Business Development Representative - Retail

Overview

As a Business Development Representative (“BDR”), you will support the growth of the sales pipeline and expand target account intelligence for Cotiviti.  The BDR frequently is the voice of Cotiviti, which sets the tone of the customer experience, particularly in first-contact situations.  You will support the management of sales territories by establishing relationships, conducting introductory conversations, and gathering intelligence that enables Cotiviti to favorably compete for the prospects’ business.  BDRs support the analysis and reporting needs of sales operations by developing business profiles of targeted accounts also referred to as “New Logos.”  BDRs also support marketing program development by providing feedback about market dynamics, competitive presence, and the perception of Cotiviti solutions in the eyes of prospective customers.

Responsibilities

• Conduct sales development activities using telephone, email, CRM, and other web-based platforms to generate and advance qualified opportunities.
• Proactively develop new account relationships through a strategic outbound engagement process while effectively converting Marketing Qualified Leads (MQLs) into sales opportunities.
• Collaborate with Sales VPs to develop and execute account-based sales strategies, documenting activities and opportunity progress within Dynamics CRM.
• Qualify prospective customers using consultative and solution-selling methodologies to assess business needs, buying processes, and sales readiness.
• Develop comprehensive prospect profiles, including organizational structures, key stakeholders, procurement requirements, budgeting cycles, and competitive landscape analysis.
• Lead the development of customer proposals, business cases, and solution presentations that align Cotiviti's capabilities with client business objectives.
• Support and participate in contract negotiations, working cross-functionally with Legal, Finance, and executive leadership to achieve successful commercial outcomes.
• Drive contract execution activities to ensure timely completion of agreements and seamless transition to implementation and delivery teams.
• Participate in and contribute to sales meetings, pipeline reviews, forecasting discussions, marketing planning sessions, and industry events.
• Foster strong relationships with customers, Sales VPs, Marketing, Product, Operations, and other internal stakeholders to support business growth initiatives.
• Prospect and hunt for new business opportunities across Cotiviti's Retail solutions and services portfolio.
• Achieve and exceed revenue growth objectives and key performance metrics established by leadership.
• Build, manage, and maintain a robust sales pipeline; update customer and prospect information; and provide accurate revenue forecasts.
• Partner with Go-to-Market, Marketing, Product, and Operations teams to identify, shape, and close strategic opportunities.
• Identify, pursue, and convert new sales opportunities into long-term customer relationships and new revenue streams.
• Identify emerging markets, industry trends, and growth opportunities to inform business development strategies and leadership decision-making.
• Manage complex sales cycles from initial prospecting through proposal development, negotiation, contract execution, and account handoff.
• Complete all responsibilities as outlined in the annual performance review and/or goal setting.
• Complete all special projects and other duties as assigned. 

It is expressly understood that the aforementioned obligations and responsibilities are not exhaustively stated, so that the Employee must comply with all other functions, obligations and responsibilities, limitations or instructions of the Company that derive from everything related to his main activities and without additional compensation since the Employee's salary already includes any compensation required. This job description is intended to describe the general nature and level of work being performed and is not to be construed as an exhaustive list of responsibilities, duties and skills required.   

Qualifications

• Bachelor's degree in Business, Marketing, Communications, Sales, Healthcare, Technology, or a related field preferred; equivalent combination of education and relevant business development experience considered.
• 3-5+ years of experience in business development, software sales, SaaS, technology-enabled solutions, client services, or consultative B2B sales environments.
• Fully bilingual (written and verbal) with the ability to effectively communicate, negotiate, and present business solutions to diverse customer audiences and executive stakeholders.
• Demonstrated success prospecting, qualifying, and closing new business opportunities through complex, multi-stakeholder sales cycles.
• Experience developing customer proposals, business cases, RFP/RFI responses, sales presentations, and solution-based recommendations tailored to client needs.
• Proven ability to participate in commercial discussions, pricing strategy development, contract negotiations, and agreement execution in partnership with internal Legal, Finance, and leadership teams.
• Experience selling into retail, commercial, or enterprise organizations, with an understanding of procurement processes, budgeting cycles, contract management, and executive-level decision-making preferred.
• Track record of meeting or exceeding sales quotas, pipeline generation objectives, and revenue growth targets.
• Strong relationship-building, communication, presentation, and negotiation skills with the ability to influence stakeholders at multiple organizational levels.
• Ability to identify customer challenges, align solutions to business outcomes, and articulate value propositions in a consultative selling environment.
• Experience utilizing CRM platforms, preferably Microsoft Dynamics, to manage opportunities, forecasts, account strategies, and sales activities.
• Proficiency in Microsoft Office Suite, including Excel, Word, Outlook, and PowerPoint, with the ability to create professional customer-facing materials and business presentations.
• Experience with sales analytics, pipeline management, forecasting, and performance reporting strongly preferred.
• Self-motivated, results-oriented professional with strong organizational skills, attention to detail, and the ability to manage multiple opportunities simultaneously in a fast-paced environment.
• Ability to collaborate cross-functionally with Sales, Marketing, Product, Operations, Finance, and Legal teams to support customer acquisition and successful contract execution.
• MS Dynamics CRM experience and previous experience with sales analytics are a significant plus.