Sales Development Representative

At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team. We cultivate a work environment that nurtures personal and professional growth, and this is a thrilling time to become a part of our organization. With dynamic roles that offer meaningful impact, you'll be able to fully realize your potential. Plus, you'll enjoy world-class benefits and the security, stability, and resources of our parent company, Hearst, with over 100 years of experience.

As a Sales Development Representative you will be responsible for identifying and qualifying leads and demonstrating the value of evidence-based care guidelines and software solutions to healthcare organizations. Additionally, you will connect with contacts from our existing prospect account database and marketing-generated leads, collaborate with Sales Executives, Account Managers, and Marketing Representatives, and create sales opportunities. 

You will: 

• Drive new business growth by making 30 to 40 calls each day, building and nurturing a robust pipeline of high-potential leads 

• Prospect into multiple healthcare organizations via lead follow-up, networking, referrals, and cold calling. 

• Conduct discovery calls to understand the prospect's needs, challenges, and decision-making processes. 

• Send personalized emails and engage through social media to connect with prospects and qualify them as potential sales opportunities. 

• Efficiently utilize tools like Conquer for automated dialing and Google for research to enhance outreach efforts and improve contact rates.  Document each task accordingly. 

• Utilize existing Salesforce database and search engines to find key contacts in targeted accounts. 

• Qualify all prospect accounts and leads by probing for specific business and solution needs. 

• Nurture relationships with potential leads not yet ready to buy, ensuring they remain engaged with MCG Health. 

• Partner with the Manager, Sales Development and the team to formulate prospecting strategy, customize sales scripts, and provide additional training. 

• Partner with Sales Executives for territory strategy, growth goals, and discovery appointment scheduling. 

• Make appointments in conjunction with Sales Executives to further sales discussions with leads and prospects. 

• Achieve or exceed set targets for the number of calls, and SQLs. 

• Regularly review performance metrics and adjust strategies as needed to meet goals.  Keep strong communication open with the Manager of Sales Development. 

• Learn and demonstrate a fundamental understanding of the MCG’s solutions and clearly articulate MCG's value story to prospective customers. 

• Participate in ongoing campaigns to generate new leads and expand the company’s market reach. 

• Execute pre-tradeshow call-downs to drive traffic to the company’s booth, promote event participation, and generate interest in the company’s offerings. 

• Conduct post-tradeshow follow-up calls and emails to contacts received during the tradeshow, aiming to convert these into qualified leads and opportunities. 

• Proactively reach out to prospects using leads generated by Marketing campaigns, including those from downloads, inquiries, and registrations. 

• Utilize Salesforce to track and manage all interactions with leads, ensuring accurate and up-to-date records. 

• Maintain an organized and active sales pipeline, regularly updating the status of leads and ensuring timely follow-up on all opportunities. 

• Stay informed about industry trends, competitors, and product updates to engage prospects effectively. 

• Participate in ongoing training and development to improve sales skills and product knowledge. 
• Travel up to 20% of the time to trade shows, Marketing and other MCG-sponsored events/Glue Events. 

What We’re Looking For: 

• 3 years of experience in outbound business-to-business prospecting sales/proven sales experience required. Prefer experience with selling healthcare solutions.   

• Experience using CRM tools like Salesforce, HubSpot, or similar platforms required. 

• Ability to travel up to 20% of the time to trade shows, Marketing department and/or other MCG-sponsored events. 

• Bachelor’s or Associates degree in Business, Marketing, Communications, or a closely related field preferred.  

• Experience prospecting in the healthcare or tech industry preferred.  

• Familiarity with prospecting tools such as LinkedIn, ZoomInfo, Dial Source, or other similar tools.  

• Highly organized, with the ability to manage leads and follow-ups efficiently. 

• Strong written communication skills with the ability to deliver clear, concise, and persuasive messages. 

• Ability to establish trust and connection with prospects through genuine interest and understanding. 

• Ability to understand and successfully present technical solutions. 
• Strong team player with the ability to work well with sales, marketing, and other departments to achieve common goals. 

Pay Range: $50,300 – $70,500  

Other compensation: Commission Eligible 

Perks & Benefits:  

💻 Remote work 

🩺 Medical, dental, vision, life, and disability insurance 

📈 401K retirement plan; flexible spending and health savings account 

🏝️ 15 days of paid time off + additional front-loaded personal days 

🏖️ 14 company-recognized holidays + paid volunteer days  

👶 8 weeks of paid parental leave + 10 weeks of paid bonding leave  

🌈 LGBTQ+ Health Services 

🐶 Pet insurance  

📣 Check out more of our benefits here: https://www.mcg.com/about/careers/benefits/  

We embrace diversity and equal opportunity and are committed to building a team that represents a variety of backgrounds, perspectives, and skills. Only with diverse thoughts and ideas will we be able to create the change we want in healthcare. The more inclusive we are, the better our work will be for it. 

As an essential function of this role, you will be required to attend in-person meetings and/or conduct in-person trainings at our clients’ worksites. Our clients may have certain requirements, including but not limited to requiring all visitors or guests in their sites to be fully vaccinated against COVID-19. By applying for this role, you understand that you will be required to meet any such client requirements. Failure to do so may result in the rescission of an offer and/or termination of employment.  

All roles at MCG are expected to engage in occasional travel to participate in team or company-sponsored events for the purposes of connection and collaboration. 

MCG is a leading healthcare organization dedicated to patient-focused care. We value our employees' unique differences and are an Equal Employment Opportunity (EEO) employer. Our diverse workforce helps us achieve our goal of providing the right care to everyone. We welcome all qualified applicants without regard to race, religion, nationality, gender, sexual orientation, gender identity, age, marital status, veteran status, disability, pregnancy, parental status, genetic information, or political affiliation. We are committed to improving equity in healthcare and believe that a diverse workplace fosters curiosity, innovation, and business success. We are happy to provide accommodations for individuals. Please let us know if you require any support.