Growth Originator

Department: Business Development | Reports To: COO | Location/Office: Salt Lake City, UT

Position Overview:

The Growth Originator is a senior, high trust role responsible for two related things: identifying and building relationships with key decision makers in niche industries where we do not yet have an established presence and growing and maximizing the company's existing active vendor programs. This person has run or fine-tuned an outreach program in a previous role and understands how to adapt that experience to our environment. The technical build of the outreach program, including CRM workflows, sequencing, and tracking, is owned by our technology team. The Growth Originator is responsible for shaping the strategy behind the program and for personally executing its highest value components: identifying the right buyers, building trust with them, introducing them to our company and driving additional volume through our existing vendor programs by working directly with vendor sales channels. Once a new relationship has been established, the account is handed to the business development team, which discusses specific offerings and builds the customer program.

What You Will Do

Outreach Program Development

• Bring experience from a successful outreach program and adapt it to our niche B2B leasing environment, including targeting criteria, messaging, sequencing, and cadence.
• Partner with the CTO and Director of Business Technology to translate the outreach strategy into CRM workflows and supporting tools. The Growth Originator defines what the program needs to accomplish, and the technology team builds the systems to support it.
• Identify which niche verticals and buyer personas to prioritize, and refine that list on an ongoing basis as new information becomes available.

Program Growth and Vendor Channel Development

• Serve as a primary driver of growth within our active vendor programs, working alongside the account and program management team.
• Call sales representatives within active vendor networks to generate new leasing leads.
• Set up calls and build relationships with regional vendor sales groups to expand utilization of our leasing programs and generate additional leads.
• Identify and pursue opportunities to grow volume within existing programs, in addition to originating new customer relationships.
• Track vendor channel activity and program growth, and coordinate with the business development and program management teams to align on priorities.

Relationship Origination and Buyer Identification

• Identify decision makers within niche target industries who have the authority to make purchasing decisions.
• Build high trust, credibility first relationships with these individuals rather than relying on high volume outreach methods.
• Establish our presence with key buyers so that the business development team can engage from a position of credibility.

Travel and In-Person Relationship Building

• Travel regularly to meet buyers in person and attend relevant industry events and trade shows. Realistic 1-2 per month. Potential 2-3 times per month. Trips can be 1-3 nights.
• Represent our brand and reputation in the field. In person relationships are central to how trust is built in this role.

Handoff to Business Development

• Once a relationship has been established and initial trust has been built, hand the account to our business development team so they can discuss specific offerings and build the customer program.
• Document relevant context and background from each relationship to ensure a smooth transition to the business development team.
• This role is evaluated on the quality of relationships built and handed off, not on personally closing new business.

What Success Looks Like:

• A working outreach program that has been adapted to our environment and is supported by the technology team.
• A growing number of high-quality relationships with decision makers in target niche industries.
• Consistent handoffs to the business development team that result in productive sales conversations.
• A reputation among target industries for us as a credible and trustworthy partner.

What You Bring

• Senior level professional with a demonstrated track record of building or running a successful outreach program, and the ability to adapt that experience to a new environment.
• Comfortable taking a technology forward approach to sales, including using and shaping CRM and sales engagement tools, without needing to build the underlying systems.
• Strong sales skills combined with a relationship first approach. This candidate should not be primarily interested in high volume, low context outreach.
• Experience identifying and engaging decision makers within niche or specialized industries.
• Experience working through a vendor sales channel, including generating leads by calling vendor sales representatives and regional sales groups directly.
• Willing and interested in regular travel and in person relationship building.
• Comfortable serving as the person who opens relationships rather than the person who closes transactions.
• Familiarity with equipment leasing, asset finance, or a related financial services industry is a plus.

Additional Skills:

• Excellent relational skills.
• Excellent oral and written communication skills.
• Strong working knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
• To be evidenced by the following: Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences. Oral Expression - The ability to communicate information and ideas in speaking so others will understand. Speech Clarity - The ability to speak clearly so others can understand you. Speech Recognition - The ability to identify and understand the speech of another person. Written Expression - The ability to communicate information and ideas in writing so others will understand. Written work products require little if any grammar and /or spelling corrections.
• Diplomacy. The ability to maintain a pleasant manner, tact, and diplomacy in challenging circumstances.
• Strong organizational skills and a high level of attention to detail.
• Ability to be productive and efficient under varying volumes of workload and rapidly shifting priorities.