Sales Development Representative

Job Title

Sales Development Representative (SDR)

Employment Type

One-Year Renewable Contract (For OND)

Full Time (For HND)

Work Arrangement

Hybrid

Experience

For OND - Minimum of 2 years relevant experience as a Sales Development Representative (SDR), Business Development Representative (BDR), Inside Sales Representative, or in a closely related prospecting role.

Acceptable industries include Financial services, Banking, Telecommunication and FMCG.

For HND - Minimum of 1-year (post NYSC) relevant experience as a Sales Development Representative (SDR), Business Development Representative (BDR), Inside Sales Representative, or in a closely related prospecting role.

Acceptable industries include Financial services, Banking, Telecommunication and FMCG.

Educational Qualification

Ordinary National Diploma (OND/ND): Upper Credit and Distinction Only in any relevant Discipline. Higher National Diploma (HND): Lower Credit, Upper Credit and Distinction in any relevant discipline. This role is specifically open to OND/HND holders and is not an entry-level graduate position. There is an opportunity to transition to Full time role for ND holders who subsequently obtain the required academic qualifications as well as consistently meet the required performance standards.

JOB SUMMARY

The Sales Development Representative (SDR) will be responsible for identifying potential customers, initiating contact with prospects, qualifying sales opportunities, and generating a consistent pipeline of qualified leads for the Sales/Account Executive team.

The role requires an individual who is confident in prospecting, comfortable making calls and sending outreach messages, able to conduct basic business conversations with prospects, and capable of consistently achieving assigned lead-generation and appointment-setting targets.

The successful candidate will work closely with the Sales and Marketing teams to identify target accounts, execute outbound prospecting campaigns, maintain accurate CRM records, and ensure qualified opportunities are properly handed over to the appropriate sales representative.

KEY DUTIES AND RESPONSIBILITIES

1. Lead Generation and Prospecting

• Identify and research potential customers within assigned industries, territories, or market segments.
• Build and maintain a database of prospective customers.
• Conduct outbound prospecting through telephone calls, email, LinkedIn, social media, and other approved channels.
• Utilize available sales prospecting tools and databases to identify relevant decision-makers.
• Generate new leads in line with assigned weekly and monthly targets.
• Research target companies before initiating contact to understand their business, industry, and potential needs.

1. Cold Calling and Outreach

• Make a defined number of outbound calls and prospecting contacts daily.
• Introduce the company's products and services to prospective customers.
• Engage prospects professionally and identify potential business needs.
• Follow up consistently with prospects who have shown interest.
• Use approved sales scripts, messaging, and communication frameworks while maintaining a natural and professional conversation.
• Handle initial objections and determine whether a prospect is worth progressing.

1. Lead Qualification

• Qualify leads based on agreed criteria such as business need, authority, budget, timing, and potential fit.
• Ask appropriate discovery questions to understand a prospect's business challenges.
• Distinguish between prospects that require further nurturing and those that are ready for sales engagement.
• Ensure only appropriately qualified opportunities are passed to Account Executives or Sales Managers.
• Capture relevant prospect information accurately.

1. Appointment Setting

• Schedule qualified meetings, demonstrations, discovery sessions, and presentations between prospects and the relevant sales representative.
• Confirm meetings with prospects and conduct appropriate follow-ups.
• Minimise meeting cancellations and no-shows through timely confirmation and engagement.
• Provide the sales representative with relevant background information before scheduled meetings.

1. CRM Management

• Accurately record all prospecting activities, calls, emails, meetings, outcomes, and follow-ups in the approved CRM.
• Maintain accurate and up-to-date prospect information.
• Properly classify leads according to the company's CRM standards.
• Update lead stages and statuses promptly.
• Maintain complete records of prospect interactions and next actions.
• Ensure no qualified lead or follow-up opportunity is lost due to poor CRM management.

1. Sales Pipeline Support

• Work closely with Account Executives, Business Development Executives, and Sales Managers to support pipeline development.
• Provide qualified opportunities to the relevant sales team.
• Follow up on opportunities where required to support progression.
• Communicate relevant prospect feedback to the sales team.
• Assist in re-engaging dormant or previously unresponsive prospects where appropriate.

1. Market and Customer Research

• Research industries, companies, competitors, and potential target accounts.
• Identify relevant decision-makers and influencers within target organisations.
• Monitor changes within target accounts that may create potential sales opportunities.
• Provide feedback on market trends, prospect responses, and common customer objections.

1. Reporting and Accountability

• Submit daily, weekly, and monthly prospecting activity reports as required.
• Track calls, emails, contacts, qualified leads, meetings booked, meetings held, and other assigned KPIs.
• Participate in sales team meetings, pipeline reviews, coaching sessions, and performance reviews.
• Take ownership of assigned targets and consistently work towards achieving them.
• Escalate challenges affecting lead generation or prospect conversion promptly.

1. Collaboration with Marketing

• Work with the Marketing team to follow up on marketing-generated leads.
• Provide feedback on the quality of marketing leads.
• Support outbound campaigns and targeted prospecting initiatives.
• Use approved marketing materials and campaign messaging when engaging prospects.

1. Continuous Learning

• Maintain adequate knowledge of the company's products, solutions, services, and value propositions.
• Learn and apply approved sales methodologies and prospecting techniques.
• Participate in product, sales, and technical training.
• Continuously improve telephone, email, presentation, negotiation, objection-handling, and discovery skills.

REQUIRED SKILLS AND COMPETENCIES

Sales & Prospecting Skills

• Proven ability to conduct outbound prospecting.
• Cold-calling skills.
• Lead generation and qualification.
• Appointment setting.
• Basic discovery and needs-analysis skills.
• Objection handling.
• Follow-up and lead nurturing.
• Ability to identify potential buying signals.

Communication Skills

• Strong verbal communication skills.
• Good written communication skills.
• Ability to communicate confidently with business professionals.
• Active listening and questioning skills.
• Ability to explain products/services clearly and concisely.
• Professional telephone and email etiquette.

Technology & Digital Skills

• Ability to use CRM systems effectively.
• Familiarity with sales prospecting tools and databases.
• Competence with Microsoft Office/Google Workspace.
• Ability to use LinkedIn and other digital channels for prospecting.
• Ability to learn and use new sales technologies quickly.

Behavioural Competencies

• Target-driven and results-oriented.
• Persistent without being overly aggressive.
• Self-motivated and proactive.
• Resilient when dealing with rejection.
• Organised and disciplined.
• Accountable for assigned activities and results.
• Good time-management skills.
• Strong attention to detail.
• Coachable and willing to learn.
• Ability to work independently and as part of a team.
• Professional attitude and interpersonal skills.

EXPERIENCE REQUIREMENT

The ideal candidate should have at least one year of practical experience in an SDR, BDR, inside sales, telesales, lead-generation, or similar sales prospecting role.

Experience should demonstrate practical exposure to:

• Outbound calling.
• Lead generation.
• Prospect research.
• CRM usage.
• Lead qualification.
• Appointment setting.
• Sales follow-up.
• Working against measurable sales/activity targets.

Candidates whose experience is limited solely to customer service, retail sales, front-desk duties, or general administration shall not be considered as having direct SDR experience unless they can demonstrate substantial exposure to the above activities.