Business Development Representative - Software Solutions

Job Summary

The Business Development Specialist is responsible for identifying, qualifying, nurturing, and supporting customers throughout the sales lifecycle to drive growth across Border States' software solution offerings. This role combines proactive business development activities with day-to-day operational support, including quoting, order management, CRM maintenance, SAP transactions, and sales process coordination.
This position serves as a critical link between customers, sales, engineering, service delivery, marketing, and operations teams. The Business Development Specialist generates and qualifies opportunities, supports pipeline growth, manages customer interactions, and ensures seamless execution from lead generation through proposal development, order placement, and project handoff.

Responsibilities

Essential Functions

• Generates and qualifies new business opportunities through inbound and outbound prospecting activities, including phone, email, social selling, events, and marketing-driven leads. 
• Conducts customer discovery conversations to understand business objectives, challenges, and solution requirements, and connect customers with appropriate sales, engineering, and service resources. 
• Builds, maintains, and nurtures relationships with prospective and existing customers to support pipeline growth and service adoption. 
• Manages and maintains CRM activities, including lead qualification, opportunity tracking, customer interactions, pipeline updates, and reporting to ensure data accuracy and visibility. 
• Prepares customer quotations, proposals, and service estimates, while supporting pricing, documentation, and follow-up activities to advance opportunities through the sales process. 
• Processes and manages sales orders, service orders, and related transactions within SAP and other business systems, ensuring accuracy, completeness, and timely execution. 
• Coordinates with sales, engineering, operations, marketing, and service delivery teams to facilitate opportunity handoffs, order fulfillment, and overall customer satisfaction. 
• Monitors pipeline performance, quote-to-order conversion, and key business metrics, providing insights and recommendations to improve sales effectiveness and business results. 
• Supports customer meetings, presentations, marketing initiatives, trade shows, and other business development activities that promote Border States' engineering and service solutions. 
• Contributes to continuous improvement efforts by identifying opportunities to streamline processes, improve customer experience, and enhance business development effectiveness.

Non-essential Functions

• Supports public relations initiatives, customer success stories, social media content, and industry events. 
• Represents Border States at trade associations, networking events, and community functions as assigned. 
• Performs other duties as assigned by Supervisor or designate.

Qualifications

• Bachelor’s degree in business, marketing, communications, engineering or related field or equivalent work experience.
• 3+ years of experience in business development, sales, service, marketing, communication, advertising, public relations, or business-related field.
• Knowledge of MES, CMMS and DataOps software products delivered though a SaaS model is preferred.
• Experience supporting sales pipelines and customer relationship management processes. 
• Experience preparing quotes, processing orders, and supporting sales operations activities preferred. 
• Knowledge of industrial automation, digital transformation or smart manufacturing initiatives is preferred. 
• Strong working knowledge in Microsoft Office (Excel, Word, Outlook and PowerPoint). 

Skills and Abilities

• Strong verbal, written, and interpersonal communication skills. 
• Customer-focused mindset with strong relationship-building abilities. 
• Strong organizational, prioritization, and time-management skills. 
• Ability to manage multiple projects, opportunities, and administrative tasks simultaneously. 
• Analytical and detail-oriented with strong problem-solving skills. 
• Self-motivated and proactive with a strong sense of accountability. 
• Ability to influence and collaborate across multiple functional teams. 
• Results-oriented with a focus on pipeline growth and customer satisfaction. 
• Comfortable engaging with stakeholders at all organizational levels. 
• Continuous improvement mindset with the ability to identify efficiencies and process enhancements. 
• Strong business acumen and understanding of sales and operational workflows. 
• Commitment to delivering exceptional customer service and quality outcomes.

Physical Requirements

Frequency at which you would carry/lift in a typical day:
Occasionally 0 – 33% Frequently 34 – 66% Continuously: 67 – 100%

• Lift from Waist:
  • < than 10 lbs. - Not at all
  • 10 to 25 lbs. - Not at all
  • 26 to 50 lbs. - Not at all
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100+ lbs. - Not at all
• Lift from Floor:
  • < than 10 lbs. - Frequently
  • 10 to 25 lbs. - Frequently
  • 26 to 50 lbs. - Occasionally
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100+ lbs. - Not at all
• Carried for Distance:
  • < than 10 lbs. - Not at all
  • 10 to 25 lbs. - Not at all
  • 26 to 50 lbs. - Not at all
  • 51 to 75 lbs. - Not at all
  • 75 to 100 lbs. - Not at all
  • 100+ lbs. - Not at all

Physical Activity

Frequency at which you would do the following in a typical day:

• Sitting (a continuous period of being seated) - Continuously
• Standing (for sustained periods of time) - Frequently
• Walking (moving about on foot to accomplish tasks) - Frequently
• Bending/stooping (downward and forward) - Occasionally
• Crawling (moving about on hands and knees or hands and feet) - Not at all
• Climbing/Walking Stairs (ascending or descending) - Frequently
• Reaching (extending arms in any direction) - Frequently
• Crouching/squatting (bending the body downward and forward by bending leg and spine) - Occasionally
• Kneeling (bending legs at knee to come to rest on knee(s)) - Occasionally
• Balancing (maintaining body equilibrium to prevent falling) - Occasionally
• Repetitive motion (substantial movement (motions) or the wrists, hands, and/or fingers) - Continuously
• Pivoting (movement in any direction with one foot, keeping the other in contact with the floor) - Occasionally
• Pushing/Pulling (using upper extremities to press against or draw or tug) - Occasionally
• Grasping (Applying pressure to an object with the fingers and palm) - Continuously
• Fingering (picking, pinching, typing; working with primarily fingers and not whole hand) - Continuously
• Talking (expressing or exchanging ideas by means of the spoken word) - Frequently
• Driving (the control and operation of a motor vehicle) - Occasionally
• Desk work (work usually performed at a desk) - Continuously
• Use of a computer - Continuously
• Use of a telephone - Frequently
• Hearing (Perceiving the nature of sounds at normal speaking levels) - Continuously
• Exposure (to adverse weather & temperature conditions) - Occasionally
• Travel (travel needed to perform job duties) - Frequently

Additional Information

This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer’s discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation.