Business Development Representative

We Are Patterson!  Patterson Companies, Inc. is focused on providing the best products, technologies, services and business solutions to the animal and oral health markets.  The Business Development Representative (BDR) is responsible for qualifying sales leads at the initial stages in the sales pipeline.  The BDR researches potential customers, makes connect with and educates prospects and qualifies leads before handing them off to the closers of the sales team.  The BDR will collaborate with a local sales team to identify strategic prospecting targets and execute outreach marketing campaigns and sales initiatives to drive growth and uncover opportunities.  The ideal candidate is naturally a self-starter, thrives working independently and in a team culture, disciplined to hit quotas and comfortable with uncertainty while maintaining a positive outlook.  A seller’s attitude is essential for success! 

Essential Functions 

To perform this job successfully, an employee must be able to perform each essential function satisfactorily, with or without reasonable accommodation. To request a reasonable accommodation, notify Human Resources or the manager who oversees the position.  

• Own the pre-sale process for top customer prospects within your territory, who will join Patterson Dental for the first time including the post sale activation and handoff process to Account Executive. 

• Accountable for re-engagement of customers who are not regularly purchasing from Patterson. 

• Proactively identify and qualify new business opportunities through market research, networking, and outreach. 

• Utilize various lead generation tools, social media platforms, and industry databases to create a pipeline of potential clients. 

• Stay updated on industry trends, competitor activities, and market changes to remain informed and proactive in adapting sales strategies. 

• Responsible for territory growth by identifying, creating, and generating qualified meetings and opportunities for Account Executives. 

• Utilize active listening skills to understand and uncover customer needs and business problems to effectively communicate how Patterson Dental can help them. 

• Responsible for consistently achieving quota thresholds. 

• Schedule appointments, demonstrations, and meetings for the sales team, ensuring accurate and timely coordination. 

• Track and report progress of all prospect interactions to align with daily, weekly and monthly goals. 

• Maintain a strong knowledge of Patterson Dental products, services, and technologies as well as rapidly changing market dynamics. 

Additional functions 

In addition to the essential functions listed above, the incumbent may perform the following additional functions.  

• Organize and lead educational events and webinars and drive attendance. 

Job Qualifications 

Required Qualifications 

• Bachelor’s degree in sales, business, economics, finance or related major or equivalent experience and 2 years of proven sales experience in business-to-business sales model 

• Ability to build customer relationships and understand customer needs. 

• Ability to initiate lead generation and present product relevance. 

• Fundamental understanding of sales principles 

• Possesses strong business acumen 

• Demonstrate curiosity with a positive seller’s attitude 

• Demonstrate prioritization skills to handle the large volume of leads efficiently 

• Excellent verbal and written communication skills 

• Team player with entrepreneurial spirit and the desire to try new ideas to achieve greater levels of success 

• Ability to operate with a strong sense of urgency and deliver results 

• Self-motivated, persistent, and goal-oriented attitude and can work effectively as an individual or as part of a team 

• Proficiency with the Microsoft Office suite including in-depth knowledge of Outlook, Word, and Excel with the ability to pick up new systems and software easily 

• Valid driver’s license along with good driving record. 

Preferred Qualifications 

• Bachelor’s degree in sales, business, economics, finance or related major. 

• Certified Professional Sales Person (CPSP) Certification is highly desired 

• Experience in or with the dental industry 

Physical Demands 

• Must be able to remain in a stationary or driving position up to 100% per day. 

• Must be able to move dental equipment weighing up to 50 pounds into place less than 5% per day. 

Environmental Factors 

• This position requires traveling to customer locations and providing services and support to customers. 

TRAVEL AND ON-CALL 

• 100% travel to customer sites in a local geographic area 

• Occasionally out of town for overnight and/or after-hours