Harrisburg, PA
Who Staffing is looking for a Sales Development Representative for a fulltime, direct hire opportunity with our client in Harrisburg, PA.
Job Summary:
The Sales Development Representative is responsible for managing inbound and outbound leads, executing client’s documented sales process, and converting qualified opportunities into active customers. The SDR owns the early-stage customer relationship through the first three orders and then completes a structured handoff to an Account Executive while remaining engaged through orders four through six to support continuity, retention, and growth.
This role requires disciplined follow-up, clear communication, accurate CRM management, and consistent execution. The primary objective is to create a scalable and dependable process for lead qualification, first-order conversion, early customer development, and Account Executive handoff.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:
Lead Management & Qualification:
1. Own all incoming and assigned inbound and outbound leads.
2. Respond promptly to new leads and complete the required outreach and follow-up activities.
3. Qualify leads using client’s established fit and opportunity criteria.
4. Identify customer needs, applications, timing, decision criteria, and next steps.
5. Maintain accurate and current lead, contact, activity, and opportunity records in Odoo.
6. Disqualify or place leads into nurture status when they are not currently a fit, documenting the reason and appropriate follow-up.
Sales Process Execution:
1. Follow the documented sales process and required outreach cadence.
2. Move opportunities through the appropriate CRM stages, including New Lead, Contacted, Qualified, Discovery Scheduled, Quote Requested, Quote Sent, First Order Won, Orders 2–3 Active, AE Handoff, and Lost / Nurture.
3. Maintain a clear next step and scheduled activity for every active opportunity.
4. Use calls, emails, meetings, assigned tasks, and other approved channels to advance opportunities.
5. Ensure outreach, messaging, follow-up timing, and documentation are consistent with established standards.
6. Identify obstacles, objections, or stalled opportunities and coordinate appropriate support.
Conversion to Customer:
1. Drive qualified opportunities through discovery, quoting, and follow-up to secure the first production order.
2. Coordinate with Sales, Quoting, Customer Management, Engineering, and other internal resources to support customer needs.
3. Maintain proactive communication following quote delivery and address questions or objections that may delay an order.
4. Clearly communicate client’s value proposition and relevant capabilities based on the customer’s requirements.
5. Document the lead source, opportunity history, customer needs, quote status, lost reason, and conversion outcome in Odoo.
Early Customer Development: Orders 1–3
1. Own the customer relationship through completion of the first three orders.
2. Maintain proactive communication and help the customer navigate clients order and support processes.
3. Reinforce clients value proposition and help establish customer confidence and repeat buying behavior.
4. Coordinate internally to address questions, issues, or service needs that could affect customer satisfaction or retention.
5. Identify additional parts, applications, contacts, programs, or opportunities within the account.
6. Monitor progress toward the third order and keep the opportunity and customer record current.
Account Executive Handoff & Follow-Through:
1. Complete a structured handoff to the assigned Account Executive after the third order.
2. Provide a clear handoff summary covering contacts, opportunity history, customer needs, active work, risks, preferences, and growth potential.
3. Update ownership and required handoff fields in Odoo while remaining identified as the originating SDR.
4. Collaborate with the Account Executive during orders four through six to preserve relationship continuity.
5. Support follow-up, customer communication, and internal coordination as needed through the sixth order.
6. Escalate risks or service issues that could affect retention, customer trust, or future revenue.
CRM Discipline, Reporting & Continuous Improvement:
· Maintain complete and accurate Odoo records, including lead source, activity history, stage, probability, expected revenue, next step, and ownership.
· Complete required calls, emails, meetings, tasks, and notes on time.
· Participate in weekly SDR reviews covering new leads, activities, meetings, quotes, first orders, customers progressing toward order three, lost reasons, and missing next steps.
· Use assigned dashboards, filters, and reports to prioritize work and maintain visibility.
· Share feedback on lead quality, objections, process gaps, messaging, and conversion barriers.
· Participate in training, coaching, process improvement, and sales-system enhancements.
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Language Skills:
In order to successfully accomplish the essential duties of this position, an individual must have the highest language skills.
· Ability to read, analyze and interpret complex written and oral communication and respond appropriately.
· Ability to write or respond effectively to sensitive inquiries or topics with a calm demeanor and ability to salvage the situation.
· Ability to present information in written or oral form using original or innovative techniques or style.
· Ability to be persuasive in speech and presentation to buyers, decision makers, and owners.
Mathematical Skills:
In order to successfully accomplish the essential duties of this position, an individual must have intermediate mathematical skills.
· Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
· Ability to compute rate, ratio, and percent, and to draw and interpret graphs.
· Ability to calculate figures and amounts such as discounts, interest, percentages, markup and profit margin.
Reasoning Ability:
In order to successfully accomplish the essential duties of this position, an individual must have very high reasoning ability.
· Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
· Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
· Ability to define problems or objective, collect data, analyze facts, and draw valid conclusions.
· Ability to use logic and reasoning to identify opportunities.
· Ability to adjust communication and personal actions in relation to others’ actions.
Computer Skills:
To perform this job successfully, an individual should have knowledge of word processing software, spreadsheet software, internet software, email software, and customer relationship management software.
Education & Experience Requirements:
Someone with 0–2 years of experience who wants to build a career in B2B sales, technology, and manufacturing. Experience with CRM or sales tools and background in electronics, manufacturing, or industrial industries preferred.