We are Lightfoot, a high-growth technology company based just outside Exeter that is focused on making a difference worldwide, one driver at a time. We help businesses and private motorists improve efficiency and safety.
Our technology has been proven to reduce fuel use and emissions rates by 10-20%, and at-fault accidents and wear and tear by 40-50%. It connects to your vehicle’s on-board computer and uses all the live data it produces to analyse how efficiently you are driving. It’s similar to how performance is analysed in Formula 1. Lightfoot turns that data into simple feedback for you – the driver – so you know when you’re pushing your vehicle too far and can bring it back to maximum efficiency. Beyond the vehicle, our proprietary gamification platform engages users via our app, giving our driver community the opportunity to engage in their performance and to win weekly cash prizes and rewards for achieving Elite Driver standard. Our solutions are highly differentiated from the competition which has helped us secure circa 300 of the UK’s largest fleet customers including Tesco, Asda, Southwest Water, Iceland and Virgin Media to name a few.
More recently, we’ve started leveraging our gamification IP to expand our product offering to beyond drivers. With our new app-only solution we can now incentivise and reward all sorts of measurable behaviours for our customers, from physical activity to online order picking. We’ve now given away nearly £1m in prize money incentivising and rewarding desirable behaviours and are excited about the value this can bring to our customer and to our growth prospects.
We’re a fun-loving bunch who are growing at an astonishing rate. We’ve moved into a brand-new, state-of-the-art office near Exeter in the beautiful Southwest (which was voted Exeter’s ‘Best Workspace’). We are excited to keep growing the Lightfoot family with like-minded, passionate individuals who share our values.
* We are innovative.
* We are customer first.
* We are friendly and celebrate individuality.
Job Purpose
The sole focus of the role is to create and book meetings for the Winnie sales team - playing a vital role in our sales funnel by prospecting, qualifying, and nurturing leads to generate sales opportunities for the Commercial Team.
To contribute to and share in the success of our experienced and ambitious sales team, this role requires the ability to successfully communicate with a varied market at all levels, using an organised and detailed approach in a timely yet professional manner, as part of a fast-paced team.
Main duties and responsibilities
To provide comprehensive support to the Lead Generation team including:
* Contacting UK and international potential Corporate Operations & Technology prospects to arrange meetings for our Sales Team to comprehensively demonstrate our product and service.
* Making 30+ outbound calls per day and scheduling at least twelve or more qualified meetings per month plus working to other defined activity levels to reach KPI’s. The main focus is to the “Meetings Booked & Attended” target, with meetings sat graded OK, Good or Awesome.
* Communicating with potential Operations and Technology prospects via phone, email, LinkedIn, and social media to arrange meetings for the commercial team.
* Initial focus is on Supermarkets, Retail, Picking & Packing sector.
* Data Management - Maintain and update a CRM system (Salesforce) with accurate prospect information, communication and outcomes - following the sales playbook and managing your pipeline.
* Working closely with all internal departments and teams to ensure the Winnie/ Lightfoot proposition is fully understood and delivering exceptional customer experience to prospects through you and the team.
* Managing yourself to ensure you are successfully achieving your monthly targets. Have an appropriate strategy and plan to develop the numbers of meetings booked and sat required by the business.
* Managing your own data-lake, working with the Growth Executive to continue to expand the size of your data, ensuring the data is up to date, well maintained and as expansive as possible.
* Developing relationships with your data-lake prospect base, ensuring you are developing good dialogue and using a blend of communication style to achieve the meeting to be booked. Use a blend of telephone, email, LinkedIn and other social ways of making contact.
* Using your emotional intelligence to ensure we do not ‘door-step’ prospects to a point of them being frustrated and negative towards Lightfoot.
* Attending Shows and Exhibitions as required - either in the UK or internationally.
* Complying with all business processes and standards required, especially GDPR.
Creativity & Innovation
* This role will be expected to contribute ideas and solutions to the Lead Generation function to ensure delivering a high-quality service.
* Innovation is key to success, involvement in tactical campaigns and inputting to key messaging on these campaigns will be important.
* Use of marketing literature in a creative way to ensure we hook the prospect into wanting to meet, as well as linking our existing client base names.
Levels of Responsibility
* This role will expect a high standard of knowledge of Winnie, Lightfoot and the Lead Generation function, to ensure that all information communicated to our potential clients and partners is accurate and of a professional nature.
* Product knowledge to an advanced level is expected, of all Winnie’s (and also Lightfoot’s) products.
Personal Characteristics
* Ambitious, results-driven and highly self-motivated.
* Credible, reliable and honest.
* Confident and articulate in all forms of communication and able to adapt your style to suit each situation or audience.
* Organised and attentive to detail.
* Personable and outgoing, with a good sense of humour.
* Flexible and able to adapt within a fast-moving and exciting commercial environment.
Key Skills
* Experience in SDR roles with at least one year’s prior experience with a proven track record of exceeding targets.
* Contributed to and comfort in working in a fast-paced, growing organisation.
* Demonstrable success in developing strategies for prospecting, negotiating and converting opportunities.
* Strong organisational skills and the ability to prioritise workload to achieve required personal and organisational objectives.
* Excellent spoken and written communication skills.
* (A second language would be an advantage).
* Computer & IT literate, including Microsoft Office suite.
Additional Requirements, preferred
* Experience in utilising CRM and sales enablement tools.
* Understanding of sales regulations, frameworks and compliance requirements.
* Previous SDR roles include working for a technology solutions provider.
Other activities outside of this job description will be required from time to time.
This role is offered as hybrid. Our office is in Exeter.
* 24 days of annual leave (plus bank holidays).
* Birthday leave – an extra day off to celebrate.
* End-of-year company closure.
* Holiday buy-back scheme – the opportunity to buy up to an extra week’s leave per annum.
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