Position Summary
The Sales Development & Marketing Analyst plays an important role in supporting revenue growth, strengthening client relationships and expanding business development opportunities across The Driver Provider's operating locations.
This position is responsible for identifying and researching prospective clients, analyzing existing customer relationships, coordinating targeted marketing initiatives and maintaining the accuracy and effectiveness of the company's customer relationship management (CRM) system.
Working collaboratively with Sales, Client Services, Operations and leadership, the Sales Development & Marketing Analyst transforms market research, customer data and business intelligence into actionable opportunities that support new customer acquisition, existing account expansion and long-term revenue growth.
The ideal candidate is analytical, highly organized, proactive and comfortable managing multiple priorities in a fast-paced environment. Success in this role requires the ability to recognize business opportunities, maintain accurate information, communicate effectively and ensure that sales and marketing activities result in measurable progress.
Essential Duties and Responsibilities
Business Development & Lead Generation
Research and identify prospective corporate clients, organizations and business partners across all company markets.
Develop and maintain qualified prospect lists based on industry, geographic location, transportation requirements and potential revenue opportunities.
Identify key decision-makers, including corporate travel managers, executive assistants, meeting planners, procurement professionals and organizational leadership.
Research businesses with transportation needs aligned with the company's services, including corporate transportation, employee shuttles, group charters, special events and executive travel.
Evaluate prospective accounts based on business potential, service requirements and alignment with company capabilities.
Organize and distribute qualified leads to appropriate sales representatives and branch leadership.
Monitor lead development activities and ensure opportunities receive appropriate follow-up.
Support the development of consistent prospecting practices across company locations.
Existing Account Development & Revenue Opportunities
Analyze existing customer accounts using the Driving Transactions Sales Dashboard and other approved reporting tools.
Identify opportunities to expand transportation services within established customer relationships.
Research dormant or inactive accounts and develop recommendations for reengagement.
Identify additional contacts, departments, locations and business units within existing client organizations.
Monitor account activity and purchasing patterns to identify potential growth opportunities.
Collaborate with Sales and Client Services to develop targeted account expansion initiatives.
Assist in identifying customer segments with strong potential for repeat business and long-term partnerships.
Provide organized research and supporting information to assist sales representatives with account development.
CRM Administration & Sales Data Management
Maintain accurate, complete and current customer and prospect information within Zoho CRM.
Verify contact information, eliminate duplicate records and ensure consistent data entry practices.
Organize accounts and contacts using appropriate classifications, geographic markets and customer segments.
Monitor sales activities, follow-up tasks and opportunity progression to support pipeline visibility.
Assist with the development and maintenance of CRM reports, dashboards and tracking processes.
Identify data inconsistencies and recommend improvements to CRM accuracy and usability.
Coordinate with the Zoho Administrator to support system improvements, reporting capabilities and sales process efficiency.
Promote consistent CRM utilization and documentation practices across the sales organization.
Marketing Coordination & Campaign Support
Coordinate with the Zoho Administrator and appropriate team members to support targeted email marketing campaigns.
Assist with the development and execution of customer reactivation, cross-selling and prospect-nurturing initiatives.
Organize contact lists and customer segments for marketing outreach.
Support the preparation, distribution and tracking of approved marketing communications.
Maintain company-wide and branch-specific marketing calendars.
Coordinate marketing activities with planned events, industry conferences and business development initiatives.
Track campaign participation, engagement and resulting sales opportunities.
Assist in evaluating campaign effectiveness and identifying opportunities for improvement.
Support consistency in marketing communications and adherence to established company branding standards.
Market Research & Business Intelligence
Monitor business developments that may create new transportation opportunities, including corporate relocations, new employers, facility expansions and hospitality developments.
Research relevant chambers of commerce, professional associations, business organizations and networking groups.
Identify industry events, conferences, conventions, sporting events and large-scale gatherings that may generate transportation demand.
Research event organizers, venue contacts, transportation coordinators and prospective corporate partners.
Monitor relevant industry trends and competitive activity to support business development planning.
Compile market research findings into organized, actionable recommendations for the sales team.
Assist leadership in identifying underserved markets, emerging customer segments and potential strategic partnerships.
Sales Operations & Team Support
Provide administrative, analytical and organizational support to sales representatives and business development leadership.
Prepare prospect research, account summaries, contact lists and supporting materials for sales outreach.
Coordinate the assignment and tracking of qualified opportunities.
Establish and monitor CRM follow-up tasks to support timely prospect engagement.
Assist with organizing sales meetings, business development initiatives and outreach activities.
Maintain accurate records of lead assignments, prospect status and sales activity.
Coordinate with branch leadership to ensure sales opportunities are appropriately routed and supported.
Identify process gaps and recommend improvements that strengthen communication, accountability and sales effectiveness.
Performance Tracking & Reporting
Prepare weekly and monthly reports summarizing lead generation, prospect development and marketing activities.
Track qualified prospects added, opportunities identified and account expansion initiatives.
Monitor CRM accuracy, follow-up completion and pipeline development.
Evaluate marketing campaign activity and report measurable results.
Identify trends in lead generation, customer engagement and sales activity.
Provide leadership with timely, accurate information to support business development decisions.
Assist in establishing consistent reporting practices and performance measures across operating locations.
Required Qualifications
Experience in business development support, sales operations, marketing coordination, prospect research or a related field.
Strong research and analytical skills, including the ability to identify and evaluate potential business opportunities.
Excellent organizational skills and the ability to manage multiple projects and competing priorities.
Strong written and verbal communication skills.
Proficiency with Microsoft Office applications, particularly Excel, Word and Outlook.
Experience working with CRM systems; Zoho CRM experience preferred.
Ability to maintain accurate databases, organize information and generate meaningful reports.
Familiarity with B2B marketing, lead generation, email campaigns and marketing automation.
Experience working with spreadsheets, dashboards, reporting tools and approved AI-assisted research applications.
Strong attention to detail, accuracy and follow-through.
Ability to work independently while collaborating effectively with multiple departments.
Sound judgment and discretion when handling confidential customer and business information.
Preferred Qualifications
Experience in chauffeured transportation, corporate travel, hospitality, event services, logistics or a related industry.
Familiarity with corporate account development and relationship-based business-to-business sales.
Experience supporting sales teams operating across multiple locations or geographic markets.
Working knowledge of sales pipeline management, customer segmentation and lead qualification.
Experience analyzing customer purchasing patterns and identifying revenue growth opportunities.
Key Performance Indicators
Performance will be evaluated using established departmental goals and measurable outcomes, including:
Lead Generation: Number and quality of qualified prospects identified and entered into the sales pipeline.
Account Development: Identification of actionable opportunities to expand existing customer relationships.
CRM Accuracy: Completeness, organization and reliability of customer and prospect records.
Sales Follow-Up: Timely assignment, documentation and tracking of sales opportunities.
Marketing Execution: Completion and coordination of scheduled marketing initiatives.
Pipeline Development: Contribution to the development and progression of qualified sales opportunities.
Reporting: Accuracy, timeliness and usefulness of sales activity and performance reporting.
Process Improvement: Identification and implementation of opportunities to improve sales coordination, data management and operational efficiency.
Specific performance targets will be established by management and reviewed periodically.
Position Expectations
The Sales Development & Marketing Analyst is expected to demonstrate initiative, accountability and a results-oriented approach to supporting the company's business development objectives.
The individual in this position must be capable of independently organizing assigned responsibilities, identifying opportunities for improvement and ensuring that information provided to the sales team is accurate, timely and actionable.
Success requires consistent communication, collaboration across departments and a commitment to supporting the company's growth through effective research, coordination and follow-through.
Position Objective
Establish and maintain a structured, repeatable and measurable process for identifying new business opportunities, expanding existing customer relationships and supporting sales and marketing initiatives across all operating locations.
Through effective research, CRM management, marketing coordination and performance reporting, this position will help strengthen the company's sales pipeline, improve business development efficiency and support sustainable, profitable revenue growth.