Job Overview

Learn the exciting Commercial Real Estate industry! Join the Business Development team of Arealytics and work with the Senior Sales representatives to increase client meetings while learning the industry. You will gain exposure to all client types, creating a path to grow into a sales leader for the country's predominant analytics provider. Must have exceptional interpersonal and phone skills.

Company description

Launched in 2018 and run by an Executive Team with over 25 years of industry experience, Arealytics is a proactive Commercial Real Estate research and technology company offering products and solutions to Real Estate Professionals. Arealytics PRO, a subscription-based platform, provides analytical data to the largest Landlords, Agencies, REITs and Valuation firms in Australia. Our team of researchers actively maintains information on 190,000+ office, industrial, and retail properties across the Greater Sydney, Melbourne, and SE Queensland areas, including the lease and sale listings; 300,000 occupying tenants with contact information; 30-year sales history including the True Owner of the property with contact details; as well as lease transaction information.

Arealytics is now in the middle of its next major growth phase. With Sydney, Melbourne and SE Queensland complete, the goal is to create comprehensive platforms across the remaining major Australian cities - Perth, Adelaide, and Canberra.

Job description and expectations

The Business Development Representative is part of the sales organization with the primary responsibility of identifying, researching, and contacting new business development opportunities for their sales team partners. The primary goal is to establish qualified online or in person meetings for the sales organization to bring the company’s message to prospective clients in the target markets. The person should have strong interpersonal skills, organizational capabilities, and a clear, confident, professional, and pleasant phone voice. Objectives include prioritizing calls, making sufficient dial attempts to make contact, follow company protocols for making contact, documenting this activity for the Senior Business Development Director to ensure timely and accurate reporting of the capacity and efficiency of the team. Qualified candidates can be promoted to Business Development Directors performing the full business development process.

Focus:

• Quantitative data collection and analysis for international commercial real estate markets.
• Collect, analyse and interrogate data in line with company processes and standards.
• Review and interpret third-party data.
• Collection of data in line with specific Key Performance Indicator parameters (time, quality, value).

Requirements

• Previous professional level work experience.
• Excellent verbal and written communication skills. Clear, confident, and professional levels of grammar and delivery.
• Ability to present to a diverse audience with poise and confidence.
• Ability to handle cold calling (objections and rejection).
• Computer skills including experience with MS Word, Excel, PowerPoint, and a general understanding of CRM’s.

Duties:

• Makes outbound calls to potential and existing customers by telephone and email to qualify leads and establish qualified online or in person meetings for the Sr BDD and the executive team to jointly perform.
• Achieve call targets set by the Senior Business Development team members and CEO on a continuous basis.
• Qualifies sales prospects by prioritizing calls, making sufficient attempts to make contact, follow company protocols for making contact, documenting the activity in the CRM and reports to management to ensure we connect with our key clients and potential clients.
• Use company tools, technology and presentation requirements during calls with prospects.
• Provide feedback to the team about changes that may need to take place based on continuous feedback and market conditions specific to the vertical that they observe.
• Handles inbound calls to convert calls into team meetings.
• Overcome technical and business objections of prospective customers.
• Schedule time for the Business Development team to demo products to qualified customers on request.
• Prospect researching – using all available company database of qualified industry professionals or other industry resources; follow a documented process that we define with you to qualify leads, gather all possible information about each prospect and use this to update the CRM in a consistent way.
• CRM Management support – Business Development Representatives can be teamed up with a sales support person or a group of executive team members and help ensure calls are logged in the CRM for team communication alignment, manage calendars, and capture activities so they report correctly in your pipeline log future activities required for each opportunity in the CRM.
• Pipeline management – Business Development team members can review the upcoming pipeline with their team to determine what steps could help push the client forward as well as ensuring that the stages in the CRM are current for accurate reporting to management.
• Appointment Setting, Confirmation, Rescheduling – Business Development team members help prioritize and select key lead lists that have been approved and facilitate meetings with key clients for their team, as well as setting up the next meeting [when needed], move a meeting, or seek a follow up call time that can work for both sides.

Preferred skills:

• Commercial real estate experience. (Not required)
• Strategic planning: analyses work, sets goals, develops plans of action, and utilises time effectively.
• Communication: utilises effective verbal and written communication.
• Customer service: anticipates the needs of internal and/or external customers and offers solutions by demonstrating extra effort and maintaining a healthy attitude toward meeting customer needs.
• Judgement: draws on core values, knowledge, and personal experience to make wise choices.
• Effectiveness under stress: demonstrates the ability to think, function and lead effectively under conditions of mental pressure.