TDMK - Representative, Outbound Sales Development

• Health/Rx
• Dental
• Vision
• Flexible and health spending accounts (FSA/HSA)
• Supplemental life insurance
• 401(k)
• Paid time off
• Paid sick time
• Short term & long term disability coverage (STD/LTD)
• Employee stock ownership (ESOP)
• Holiday pay for company designated holidays

At KeHE, we’re obsessed with creating solutions, unboxing potential, and serving others – and it all starts with you. As an employee-owned distributor of natural and organic, specialty, and fresh products, we’re committed to making a positive impact and scaling our success together. With a culture that fosters development and opportunity, you’ll be embarking on a career that’s moving forward. When you join KeHE, you’re becoming part of a team that is a force for good.

The Outbound Sales Development Representative (SDR) is a high-impact, quota-carrying role solely focused on cold prospecting to generate new business opportunities. This role requires exceptional persistence and the ability to handle high volumes of cold outreach. The Outbound SDR is the engine of the sales pipeline, responsible for engaging target companies and converting them into qualified sales meetings for the Sales Associate team.

DUTIES, TASKS AND RESPONSIBILITIES:

1. Proactive Outbound Prospecting

• Execute a high volume of daily outbound activities, primarily leveraging cold calling, cold emailing, and strategic social selling (e.g., LinkedIn outreach) to reach new contacts.
• Generate qualified introductory meetings for the Sales Associate team.
• Systematically penetrate pre-defined target accounts within specific industries or geographies, identifying key decision-makers and influencers (VP, Director, C-level).
• Develop and manage calling and emailing sequences using sales engagement platforms to nurture prospects through the early stages of the sales cycle.
• Focus 90% of time on net-new logo acquisition and opening conversations with contacts who have had no prior interaction with the company.

2. Qualification and Pipeline Management

• Rigorously qualify prospects based on established criteria (BANT – Budget, Authority, Need, Timeline) to ensure scheduled meetings are high-quality opportunities.
• Conduct detailed research on target companies to personalize outreach, align our solution with their critical business pain points, and build credibility.
• Accurately log all communication, research, and opportunity status in the CRM (e.g., Hubspot) daily to maintain a clean, visible pipeline.
• Consistently meet or exceed monthly and quarterly KPIs for activities, connect rates, and qualified meetings booked.

3. Strategy and Collaboration

• Work closely with Sales Associates to develop sophisticated "account-based selling" strategies for high-value targets.
• Participate in weekly pipeline reviews and sales strategy sessions, providing data-driven feedback on what messaging and channels are most effective.
• Continuously test new messaging, call scripts, and value propositions to improve conversion rates across different personas and industries.

SKILLS, KNOWLEDGE AND ABILITIES:

• Proven ability to thrive in a metric-driven environment and consistently hit prospecting targets.
• Demonstrable proficiency in utilizing cold calling as a primary tool for breaking into new accounts.
• Excellent written and verbal communication skills; charismatic, articulate, and persuasive over the phone.
• Strong organizational and attention to detail skills.
• Proficient in CRM (e.g., Hubspot, Salesforce) and Sales Engagement Platforms (e.g., Uplead, SalesLoft, Apollo).
• Proficiency in Microsoft Office (Excel, Word, PowerPoint, Outlook).

EDUCATION AND EXPERIENCE:

• High school diploma or GED required.
• Bachelor's degree in Business, Communications, Marketing, Supply Chain, or a related field preferred.
• 1+ years of experience in a high-volume outbound sales, cold calling, or competitive B2B lead generation role.
• Experience selling in the food industry preferred.
• A track record of training or certifications in modern sales methodologies (e.g., Strategic Selling, Challenger Sale, Sandler) preferred.

PHYSICAL REQUIREMENTS:

• These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job.