Business Development Resouce

Company Overview:
Founded in 2020 by a 25-year veteran in the procurement vertical, Focal Point looks at end-to-end procurement through a practitioner lens. Excel and email are still the most prevalent tools used by procurement professionals resulting in work being done off system, ad-hoc and inconsistently.

The initial solution is being used by large name brand enterprises and we have an impressive pipeline of marquee prospects. In addition to the existing solution, we have two more products in development.
Focal Point is well funded from leading VCs with plenty of runway to ensure success and rapid growth. We are at an inflection point in the business as we have recently taken on additional funding to grow our sales and marketing teams to scale the business.

Background
We are establishing a BDR team in Cebu that will expand to include customer service, support and marketing over the next two years as our business continues to scale. The founder has significant experience with teams Philippines based teams and supports making this team an integral part of the organizational expansion plans.

Employees in the Philippines will be compensated at the top end of the curve based on performance. The leadership team will be focused on training and communication with the new team.

Workflow processing can be used to queue up work ahead of time to ensure there is minimal need to work overnight shifts. We do not require resources to work US hours except to call client prospects which can be scheduled to certain hours of the day.

Position Overview:
The BDR is a prospect-facing role, responsible for ensuring a steady and reliable top of the funnel prospect list for our inside sales team. The selected individuals will be reaching out to prospects using LinkedIn, email, phone calls and other types of media to gain interest in our products and services and broker a smooth transition to our sales team.

Roles & Responsibilities:
• Generating new business leads and opportunities through qualified prospect meetings
• Collaborating with Sales Management to accelerate influx of business opportunities in the assigned territory and/or vertical
• Reaching out via phone/email/social media to connect with prospective customers.
• Use of Salesforce and other contact content repositories for contact development and outreach
• Willingness to learn Salesforce with aim toward deep understanding and configuration skills
• Conducting secondary research into company financials, line of business, technology requirements, etc., to personalize prospecting efforts
• Execute and iterate playbooks and GTM omni-channel approach for outbound prospecting (Direct email, Calling, Social)
• Staying up to date with the latest procurement industry trends & best practices
• Competitor analysis & positioning against them
• Pre-qualification of business opportunities (Gauging- Budget, Authority, Need & Timeline)
• Strategizing cross-functional campaigns to be conducted by BD & Marketing

Experience & Skills:
• 2-5 years of experience in a high-tech B2B marketing, inside sales, or business development environment
• Perfect English skills, both orally and written, to be able to communicate with prospects and objection handle towards success.
• Excellent presentation and communication skills
• Experience identifying and contacting prospective customers, utilizing a multi-approach prospecting methodology – outbound calling, email, direct mail, and LinkedIn/social connections
• Skilled at navigating & willingness to learn how to configure CRM/Service systems like HubSpot, Salesforce, etc…
• Bachelor’s degree or equivalent experience required
• Experience in project management/campaign management or examples of being uber organized are required
• Ideally domain knowledge in the procurement sector
• Strong leaning towards operational excellence and efficiencies is needed in this role
• Demonstrable track record of consistent overachievement of targets and quotas

Details/Information:
• Ideal candidates will display both the desire and innate skills required for advancement as the opportunity exists for promotion and growth within Sales and other departments.

Our culture is one of inclusivity and diversity
• We strongly encourage candidates from underrepresented communities to apply and take an active role in shaping Focal Point
• Candidates will need to pass a background screen and be fully vaccinated from Covid 19

Compensation Expectations:
Base compensation – php 55,000 per month or php 600,000 per year
Performance based compensation – unlimited. Target is 100% of base compensation

Performance based compensation based on
• Booked and completed meetings with prospects; and
• Prospects handed off to sales that turn into Sales Qualified Leads (SQLs); and
• Prospects turning into actual sales.
There is no cap on performance based compensation. We want you to be successful and will compensate you based on that. Performance based compensation is paid quarterly.