Inside Sales - Business Development

Inside Sales – Business Development (BDR) - Service

Own your future at HM Cragg. As an employee-owned company, our people don't just work here, they share in our success through our ESOP. We're growing, investing in the future, and partnering with some of the most recognized companies in the critical power industry. If you're looking for an opportunity to make an impact, build your career, and be part of something bigger, there's never been a better time to join HM Cragg.

Position Overview: Creates qualified generator-service opportunities by improving HM Cragg's market and installed-base intelligence, researching prospective customers, reconciling legacy information, and converting findings into actionable prospects for the sales team. The role is especially focused on organizations with multiple facilities, campus environments, or geographically distributed standby-power assets.

Reporting Relationship: The BDR - Service reports to the Senior TSM - Service

Responsibilities/Accountabilities:

• Build and maintain a prioritized prospect universe for commercial and industrial standby power-generation services across HM Cragg's territory.
• Research healthcare systems, data-center operators, municipalities, industrial organizations, water and wastewater entities, emergency-management organizations, state and local government, and other standby-power-dependent markets.
• Review and improve information from Generac installed-base lists, prior-year quotations, dormant opportunities, Service Pro, Tiger Paw, and other approved sources.
• Recover actionable opportunities from prior quotations, incomplete records, aging leads, historical customer files, and unconverted equipment information.
• Validate and enrich organization, site, contact, generator, ATS, ownership, service-provider, quotation-history, and opportunity information.
• Identify and qualify multi-site, campus, and geographically distributed prospects that may benefit from consolidated service agreements.
• Create a documented opportunity hypothesis identifying the organization, likely facilities, available equipment information, potential decision-makers, service rationale, and recommended next action.
• Transfer qualified strategic new-logo and complex opportunities to Outside Sales for relationship development, field discovery, solution design, and close.
• Continue to support Outside Sales with research, contact development, data enrichment, and preliminary equipment information after handoff.
• Create and maintain accurate prospects, business activities, opportunities, source information, and next steps in IFS.

Qualifications:

• Experience in inside sales, business development, lead generation, market research, data enrichment, or CRM administration.
• Strong research skills and the ability to reconcile incomplete information from multiple sources.
• Comfort with outbound prospecting and professional customer communication.
• Advanced attention to detail and working proficiency with Excel, CRM/ERP systems, online research, and Microsoft 365.
• Customer-focused, accountable, and aligned with HM Cragg values and company safety, quality, information-security, pricing, approval, and contractual requirements.
• Perform other duties as assigned, consistent with business needs and the general scope and level of the position.

Personal Attributes

• Self-motivated, organized, and results-oriented.
• Demonstrates integrity, accountability, and a strong work ethic.
• Collaborative and responsive with internal and external customers.
• Uses initiative and sound judgment to improve customer and business outcomes.

Measures of Success- Star Profile

• Qualified opportunities created
• Pipeline and quotation value generated
• Data enrichment and record completeness
• Contact and site verification
• Conversion from researched lead to active opportunity
• Recovery of dormant or prior-year opportunities
• IFS data quality and duplicate reduction

Education and Experience:

• Bachelor's degree in business, marketing, analytics, research, sales, or a related field; Associate's degree with equivalent relevant experience considered.
• Experience with generators, electrical power, industrial services, asset data, or mission-critical infrastructure.

Travel expectations:

• Primarily office-based, with occasional travel for meetings, training, customer support, or site familiarization as business needs require.