Manages inbound and outbound lead generation, prospect research, qualification, CRM data, opportunity routing, and sales pipeline support. Conducts cold calling, monitors commercial real estate activity, maintains strategic account lists, supports marketing campaigns and events, prepares business development reports, analyzes conversion trends, and recommends process improvements. Collaborates with Business Development, Marketing, Branch Management, Project Management, and Operations teams to improve lead quality, data integrity, prospect engagement, and revenue growth.
Reports To: Business Development Manager
Position Summary
The Lead Generation & Business Development Coordinator serves as the primary point of contact for identifying, qualifying, researching, and distributing new business opportunities. This role supports Gachina's growth by managing inbound leads, conducting prospect research, maintaining CRM data, and providing market intelligence that helps drive revenue and business development success.
Working closely with Business Development, Branch Management, Marketing, and Operations teams, this position ensures opportunities are properly qualified, documented, tracked, and routed for timely follow-up.
Essential Duties & Responsibilities
Lead Generation & Bid Opportunity Management
- Manage inbound leads from HubSpot, AnswerForce, referrals, website inquiries, and other sources.
- Contact prospective clients to gather information, assess needs, and qualify opportunities.
- Route qualified opportunities to the appropriate Business Development, Branch, Project Management, or Operations team member.
- Track lead activity, follow-up actions, and opportunity status within CRM systems.
- Conduct leads nurturing activities to maintain engagement with prospective clients and future opportunities.
- Support the sales pipeline by ensuring leads are properly documented and advanced through the qualification process.
Prospect Research & Business Intelligence
- Cold Calling to identify and develop new business opportunities through proactive prospecting and market research
- Utilize tools such as HubSpot, ZoomInfo, BizNews, Costar, Convex, and other resources to identify target accounts and decision makers.
- Monitor commercial real estate activity, ownership changes, development projects, and market trends.
- Research target properties, companies, and key contacts aligned with Gachina's Ideal Customer Profile (ICP).
- Assist in the development and management of Top Target Property (TTP) initiatives and strategic account lists.
CRM Administration & Data Management
- Maintain accurate prospect, contact, property, and opportunity records in HubSpot, Aspire, and related databases.
- Ensure data integrity and consistency across business development platforms.
- Support CRM process improvements, workflow enhancements, and reporting initiatives.
- Identify opportunities to improve automation and efficiency within management processes.
Business Development & Marketing Support
- Support business development campaigns, event outreach, and follow-up activities.
- Collaborate with Marketing on lead generation initiatives, prospect segmentation, and contact management strategies.
- Assist with pre-event and post-event outreach efforts designed to create new business opportunities.
- Provide market intelligence and prospect information to support growth initiatives and strategic planning.
- Maintaining HubSpot data, tags, and contact/property information to support both sales and marketing efforts.
- Supporting the BD team with prospect research, account history, market intelligence, and prospecting tools.
- Managing and maintaining strategic account lists such as Top Target Properties.
- Providing leadership with market insights, trends, and opportunity reporting.
- Acting as a liaison between Marketing and Business Development to help support lead generation initiatives and follow-up efforts.
Reporting & Continuous Improvement
- Prepare reports related to lead activity, opportunity volume, market intelligence, and business development initiatives.
- Analyze lead sources, conversion trends, and prospect engagement activity.
- Recommend process improvements that enhance lead generation, customer acquisition, and sales effectiveness.
- Support continuous improvement efforts focused on growth, efficiency, and data quality.
Qualifications
- Associate degree or equivalent experience required; bachelor’s degree preferred.
- Customer Service Experience
- Three or more years of experience in business development, lead generation, sales support, marketing coordination, CRM administration, or a related field.
- Experience with CRM platforms, preferably HubSpot.
- Strong research, analytical, organizational, and communication skills.
- Proficiency with Microsoft Office, including Excel.
- Ability to manage multiple priorities and meet deadlines while maintaining a high level of accuracy.
- Experience with sales intelligence, prospecting, or commercial real estate platforms such as ZoomInfo, CoStar, Convex or preferred similar tools.
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