Lead Generation Specialist (Job Req #2024-161)

Why Work at Ross Video? We have a great group of people working together to create and deliver cutting edge products that look amazing and are easy to use. We go all out so that our customers can have the best possible experience and achieve quality results. With a product focus, continual learning, results driven processes, and creative thinking, we constantly strive to improve our solutions and to deliver results. If you've ever watched live television, news, sports, or entertainment, you've seen our products in use. All of the major Hollywood award shows, most professional sports teams, and many of the largest broadcasters in the world use Ross Video technology. Get behind the scenes and learn about what it takes to make live events possible. If that resonates, and you’re someone with integrity, commitment, and a strong drive to deliver great products, we’d love to hear from you.

The Lead Generation Specialist will have an active, hands-on role in helping to develop the sales pipeline through prospecting various markets and verticals for net new customers. As a key part of the North American Inside Sales Team, the Lead Generation Specialist will be responsible for creating and qualifying new leads, managing the lead development lifecycle using tools including Apollo.io and Salesforce, and communicating sales-ready leads to the rest of the sales team. The Lead Generation Specialist will work closely with the existing sales team, including the Directors of Sales and Business Development Managers

Who you report to: Inside Sales Manager – North America

What we offer:

Ross offers competitive salaries and comprehensive health plans, as well as several perks to help you perform at your best.

Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, employee share ownership program, professional development support and a ton of fun social activities and events!

Best of all, you will be part of the Ross Video team, and we’ve got a pretty energizing environment here.

What the job is all about:

• Research, develop and implement key processes around lead generation and outbound prospecting activities, including how best to leverage the Apollo.io B2B sales platform and expand the lead generation function within the North American Inside Sales team.
• Research and develop processes for use of AI tools that help to automate essential sales functions, such as customer data analysis, lead sourcing and sales forecasting.
• Manage inbound sales leads and trade show leads from net new prospects, and transition them from cold to warm leads, and eventually, to new Ross customers.
• Develop a broad understanding of Ross’ product lines and service offerings to be able to have effective conversations with new, prospective customers.
• Conduct contact and account searches using CRM tools to generate best-fit prospects and build a qualified pipeline.
• Cold call prospects and leads to develop rapport, pitch Ross products/services, schedule follow-up calls and meetings, with the intention of converting cold leads into warm customers.
• Research and qualify new vertical markets and prospects using a variety of tools, including Apollo.io and Salesforce.
• Generate new leads through outbound prospecting activities and communicate sales ready leads to the Business Development Manager(s) and Regional Sales Manager(s).
• Accurately convey the value of Ross products and services to customers through excellent communication both via virtual meetings, in-person and via written communication.
• Monitor market trends and competitor activities, providing actionable insights to adapt sales strategies.
• Maintain and update activities related to lead prospecting and qualification in Salesforce.
• Input and maintain accurate customer data within Salesforce.com.
• Proactively assist Directors of Sales to execute annual territory plans and identify areas of development within the various regions for prospecting.
• Collaborate with and provide input to the Corporate Marketing team in an effort to generate top tier prospecting campaigns.

Who you are:

• University degree in Business Administration, Marketing, Data Analysis or a related discipline and/or equivalent work experience.
• Minimum of two (2) years of professional experience on a sales and/or customer success team in a solutions sales environment would be ideal.
• Demonstrated experience in activities such as outbound prospecting, cold-calling, opportunity qualification, account development, deal management and customer-facing meetings.
• Though not a mandatory requirement, any knowledge of the broadcast and live production industry; including familiarity with key components used in broadcast electronics applications, Ross Video product lines, key accounts and competitors, would be a key asset to this role.
• Exceptional communication and presentation skills, both virtually and in-person are a must.
• 2-3 years of experience working daily with CRM software (preferably Salesforce.com) is ideal, and any exposure to Apollo.io or a similar end-to-end sales tool would be an asset.
• Any experience working with AI-powered software and online sales tools would also be an asset.
• Strong problem identification and objection resolution skills.
• Exceptional ability to work independently
• Outstanding customer-facing skills, including cold-calling abilitities, professional attitude and an aptitude for sales
• Thrives in a commercial environment
• A self-starter with lots of drive and ambition who is passionate about getting results and resilient to hearing “no”
• Demonstrated ability and desire to work in a fast paced, deadline-driven environment.
• Self-motivated, with high energy and an engaging level of enthusiasm.
• Desire to learn and progress a career in sales, while contributing to a global team environment.
• Valid passport and willingness to travel internationally to customer sites and/or major tradeshows and events.

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Equity, Diversity & Inclusion
At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that’s something we’re passionate about at Ross! We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.