Burwell Material Handling
Account Development Representative
Burwell Material Handling, Sioux Falls, South Dakota, United States, 57102
As an Account Development Representative (ADR) at Burwell, you’ll take the lead in building how we generate and qualify new business across all divisions, including Equipment Sales, Rentals, Service, Parts, and Engineered Solutions. You’ll manage inbound leads, prospect new accounts, and set up qualified meetings, serving as the first point of contact for future customers. This is a pioneering role where you’ll help shape the structure, strategy, and tools behind our account development efforts. You’ll work closely with Marketing, Sales, and Product to align outreach with content and support the early stages of the customer journey. If you’re proactive, organized, and motivated to build something meaningful in a growing company, we want to hear from you!
What You’ll Do As An ADR
Qualify & Respond to Leads: Promptly follow up with inbound marketing leads via phone, email, and LinkedIn. Ask targeted questions, identify needs, and assess fit for a sales handoff.
Outbound Prospecting: Research and cold‑call companies using platforms like ZoomInfo, Dodge Reports, and LinkedIn Sales Navigator. Build and manage a strong outbound lead pipeline.
Set Appointments: Schedule discovery calls or meetings for the appropriate sales rep once leads meet criteria. Provide clear handoffs with full context and notes.
Nurture Relationships: Serve as the first impression for Burwell. Build rapport with prospects and keep in touch with warm leads by offering relevant content and timely follow‑ups.
Manage CRM Activity: Track all outreach in Microsoft Dynamics, update records with notes and next steps, and use tools like reminders and sequences to stay organized.
Hit Activity Targets: Meet or exceed outreach goals. Monitor conversion metrics and share insights weekly with Marketing and Sales leadership.
Collaborate & Improve: Partner with Marketing to align campaigns with outreach. Suggest messaging, content needs, and process improvements based on feedback from the field.
Build the Process: Help define our inside sales playbook. Test new approaches, document what works, and support scaling the ADR function.
Learn the Product: Gain working knowledge of our full suite of products—from capital equipment to service contracts—so you can confidently speak with prospects and connect them to the right resources.
This position may include additional duties that align with the overall scope of the role and contribute to the continued success of the department. These tasks are designed to support evolving business needs and provide opportunities for skill development and professional growth.
Skills & Experience We’re Looking For
B2B Sales Experience: 1+ year in a sales or business development role with a strong grasp of the B2B sales cycle. Experience in capital goods or technical products is a plus.
CRM & Pipeline Management: Proficient in Salesforce or a similar CRM. Able to manage a high volume of leads, log activity, and analyze performance metrics.
Prospecting Tools: Comfortable using platforms like ZoomInfo, Dodge Reports, and LinkedIn Sales Navigator to research accounts and find contacts.
Strong Communication: Confident on the phone, clear in writing, and able to engage decision‑makers. Active listener who tailors outreach based on prospect needs.
Team‑Oriented: Works well across departments, takes feedback constructively, and shares insights that improve the overall process.
Driven & Organized: Self‑motivated and goal focused. Can juggle multiple leads and tasks in a fast‑paced environment.
Education: Bachelor’s in Business, or related field preferred—or equivalent experience.
Travel Ready: Able to travel regionally up to 25% for trade shows, meetings, or team collaboration. Valid driver’s license required.
Benefits
All offers are contingent on passing a pre‑employment drug test and background check. Burwell Material Handling is a drug‑free workplace.
Competitive pay based on experience - Base salary with uncapped commission potential tied to your results.
Excellent benefits starting day one – Medical, Dental, Vision, Accident, Short‑Term Disability, Life Insurance, and 401K with Company Match.
Progressive Paid Time Off and Holidays – starting with 3 weeks PTO in your first year.
Paid parental leave for moms and dads.
Opportunities for growth and internal promotion.
Annual Community Impact Day – paid volunteer time in the places we work and live.
Our goal is to improve the quality of work life by using fair and consistent treatment and providing equal growth opportunities for all team members. We are an equal opportunity employer as defined by federal, state or local laws.
If you're looking to build a meaningful career, we’re excited to support your goals and help you grow with us.
#J-18808-Ljbffr
What You’ll Do As An ADR
Qualify & Respond to Leads: Promptly follow up with inbound marketing leads via phone, email, and LinkedIn. Ask targeted questions, identify needs, and assess fit for a sales handoff.
Outbound Prospecting: Research and cold‑call companies using platforms like ZoomInfo, Dodge Reports, and LinkedIn Sales Navigator. Build and manage a strong outbound lead pipeline.
Set Appointments: Schedule discovery calls or meetings for the appropriate sales rep once leads meet criteria. Provide clear handoffs with full context and notes.
Nurture Relationships: Serve as the first impression for Burwell. Build rapport with prospects and keep in touch with warm leads by offering relevant content and timely follow‑ups.
Manage CRM Activity: Track all outreach in Microsoft Dynamics, update records with notes and next steps, and use tools like reminders and sequences to stay organized.
Hit Activity Targets: Meet or exceed outreach goals. Monitor conversion metrics and share insights weekly with Marketing and Sales leadership.
Collaborate & Improve: Partner with Marketing to align campaigns with outreach. Suggest messaging, content needs, and process improvements based on feedback from the field.
Build the Process: Help define our inside sales playbook. Test new approaches, document what works, and support scaling the ADR function.
Learn the Product: Gain working knowledge of our full suite of products—from capital equipment to service contracts—so you can confidently speak with prospects and connect them to the right resources.
This position may include additional duties that align with the overall scope of the role and contribute to the continued success of the department. These tasks are designed to support evolving business needs and provide opportunities for skill development and professional growth.
Skills & Experience We’re Looking For
B2B Sales Experience: 1+ year in a sales or business development role with a strong grasp of the B2B sales cycle. Experience in capital goods or technical products is a plus.
CRM & Pipeline Management: Proficient in Salesforce or a similar CRM. Able to manage a high volume of leads, log activity, and analyze performance metrics.
Prospecting Tools: Comfortable using platforms like ZoomInfo, Dodge Reports, and LinkedIn Sales Navigator to research accounts and find contacts.
Strong Communication: Confident on the phone, clear in writing, and able to engage decision‑makers. Active listener who tailors outreach based on prospect needs.
Team‑Oriented: Works well across departments, takes feedback constructively, and shares insights that improve the overall process.
Driven & Organized: Self‑motivated and goal focused. Can juggle multiple leads and tasks in a fast‑paced environment.
Education: Bachelor’s in Business, or related field preferred—or equivalent experience.
Travel Ready: Able to travel regionally up to 25% for trade shows, meetings, or team collaboration. Valid driver’s license required.
Benefits
All offers are contingent on passing a pre‑employment drug test and background check. Burwell Material Handling is a drug‑free workplace.
Competitive pay based on experience - Base salary with uncapped commission potential tied to your results.
Excellent benefits starting day one – Medical, Dental, Vision, Accident, Short‑Term Disability, Life Insurance, and 401K with Company Match.
Progressive Paid Time Off and Holidays – starting with 3 weeks PTO in your first year.
Paid parental leave for moms and dads.
Opportunities for growth and internal promotion.
Annual Community Impact Day – paid volunteer time in the places we work and live.
Our goal is to improve the quality of work life by using fair and consistent treatment and providing equal growth opportunities for all team members. We are an equal opportunity employer as defined by federal, state or local laws.
If you're looking to build a meaningful career, we’re excited to support your goals and help you grow with us.
#J-18808-Ljbffr