclusive environment for all employees. If you require accommodation due to a disability at any time during the recruitment and/or assessment process, please contact our Human Resources department, and we will make all reasonable efforts to accommodate your request. We invite all qualified candidates to apply. Please note, you must be eligible to work in Canada to be considered for this role.

We appreciate everyone's interest; however, only applicants continuing in the recruitment process will be contacted.

Benefits:

  • Casual dress code
  • Company events
  • Dental care
  • Disability insurance
  • Employee assistance program
  • Extended health care
  • Flexible schedule
  • Life insurance
  • Paid time off
  • Vision care
  • Wellness program
  • Remote work options

Schedule:

  • Monday to Friday

Education:

  • Secondary School (preferred)

Experience:

  • Cold calling: 2 years (required)
  • Sales: 2 years (required)