Business Development Associate

The company:
Lumens and YLighting comprise the YDesign Group family of online-led retail brands offering the best in modern and contemporary lighting, furniture, fans and home décor accessories to design-driven consumers and trade professionals.

Lumens.com, launched in 2004, is a leading online retail brand in lighting, modern furniture and home décor accessories. YLighting.com launched in 2001 and is the foremost modern lighting retailer in North America. Through both sites, our brands bring an unparalleled selection of modern design for retail consumers and trade professionals and have established YDesign Group as an ecommerce pioneer and leader in lighting and mid-market and luxury home goods.

Today, YDesign Group is a high-growth, innovative company at the forefront of good design. We’re looking for top talent with a shared vision around bringing the world’s best design products to discerning customers while seizing the opportunity to make a difference and impact the direction of the company. We are obsessed with our customers, play to win and believe in a great today and even better tomorrow. The future is bright at Lumens and YLighting.

Check us out here:
http://ydesigngroup.com/
http://www.ylighting.com/
http://lumens.com/

Mission:
YDG is expanding its foundational go-to-market team for its B2B business that sells to the trade (interior designers, architects, contractors, etc.). We are looking for a dynamic Business Development Associate to help us grow our trade business and increase market share in specific regions around the country, [priority metro areas: NY, LA, Miami, Chicago, Dallas, Atlanta, Denver, Phoenix, Washington DC, and Minneapolis]. This individual will play a crucial role in increasing the pipeline of new sales opportunities among the Architect and Designer (A&D) community within their assigned territory.

The ideal candidate is familiar with the A&D community and the lighting & home furnishings industry and would possess a track record of successful lead follow-up and sales development experience. Passionate, driven and entrepreneurial, the BDA will play a critical role in building our outbound business, with the primary goal of identifying, engaging, qualifying, and – ultimately – converting high value A&D targets.

Responsibilities/Accountabilities:
• Develop and execute a regional go-to-market strategy for bringing new partners into our Trade Advantage Program.
• Leverage in person and digital engagement to connect with target leads
• Utilize a consistent contact attempt process via phone, email, and social media to nurture, qualify, and set appointments with prospects either through cold-calling or by following up on leads generated by marketing
• Prospect, educate and qualify leads to create sales-ready opportunities
• Establishing rapport with all levels of buyers at target companies
• Successfully manage and overcome prospect objections
• Understanding a lead’s needs and effectively communicating how YDG’s brands can meet them
• Defining the pre-sales process and consistently using NetSuite / other technology systems to document prospect interaction ensuring efficient lead management
• Attending trade shows and local A&D events to gain knowledge, grow network, and build community.
• Partner with YDG marketing team to host quarterly A&D event within territory
• Keep abreast of the industry and technologies to ensure you are a trusted resource to prospects and customers
• Ensure 100% satisfaction with all customers

Key Performance Metrics:
• Meet and exceed lead acquisition, conversion, and net bookings (revenue) targets
• Drive retention / recurring revenue

Other Role Requirements:
• Travel up to 20% (post-COVID)
• Location – working remotely from one of our target metropolitan areas

Talents/Knowledge/Skills:
• Entrepreneurially driven and capable of advising best practices
• Ability to forge strong business relationships through face-to-face and digital interaction
• Rigorously focused on results (lead generation)
• Understands e-commerce and retail
• Resourceful and self-driven with strong work ethic
• Scrappy – get things done within the constraints of a growing business
• Strong analytical skills – able to organize data to identify opportunities
• Strong negotiation skills
• Excellent verbal and written communication skills
• Loves design, real estate or consumer products

Qualifications:
• Previous experience with the design, home furnishing or lighting industries is preferred
• Four-year degree or relevant work experience
• Excellent verbal and written communication skills with attention to detail
• Previous sales and/or Business Development experience required, particularly in outbound / sales development
• Consistent measurable over-achievement in past experiences
• A “get it done now” attitude
• High-energy, passion, and a positive attitude
• Technically-savvy: Familiarity with NetSuite, SalesLoft, and other tech systems is preferred

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