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Sales Development Representative

Job Number: R0002255 Posted On: 05/01/2023 Location: St. Petersburg, Florida Additional Locations: Remote - USA, United States of America
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Our Team

We are highly motivated group that is privileged to work with the country’s largest Retailers, CPG companies & their agencies.  We specialize in the strategic development of Catalina’s relationships and delivering solutions for our clients. A passion for teamwork, innovation, and entrepreneurship drive our group to deliver the best performing marketing activation and attribution solutions within the industry. 


As a Sales Development Representative, you will research client insights and leverage them to generate compelling messaging that aligns with Catalina's solutions, with the goal of scheduling sales meetings for key decision-makers and internal sales teams. Additionally, you will be responsible for managing lead and information tracking in our CRM, ensuring accuracy, and avoiding duplication of sales efforts. Your role will involve building high-quality relationships and effectively selling the value of our solutions to maximize customer interest.

  • Use sales intelligence tools and Salesforce to create targeted prospecting lists of key decision-makers in the consumer-packaged goods industry to maximize sales opportunities.

  • Use data sources to gain insights into client needs and opportunities and develop effective outreach messaging to position our offerings as the ideal solution.

  • Leverage Catalina's internal insights tools to enhance prospecting and generate more leads.

  • Collaborate with Sales Directors and leadership to develop strategic sales approaches based on insights into client challenges, opportunities, and new ideas for business growth.

  • Create compelling outreach campaigns that address customer needs and align with Catalina's solutions for various marketing channels, with the goal of securing meetings with potential clients for the sales team.

  • Utilize product knowledge and industry expertise to communicate the value proposition of Catalina's products, address objections and concerns, and secure meetings with potential clients with the sales teams.

  • Source new sales opportunities through inbound lead follow-up, outbound cold calls, and email campaigns, and route qualified leads (Sales Meetings) with potential clients to the appropriate sales teams with the objective of closing sales.

  • Manage lead generation database in real-time and add new contacts. Optimize lead generation efforts through campaigns in Salesforce, while utilizing CRM tools to track and measure outreach progress and avoid duplication of sales efforts.

  • Track and report weekly, monthly, and quarterly KPIs for leads generated and secured sales meetings, with the goal of connecting decision-makers with applicable sales teams.

  • Collaborate with the training, sales, and marketing teams to continuously develop expertise in the CPG industry and Catalina's product offerings, acquire in-depth knowledge of all Catalina solutions, and complete comprehensive training of Salesforce for tracking client outreach and progress through the sales pipeline, in order to communicate the value proposition to potential clients effectively


  • Bachelor’s degree in marketing, business administration, sales, or a related field. Equivalent experience in the field will be considered in lieu of a degree.

  • Minimum of 2-3 years of experience in sales development, lead generation, or a similar role.

  • Experience using CRM systems, particularly Salesforce, to manage lead and information tracking.

  • Strong research and data analysis skills, with the ability to use insights to generate compelling messaging for different marketing channels.

  • Experience in prospecting and generating new sales leads, with a proven track record of meeting or exceeding sales targets.

  • Excellent communication and interpersonal skills, with the ability to build and maintain high-quality relationships with potential clients and internal stakeholders.

  • Strong problem-solving and analytical skills, with the ability to identify client needs and develop effective solutions to meet those needs.

  • Ability to work in a fast-paced, results-driven environment and manage multiple tasks and priorities simultaneously.

  • Experience in the consumer-packaged goods industry or a related field is preferred.

  • Familiarity with sales intelligence tools and techniques, such as account-based marketing, is a plus.

  • Willingness to attend trade shows, exhibits, and other events for enhanced prospecting when necessary.

  • Without fail, embody Catalina values

About Catalina

Catalina is a recognized leader in highly targeted, personalized digital media that drives, tracks and measures sales lift for leading CPG retailers and brands. Powered by the most extensive shopper database in the world, Catalina's mobile, online and in-store networks personalize the consumer's path to purchase, delivering $7.9 billion in relevant consumer value each year. Catalina has no higher priority than ensuring the privacy and security of the data entrusted to us and maintaining the consumer trust paramount to the continued success of our business partners and Catalina. Based in St. Petersburg, FL, Catalina has operations in the United States, Europe and Japan. To learn more, please visit or follow us on Twitter @Catalina.

Diversity, Inclusion + Belongingness

Catalina is committed to investing in, empowering, and retaining a more inclusive community within our company.   We are dedicated to hiring and cultivating diverse teams of the best and brightest from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has a seat at the table and a voice to be heard.  Our goal is to ensure that all our talented professionals are equipped with support, resources, and the opportunity to excel.

The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform other job-related tasks other than those specifically included in this description.

All duties and responsibilities are essential job functions and requirements and are subjected to possible modification to reasonably accommodate individuals with disabilities.

This position may be performed as a remote, work from home position in accordance with our remote work policies.

We are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace.



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