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Role Description

The Business Development Representative (BDR) is a front-line pipeline generation role focused on creating qualified opportunities for both Infor SyteLine / CloudSuite Industrial (CSI) and The Lake Companies’ proprietary product portfolio. The primary mission is to consistently generate high-quality meetings and sales-ready opportunities that support the company’s growth plan; expanding net-new Infor wins while also accelerating Lake product adoption.

This BDR will engage discrete manufacturers through research-driven outreach, persona-based messaging, and structured multi-touch sequences across phone, email, and social. The role will work closely with Sales, Marketing, and pre-sales to align outreach to the right manufacturing pain points, qualify interest using a consistent framework, and hand off well-scoped opportunities with clear next steps.

Because our buyers and champions sit inside manufacturing operations and IT, the BDR must bring credible manufacturing fluency, able to relate to how discrete manufacturers run production, plan and schedule, manage inventory, and measure performance, so early conversations feel valuable and relevant, not scripted.

Key Responsibilities

• Pipeline Generation (Infor SyteLine / CSI + Lake Companies Products)
  • Identify, research, and prioritize target accounts and buying personas within discrete manufacturing organizations.
  • Execute structured outbound prospecting (calls, emails, social outreach, and sequences) to generate new meetings and opportunities for both Infor SyteLine/CSI and Lake product solutions.
  • Tailor messaging to common manufacturing drivers (on-time delivery, schedule adherence, inventory accuracy, labor efficiency, quality, plant visibility, costing/margins, and systems integration).
• Qualification and Opportunity Creation
  • Conduct discovery conversations to confirm fit, urgency, and potential value; capture clear problem statements and desired outcomes.
  • Qualify prospects using a consistent framework (e.g., needs, timeline, stakeholders, current system landscape, and ability to act) and determine the right path: ERP evaluation, ERP upgrade/modernization, add-on solution, or services.
  • Set high-quality meetings with the appropriate sales resource, ensuring agenda, stakeholders, and next steps are confirmed.
• Account Intelligence and Collaboration
  • Build account plans for priority targets: company context, manufacturing model, tech stack, ERP environment, and relevant triggers (growth, acquisitions, leadership changes, compliance, plant expansion, system pain).
  • Partner with Marketing on campaign follow-up, event/webinar leads, and content-driven outreach to improve conversion rates.
  • Coordinate with sales and solution resources to refine talk tracks, identify vertical plays, and continuously improve messaging and targeting.
• Process, CRM Discipline, and Performance
  • Maintain accurate activity, contact/account data, sequencing, and opportunity notes in the CRM.
  • Track performance against activity and outcomes metrics (activity volume, conversations, conversion rates, meetings set, opportunities influenced).
  • Learn and consistently apply The Lake Companies’ sales process, qualification standards, and brand/voice guidelines.
• Market Learning and Continuous Improvement
  • Stay current on manufacturing trends and common challenges in discrete manufacturing environments.
  • Develop proficiency in the value proposition for SyteLine/CSI, Lake Companies products, and associated services so you can communicate relevance early and confidently.
  • Actively participate in coaching, call reviews, and enablement to improve effectiveness and results over time.

Qualifications

• 1–3+ years of outbound sales development, inside sales, or lead generation experience (B2B preferred).
• Demonstrated success booking meetings and creating qualified pipeline through phone, email, and social outreach.
• Experience selling or supporting sales in manufacturing, ERP, industrial software, or operational/IT solutions is strongly preferred.
• Practical understanding of discrete manufacturing environments and common operational workflows (production planning/scheduling, inventory, shop floor execution, quality, costing, and delivery performance).
• Ability to translate manufacturing pain points into relevant business conversations with operations, supply chain, finance, and IT stakeholders.

Skills

• Strong communication skills—able to be clear, concise, credible, and customer-oriented in writing and live conversations.
• Comfortable initiating conversations with senior stakeholders and navigating multiple personas (Operations, Plant leadership, Supply Chain, Finance, IT).
• Strong discovery and listening skills; able to ask thoughtful questions and capture meaningful notes.
• Organized and process-driven with high attention to detail in CRM hygiene and follow-up.
• Coachable and motivated; responds well to feedback, practice, and continuous improvement.

Tools & Work Habits

• Experience with CRM and sales engagement tools (or strong ability to learn quickly).
• Ability to manage a structured daily prospecting cadence and maintain consistent activity.
• Strong research skills for account targeting and personalization.

Personal Attributes

• High integrity and professionalism; represents the company well in every interaction.
• Resilient and persistent—comfortable with ambiguity, rejection, and iterative improvement.
• Team-oriented mindset with a willingness to collaborate across Sales, Marketing, and pre-sales.

Benefits

• Competitive base salary with commission structure and performance bonuses.
• Comprehensive benefits package including health insurance, retirement plans, and paid time off.
• Continuous training and professional development opportunities.
• Opportunity for career growth and advancement within the organization.
• A dynamic and supportive work environment with a focus on teamwork and collaboration.