Sales Development Representative

Rico Equipment Medina , OH 44256

Posted 2 months ago

Rico Manufacturing, a manufacturer of custom design lift trucks, has a full-time position available for a Sales Development Representative.

Join our team and grow with us. The RICO team continues to experience growth in all sectors of our business and looking for talent to grow with us. Our mission is to deliver value to our dealers through innovated solutions in material handling. We are looking for dedicated and committed individuals to help us fulfill our mission.

We work across all major industries both essential and non-essential businesses from Steel, Automotive, Chemical and coating, agriculture, Aerospace and many more across the United States. Our goal is to create a custom solution that is specific to that application driving increased productivity, lowering cost through efficiency and delivery a safe solution.

Reporting to the RICO Sales Manager, the Sales Development Representative (SDR) prospects and qualifies leads to create sales-ready opportunities. SDRs research prospective customers, create outreach strategies, and identify sales opportunities. Individuals will conduct exploratory conversations with potential dealers, use business acumen to identify Rico solutions and identify areas of additional product offerings dealers are able to promote to customers.

The SDR works in a sales organization Sales POD structure. This role is an important liaison between the Marketing and Sales Departments. The methodology behind sales pods is to use the power of community and teamwork to focus and align well-rounded groups of team members on a targeted objective.

Role Description:

The SDR will schedule meetings and source early-stage sales opportunities for Industry Specialist. SDRs foster customer outreach (via email, cold calls, social media, and other creative channels), conduct market research, and maintain appropriate level of knowledge regarding the company's solutions and service offerings.

The SDR qualifies leads that come from the Marketing Department, generates additional leads via primary research, and identifies potential new accounts. Furthermore, the SDR nurtures account interest by aligning customer business offerings with Rico's custom solutions creating and extensive offering of products to their customers. The SDR is expected to meet assigned quotas and goals while also ensuring a positive customer acquisition experience.

Strategic Value:

Uncover, qualify, and develop sales opportunities for New Sales for all RICO products and services.

Career Path:

Advancement opportunities within Sales, Marketing and other RICO functional areas.


The SDR supports sales efforts by generating and qualifying leads to be passed primarily to Industry Specialist Regional. SDRs will qualify leads using a standard prospect qualifying methodology (i.e. BANT). They will work closely and collaboratively with Industry Specialist Regional to develop and implement appropriate prospecting strategies and drive pipeline through personalized outreach to prospects in multiple industries. SDRs will conduct high volume prospecting (estimated 100 activities per week) to qualify leads through calls, emails, and social media. Will schedule introductory calls for Industry Specialist once leads are deemed SQL for the IS to further assess a prospect's business and potential for partnership with RICO. SDRs will help sales identify inefficiencies and implement improvements in RICO's prospecting process.


The SDR is responsible for partnering with Marketing to ensure the RICO value proposition and selling 'story' remains relevant. This is critical to the success of the role as it enables Marketing to develop selling materials and messages that continue to drive demand. SDRs will help marketing identify inefficiencies and implement improvements in RICO's prospecting process.


Essential Functions

  • Generate new clients through researching, cold calling and networking within a defined market

  • Maintain an accurate and up-to-date list of all sales pipeline activity, including leads, prospects, forecasts, demographic profiling information, prospect contact information and account planning information in Salesforce

  • Maintain a high level of expertise on RICO's product and solutions offerings

  • Collaborate with colleagues to exchange information such as selling strategies and marketing information

  • Support all lead generation campaigns executed by the Marketing Department

  • Meet or exceed annual sales quota

  • Access, research, and qualify leads, which include:

  • Existing Marketing Qualified Leads (MQLs)

  • New Markets and account opportunities.

  • Exceed opportunity goals through consistent follow up and messing.

  • Email an cold calls potential customers within territory

  • Follow established cadence for daily outreach

  • Lead conversion

  • Admin


  • High school diploma required; Bachelor's degree preferred; can be substituted with relevant work experience

  • 2+ years of relevant phone selling experience is a plus

  • Results-oriented mindset, with ability to achieve sales objectives and targets

  • Capable of in-depth research and ability to prospect new account opportunities

  • Persistent, self-disciplined, confident, competitive, and organized.

  • Comfortable in cold-calling and managing resistance and pushback from prospects. Demonstrates active listening skills.

  • Capable of quickly learning service offerings and products to communicate company's value proposition to potential customers.

  • Demonstrates effectiveness in linking services to potential customer needs.

  • Proficient in MS Office and email systems.

  • Knowledge of Salesforce and Marketing Automation tools a plus

  • Excellent verbal and written communication skills

  • Ability to work well in a fast-paced environment.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.

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Sales Development Representative

Rico Equipment