Sales Development Rep

KCH Transportation is a premier third-party logistics (3PL) and freight brokerage headquartered in Chattanooga, TN. As a Top 100 U.S. freight brokerage, we partner with customers of all sizes, from growing businesses to enterprise organizations to deliver efficient, reliable, and scalable supply chain solutions.

Backed by innovative technology and real-time data insights, our team is committed to optimizing every shipment while providing a best-in-class customer experience. At KCH, we pride ourselves on a high-energy, results-driven culture where performance is recognized, growth is encouraged, and our people are empowered to make an impact. 

Position Summary:

The Sales Development Representative (SDR) is responsible for generating new business opportunities and managing leads through the sales pipeline. This role involves identifying potential customers, qualifying prospects, and setting up meetings for the account managers. The SDR works closely with marketing and account managers to ensure a cohesive approach to lead generation and nurturing.

Essential Duties and Responsibilities:

• Conduct extensive research to identify potential customers within target industries.
• Utilize multiple channels (email, phone calls, social media) to initiate contact with cold prospects.
• Build and maintain a pipeline of potential leads.
• Qualify, educate, and nurture prospects, leading to handoff to the account managers.
• Work to accurately identify decision makers and business requirements.
• Utilize CRM software (Salesforce) to manage leads and sales activities accurately.
• Manage leads through the sales pipeline by setting meetings, following up on leads, and tracking progress towards meeting sales goals.
• Qualify leads based on their fit with our ideal customer profile, including factors like budget, timeline, and decision-making process.
• Use probing questions to uncover critical insights about prospects' business processes and pain points.
• Schedule meetings between qualified prospects and our account managers.
• Ensure that all scheduled appointments are well-prepared and prospects are adequately informed about our services.
• Collaborate with account managers and marketing team members on strategic sales approaches.
• Work closely with account managers to ensure seamless transition and follow-up on qualified leads.
• Engage in persistent outreach through phone calls, emails, and other outreach to prospects.
• Provide regular reports on sales activities and results to management.
• Stay up-to-date with new messaging, products/services, and industry developments

Competencies:

• Proficiency in CRM software (e.g., Salesforce).
• Strong verbal and written communication skills.
• Ability to build and maintain relationships with potential clients.
• Knowledge of sales techniques and strategies.
• Strong problem-solving and negotiation skills.
• Time management and organizational skills.
• Ability to work independently and as part of a team.
• Flexibility and adaptability to change.
• A desire to learn and grow in the sales field

• 1-2 year of experience in sales role, ideally in a B2B environment
• Proficiency with CRM tools and experience in using sales enablement software.
• Solid understanding of the freight brokerage industry or logistics preferred.
• Bachelor's degree in business, marketing, or a related field preferred.