Business Development Representative

# Business Development & Prospecting Specialist

**DumpStor of Tulsa**

## Position Summary

The **Business Development & Prospecting Specialist** supports DumpStor of Tulsa's growth by identifying, contacting, qualifying, and cultivating prospective commercial customers and referral partners. The Specialist must be able to work U.S. Central time zone core business hours. Outbound calls must be made between 9:00am CT and 3:00pm CT.

This is primarily an **outbound prospecting and lead-development role**, rather than a closing sales or dispatch position. The Specialist will work from DumpStor's Master Prospecting List, research new prospects, conduct outbound calls, identify businesses that use roll-off dumpsters, introduce DumpStor's services, send follow-up communications, maintain accurate prospect records, and route qualified opportunities to the appropriate DumpStor team member.

The goal of the position is to build a consistent pipeline of qualified business opportunities while providing every contact with a professional, friendly, low-pressure introduction to DumpStor of Tulsa.

## Primary Responsibilities

### Outbound Prospecting & Lead Qualification

* Conduct outbound calls to businesses identified on the DumpStor Master Prospecting List.
* Introduce DumpStor of Tulsa and its dumpster rental services using approved messaging and scripts.
* Determine whether businesses use roll-off dumpsters and, when applicable, gather information regarding:

* How dumpsters are used, including job sites, permanent locations, or both.
* Dumpster sizes typically used.
* Approximate frequency of rentals.
* Current dumpster provider, when voluntarily disclosed.
* Satisfaction with the current provider.
* Potential interest in an alternative or backup provider.
* Upcoming projects or potential rental needs.
* Identify the individual responsible for coordinating dumpster rentals or vendor relationships and obtain accurate contact information.
* Recognize and appropriately route high-potential commercial opportunities.

### Prospect Research

* Research potential commercial customers within DumpStor's service area.
* Identify new businesses within designated target industries, including construction, remodeling/restoration, roofing, flooring, property management, real estate, landscaping, siding/windows, countertops/cabinets, cannabis businesses, and other approved categories.
* Gather available company information, including business name, address, telephone number, website, business category, and appropriate contact information.
* Add qualified prospects to the Master Prospecting List in accordance with DumpStor procedures.
* Avoid duplicate records and maintain accurate, usable prospect information.

### Prospect Follow-Up & Relationship Development

* Conduct scheduled follow-up calls with previously contacted prospects according to established priority and callback protocols.
* Position DumpStor as a potential primary or backup dumpster provider when appropriate.
* Maintain professional relationships with prospects who may not have an immediate need but represent future business opportunities.
* Use approved promotional and referral offers when applicable.
* Respect established vendor relationships and maintain a consultative, non-aggressive approach.
* Immediately honor requests not to receive additional prospecting calls.

### Email Follow-Up

* Send approved follow-up emails after prospecting conversations when appropriate.
* Provide approved DumpStor brochures, pricing information, promotional offers, and other materials.
* Personalize approved templates based on the substance of the conversation without making unauthorized commitments or representations.
* Ensure follow-up communications are completed promptly and accurately documented.

### Prospect Tracking & Documentation

Maintain complete and accurate information in the DumpStor Master Prospecting List, including:

* Call attempts and dates.
* Contact and decision-maker information.
* Call disposition.
* Dumpster usage and frequency.
* Current provider information when available.
* Prospect priority/status.
* Follow-up emails sent.
* Promotional offers provided.
* Next action and next-action date.
* Internal routing or handoff.
* Relevant notes from conversations.

A prospecting interaction is not considered complete until the required documentation, follow-up communication, next action, and internal routing have been completed.

### Lead Classification & Routing

Classify prospects according to DumpStor's established system:

* **Red:** High-priority or immediate opportunity.
* **Orange:** Qualified prospect with legitimate potential but no immediate purchasing signal.
* **Yellow:** Longer-term or lower-frequency opportunity.
* **Gray:** Business/referral relationship that is not currently a meaningful dumpster prospect.
* **Green:** Existing DumpStor customer.

Route prospects according to established procedures:

* **Ali/Dispatch:** Account setup, routine backup-provider relationship, Docket-related setup, booking, scheduling, and operational questions.
* **Audrey/Allen:** High-value prospects, recurring commercial opportunities, pricing negotiations, strategic relationships, dissatisfied competitor customers, or prospects requiring customized solutions.

### Reporting & Performance Tracking

Provide accurate activity and pipeline information for DumpStor's weekly prospecting scorecard, including:

* Calls attempted.
* Unique businesses contacted.
* Live contacts.
* Decision-makers reached.
* Follow-up emails sent.
* New prospects researched and added.
* Dumpster users identified.
* Qualified opportunities.
* Backup-provider opportunities.
* Promotional offers made.
* Red, Orange, and Yellow leads generated.
* Leads routed to Ali.
* Leads routed to Audrey/Allen.
* Scheduled callbacks.
* Do-not-call requests.
* Other agreed-upon prospecting metrics.

Work with DumpStor to ensure reported activity reconciles with information maintained in the Master Prospecting List.

## Approved Sales Authority

The Business Development & Prospecting Specialist may:

* Explain DumpStor's approved products and services.
* Quote approved standard pricing.
* Communicate approved rental terms and included tonnage.
* Explain approved additional charges.
* Offer approved promotional codes to eligible prospects.
* Explain DumpStor's service area.
* Discuss approved features and benefits.
* Position DumpStor as a primary or backup dumpster provider.

The Specialist **may not independently**:

* Negotiate commercial or contractor pricing.
* Offer unauthorized discounts.
* Modify promotional offers.
* Waive established fees.
* Guarantee delivery or pickup times without confirmation.
* Promise availability.
* Agree to contract terms on behalf of DumpStor.
* Make exceptions to service-area, waste, placement, or other operational requirements.
* Make representations about DumpStor's services that are not contained in approved materials.

Questions or opportunities outside established authority must be referred to the appropriate DumpStor representative.

## Customer Service Expectations

The Specialist serves as a representative of DumpStor of Tulsa and is expected to:

* Communicate in a friendly, professional, confident, and conversational manner.
* Treat prospects as potential long-term relationships rather than simply names on a calling list.
* Avoid aggressive or high-pressure sales tactics.
* Respect businesses that are satisfied with their current providers.
* Never criticize or disparage competitors.
* Provide accurate information and never guess when an answer is unknown.
* Clearly distinguish confirmed information from items requiring DumpStor approval.
* Protect confidential company, customer, and prospect information.
* Maintain accurate records of all substantive communications.

DumpStor's approach should be:

**"We don't need to replace a provider who is serving you well. We'd simply like the opportunity to become another resource you can call when you need us."**

## Desired Qualifications

The ideal Business Development & Prospecting Specialist will have:

* Experience in outbound calling, business development, appointment setting, lead generation, customer service, or a similar role.
* Strong telephone communication and interpersonal skills.
* Comfort speaking with business owners, contractors, office managers, project managers, and other decision-makers.
* Ability to ask questions and listen rather than simply read a sales script.
* Strong organizational and follow-through skills.
* Accurate data-entry and documentation habits.
* Ability to manage scheduled callbacks and multiple prospect relationships.
* Comfort conducting basic online business research.
* Professional written communication skills.
* Ability to learn and accurately communicate pricing, service information, and business procedures.
* Sound judgment regarding when an opportunity should be escalated.
* Ability to work independently while following established processes and scripts.

Experience working with contractors, construction businesses, home services, property management, waste services, or other B2B service businesses is helpful but not required.

## Performance Expectations

Performance will be evaluated based on both **activity and quality**, rather than call volume alone.

Key indicators may include:

* Consistent outbound prospecting activity.
* Quality and accuracy of prospect research.
* Decision-maker contact rate.
* Number and quality of qualified prospects generated.
* Backup-provider opportunities developed.
* High-priority leads generated.
* Timeliness and quality of follow-up.
* Accuracy of prospect records.
* Adherence to callback schedules.
* Quality of internal handoffs.
* Prospect-to-customer conversions tracked by DumpStor.
* Contribution to new and recurring commercial business.

The Specialist is expected to focus on developing a **quality business-development pipeline**, not simply maximizing the number of calls made.

## Working Relationship

The Business Development & Prospecting Specialist will work closely with DumpStor of Tulsa's owners and dispatch team. DumpStor will provide approved prospecting materials, scripts, pricing information, service-area information, promotional offers, follow-up templates, and access to the Master Prospecting List.

The Specialist is responsible for following DumpStor's established procedures and promptly communicating significant opportunities, customer concerns, questions, or issues requiring internal attention.