Capital Associated Industries, Inc.
  • Raleigh, NC, USA
  • Full Time

Capital Associated Industries (CAI) is an employers' association with offices in Raleigh and Greensboro, NC, that serves the greater Research Triangle, Piedmont Triad and 65 central and eastern counties of North Carolina. We have a long and rich tradition of helping our 1,100 + member organizations maximize employee engagement and minimize employer liability through human resources and management advice, learning and development, talent and performance management, and HR consulting services.

CAI is in the midst of high growth! We are looking for an exceptional Business Development Representative with a proven record of success. The Business Development Representative will be responsible for an assigned geographic territory, and will have specific goals for acquiring new Members for CAI. This involves developing new leads, nurturing existing prospects, and successfully generating new members.


New Member Acquisition

  • Consistently meet New Member goals for assigned territory.
  • Be a product expert on CAI membership. Have a strong knowledge of all CAI fee-based services and keep up to date on all new offerings.
  • Pursue connections with decision makers, identify needs of the organization, and effectively position the value proposition of CAI Membership.
  • Conduct needs-based telephone and online (GoToMeeting) sales calls and product demonstrations with key managers and senior-level executives. Present a strong value proposition and convert prospects into members. Involve other CAI staff and subject matter experts as appropriate.
  • Collaborate with internal CAI staff, such as Marketing, Membership, and area specific subject matter experts
  • Field inbound membership inquiries, qualify, develop and close.
  • Proactively document sales activities and opportunities, and manage sales pipeline in SalesForce.
  • Meet or exceed monthly revenue goals for new member joins and other key metrics.


Business Development

  • Identify potential member organizations in assigned territory and work to develop and nurture those leads.
  • Engage in networking and sales activities, including CAI sponsored events and external sources
  • Support all marketing initiatives and follow up on all leads generated. Work cooperatively with marketing personnel to implement targeted campaigns.
  • Support CAI awareness building efforts by participating in various events
  • Proactively call business leads to drive services revenue opportunities.
  • Analyze data from training classes, hot-line call records, spend patterns, etc. to assist in identifying leads.
  • Develop relationships with community resources to maximize opportunities at their locations.
  • Proactively network on a monthly basis to develop referrals and relationships.


  • Bachelor's degree in sales, marketing, human resources or general business
  • 3 to 5 years of consultative B2B services sales success using the phone and online tools.
  • Experience selling HR, staffing, payroll, or training services a plus but not required.
  • Ability to own and lead every part of the sales process from prospecting to close.
  • Experience working with a large number of prospective clients simultaneously.
  • Demonstrated exemplary service standards and sales practices.
  • Outstanding communication and interpersonal skills.
  • Effective presentation skills while working with technology.
  • Experience utilizing web-based sales and/or CRM software applications.
Capital Associated Industries, Inc.
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