Summary Of The Role
The Lead Generation Specialist will be responsible for identifying and qualifying potential business opportunities through targeted outreach and data-driven prospecting methods. This role focuses on researching, sourcing, and nurturing leads through various channels including online databases, social media platforms, cold outreach, and industry events. The ultimate objective is to build a strong pipeline of qualified leads to support the Sales and Business Development teams in achieving revenue and growth targets.
WHY IS THIS ROLE IMPORTANT
Accelerates Business Growth: This role ensures that our Sales team focuses on converting warm, high-potential leads rather than spending valuable time on cold prospecting.
Supports Strategic Objectives: A steady flow of qualified leads aligns with our broader revenue targets and business development goals.
Improves Sales Efficiency: By providing accurate, vetted, and well-researched leads, this role allows for shorter sales cycles and higher conversion rates.
Enables Market Expansion: Helps uncover new business opportunities, industries, and market segments we may not yet be actively pursuing.
REPORTING LINE
The Lead Generation Specialist will report directly to the Head of Sales and Partnerships. However, expect that he/she will also need to liaise directly with the Global Office from time to time.
Duties And Responsibilities Overall
- Qualify leads and converts them into actual sales opportunities.
- Organize all leads into a systematic database for accessibility.
- Preparing and analyzing sales pipeline reports and dashboards.
- Responsible for continually updating and improving processes and procedures and for identifying new ways to support revenue creation for the Sales and Partnerships team
Lead Acquisition
- Responsible for prospecting, cold calling, sending emails, using Social Media/LinkedIn and other networking tools to identify new prospects.
- Follow up on leads and conduct research to identify potential prospects.
Lead Qualification
- Build and cultivate prospect relationships by initiating communications and conducting follow up communications to move opportunities through the companys sales funnel.
- Conducting a needs analysis and determining the prospects pain points to determine how the Sales team will speak to those needs.
Process and Data Improvement
- Manage data for new and prospective shippers in a CRM tool, ensuring all leads are logged, information is correct and necessary details are included.
- Prepare and analyze sales pipeline reports and dashboards.
Internal Communication
- Regular check-in with the Sales Team and other commercial units to identify possible gaps and challenges in programs and provide them with solutions and/or guidance.
Education / Qualifications
Bachelors degree in Business, Marketing, Communications, or any related field.
Additional certifications in Sales, Marketing, CRM tools, or Lead Generation platforms is a plus.
Minimum of 3-5 years proven experience in B2B lead generation, prospecting, or inside sales, preferably within [your industry] or a related sector.
Strong track record of building and maintaining a robust pipeline of qualified leads that convert to revenue.
Experience working directly with Sales and Business Development teams, providing high-quality leads that resulted in closed deals.
Familiarity with CRM systems (e.g., Salesforce, HubSpot) and lead generation tools (e.g., LinkedIn Sales Navigator, Apollo, ZoomInfo).
