Business Developer / BDR

Business Developer / BDR

Location: Shawnee, Oklahoma, United States
Job ID: CLI-45714-0
Employment type: Direct hire; internal direct hire

Overview

The Business Developer generates new business by qualifying opportunities and engaging key decision-makers through phone and in-person sales calls. Success requires confidence in selling essential services, disciplined daily execution, and strong consultative selling skills, including active listening, effective questioning, and clear communication.

Top performers are driven, persistent, and consistently demonstrate the core values of Grit, Tribe, Trailblazer, and Love Helping People.

Key Responsibilities

Generate New Business

• Generate an average of two new clients per week.
• Qualify prospects by assessing client needs, budget, and timeline using the Discovery Profile.
• Respond to buying signals by asking the four job-qualifying questions.
• Secure prompt meetings between decision-makers and Employment Specialists.
• Educate decision-makers on the Express process and introduce staffing agreements and new-account paperwork.
• Collaborate with Employment Specialists to move job orders toward fulfillment and identify sales reengagement opportunities.

Achieve High Sales Activity

• Self-generate opportunities through networking, referrals, and outbound activities.
• Complete 120 weekly sales calls, including 100 face-to-face visits.
• Conduct at least 60 weekly decision-maker calls.
• Conduct five strategic appointments per week.
• Document all calls and next steps in the automated system.
• Execute the daily sales plan, address objections, and record outcomes in the Results Pipeline Activity tracker.

Manage the Sales Pipeline

• Call on 800–1,000 accounts quarterly.
• Identify high-potential prospects capable of closing within 90 days.
• Maintain and develop a Top 20 Hit List through strategic weekly contact.

Plan and Manage the Territory

• Divide the market into four or five geographic divisions.
• Categorize prospects and establish contact frequency based on business potential.
• Plan daily activities around appointments and nearby prospects to maximize field time.

Deliver Value-Added Sales

• Monitor labor-market trends and provide consultative insights.
• Execute knowledge-based campaigns and educational initiatives.
• Anticipate account needs, provide solutions, and support account satisfaction.
• Develop existing client relationships and cross-sell Express products and services.
• Participate in approved local organizations to build relationships and generate leads.

Collaborate with the Internal Team

• Meet daily with the internal team to share territory plans, opportunities, and inventory.
• Take Most Placeable Candidate profiles into the field.
• Share leads promptly and pass job orders to Employment Specialists.
• Communicate daily schedules to maintain alignment and focused field activity.

Maintain Compliance and Professional Knowledge

• Follow Express guidelines and applicable federal and state laws, including FLSA, Title VII, ADA, and FMLA.
• Develop staffing-industry knowledge through coaching, ride-alongs, and hands-on training.

Supervisory Responsibility

No direct supervisory responsibility.

Working Conditions and Requirements

• Work is primarily conducted away from the local office in various office and plant settings.
• Frequent travel involves exposure to inclement weather and hazardous road conditions.
• Must work effectively under the pressures of daily travel, deadlines, commitments, and account issues.
• Must maintain a valid state driver's license.
• Must be able to climb stairs and carry necessary marketing materials.