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Role Description

The Lead Development Representative (LDR) will focus on implementing Concentra’s outbound sales strategy, specifically by prospecting and filling the field sales funnel with qualified opportunities. This position’s primary responsibility will be to vet leads, make phone calls to prospective customers and schedule appointments. The LDR will work various lead types to identify opportunities that meet a minimum qualification criterion to hand off to field sales.

• Initiate a high volume of prospecting/calling
• Effectively use CRM (Microsoft Dynamics) to accurately track activity and account information of all prospects
• Work various lead types defined by the sales organization to qualify or disqualify based on specific criteria
• Build rapport with prospects by offering resources (webinar invitations, white papers, relevant blog articles, etc.) and understanding based on where the prospect is in the buying process
• Utilize tools such as CRM, Google, and LinkedIn to determine organizational structure, decision makers, and key influencers in the prospect organization
• Gather key information during conversations with decision makers by asking pertinent discovery and follow-up questions to determine current needs and challenges
• Execute a precise contact cadence (phone calls, emails, social media) in efforts to schedule appointments with qualified prospects
• Consistently meet and exceed daily activity metrics in areas of leads worked, completed calls, and appointments scheduled
• Compliment quantity of work with quality and effectiveness of work performed
• Nurture a lead effectively until they are Sales Ready
• Learn and demonstrate a fundamental understanding of Concentra services and state regulations to clearly articulate capabilities and advantages to prospective customers

Qualifications

• Education Level: High School Diploma or GED
• Customarily has at least one year of sales experience
• Telephonic sales experience a plus
• Remote work environment experience a plus
• Experience in occupational health care or workers’ compensation industry is a bonus

Requirements

• Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
• Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
• Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
• The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
• Display a self-discipline/self-starter attitude and focus to effectively manage and prioritize in an intense and high-volume business
• Strategic thinking skills: critical thinking is a must when identifying customer concerns, revenue maximization opportunities, and customer next steps
• Team player who possesses a desire and ability to work in a fast paced, goal oriented, high growth sales environment
• Demonstrated success in prospecting
• Strong organizational and time management skills
• Exceptional verbal communication skills coupled with excellent listening skills through telephonic conversation
• Excellent written communication skills with the ability to write a relevant message to the buyer
• Flexibility in moving between diverse job tasks
• Possesses an outstandingly warm, positive, energetic and professional demeanor
• Solid work ethic and integrity with a desire to work with a high level of energy and be a Concentra brand advocate
• Comfortable and familiar with technology
• Ability to leverage sales automation and tools to streamline efforts