Sales Operations & Lead Development Specialist

Primary Objective:

The Sales Operations & Lead Development Specialist is responsible for supporting revenue growth by managing lead generation and qualification activities, administering and optimizing HubSpot CRM, and providing sales operations support for the territory. This position serves as a critical link between marketing and sales by ensuring prospective opportunities are identified, qualified, accurately tracked, and effectively routed through the sales process.

The ideal candidate is highly organized, analytical, customer-focused, and experienced in CRM administration, lead management, and sales support processes. This individual will work closely with Regional Sales Managers, marketing personnel, and leadership to improve pipeline visibility, increase sales effectiveness, and drive business growth.

Essential Duties and Responsibilities:

Lead Generation & Qualification

• Identify, research, and qualify prospective customers, agencies, contractors, consultants, and partners within assigned territories.
• Manage inbound and outbound lead activity through multiple channels, including website inquiries, trade shows, marketing campaigns, referrals, and prospecting efforts.
• Conduct initial discovery conversations to assess customer needs, project opportunities, budget, timeline, and decision-making processes.
• Route qualified opportunities to Regional Sales Managers and maintain visibility throughout the sales cycle.
• Maintain regular follow-up communications with prospects and inactive opportunities.
• Assist in developing and maintaining target account and prospect lists within assigned territories.
• Support specification and project tracking efforts to identify future sales opportunities.

HubSpot CRM Administration

• Serve as the primary administrator and subject matter expert for HubSpot CRM.
• Maintain CRM data integrity, account structures, contact records, opportunity pipelines, and reporting dashboards.
• Create, update, and optimize workflows, automation, lead scoring, forms, and sales processes within HubSpot.
• Monitor CRM adoption and provide user support and training to sales team members.
• Develop and maintain CRM documentation, standards, and best practices.
• Ensure data quality through ongoing audits, cleanup efforts, and process improvements.

Sales Operations Support

• Support Regional Sales Managers by providing lead intelligence, opportunity tracking, and account research.
• Enter customer orders into the Syteline ERP system.
• Follow up on generated leads, estimates, and sales opportunities.
• Interface with customers to report order status and lead times. 
• Maintain accurate pipeline data and forecast reporting.
• Generate routine and ad hoc sales reports, dashboards, and performance metrics.
• Track and report on lead conversion rates, pipeline progression, and territory activity.
• Assist with territory planning and account management initiatives.
• Support trade show lead management and post-event follow-up processes.

Marketing & Sales Alignment

• Collaborate with marketing to improve lead generation campaigns and lead handoff processes.
• Monitor campaign effectiveness and provide feedback regarding lead quality and conversion performance.
• Assist with customer outreach programs, email campaigns, and targeted marketing initiatives.
• Support the execution of strategic growth initiatives within assigned regions.

Continuous Improvement

• Recommend and implement process improvements that enhance efficiency, customer experience, and sales effectiveness.
• Stay current on HubSpot functionality, CRM best practices, and industry trends.
• Maintain knowledge of MoboTrex products, services, markets, and competitive landscape.

Other Duties

• Perform other related duties and special projects as assigned.

Qualifications 

Education & Experience

• Bachelor's degree in Business, Marketing, Communications, Sales, or related field preferred.
• Minimum 3-5 years of experience in sales operations, business development, lead generation, CRM administration, or related commercial support roles.
• Experience administering HubSpot CRM strongly preferred.
• Experience in industrial, construction, transportation, infrastructure, technology, or related B2B      industries preferred.

Knowledge, Skills, and Abilities

• Strong understanding of CRM systems, sales processes, and pipeline management.
• Advanced proficiency with HubSpot CRM and Microsoft Office applications.
• Excellent verbal and written communication skills.
• Strong analytical and problem-solving abilities.
• Ability to manage multiple priorities and deadlines in a fast-paced environment.
• High attention to detail and commitment to data accuracy.
• Ability to work independently while collaborating effectively across departments.
• Strong organizational and project management skills.
• Professional customer service and relationship-building skills.

Physical Demands and Work Environment

While primarily an office-based position, the Sales Operations & Lead Development Specialist role may require:

• Ability to sit for extended periods while working at a computer. 
• Frequent use of hands and fingers for typing and operating office equipment. 
• Visual acuity to review detailed plans, specifications, and computer screens. 
• Ability to communicate clearly in person, over the phone, and through written correspondence. 
• Occasional travel throughout Texas and the territory for customer meetings, project reviews, and site visits.      
• Ability to walk active construction sites and navigate varying terrain when required.