Inside Sales - Business Development

Join HM Cragg as an Inside Sales - Business Development (BDR) - Service focused on turning market and installed-base insight into qualified generator-service opportunities. This onsite role in Billings, MT supports customers with multiple facilities, campus environments, and geographically distributed standby-power assets, helping the sales team move faster with cleaner, more actionable data.

What you’ll do

You will build and maintain a prioritized prospect universe across HM Cragg’s territory for commercial and industrial standby power-generation services. The work starts with research and data refinement, then moves into opportunity hypothesis creation and qualified handoff to Outside Sales.

• Research healthcare systems, data-center operators, municipalities, industrial organizations, water and wastewater entities, emergency-management organizations, state and local government, and other standby-power-dependent markets.
• Review and improve information from Generac installed-base lists, prior-year quotations, dormant opportunities, Service Pro, Tiger Paw, and other approved sources.
• Recover actionable opportunities from prior quotations, incomplete records, aging leads, historical customer files, and unconverted equipment information.
• Validate and enrich data including organization, site, contact, generator, ATS, ownership, service-provider, quotation-history, and opportunity details.
• Identify multi-site, campus, and geographically distributed prospects that may benefit from consolidated service agreements.
• Create a documented opportunity hypothesis covering the organization, likely facilities, available equipment information, potential decision-makers, service rationale, and recommended next action.
• Transfer qualified strategic new-logo and complex opportunities to Outside Sales for relationship development, field discovery, solution design, and close.
• Support Outside Sales after handoff with research, contact development, data enrichment, and preliminary equipment information.
• Maintain accurate prospects, business activities, opportunities, source information, and next steps in IFS.

What you bring

• Experience in inside sales, business development, lead generation, market research, data enrichment, or CRM administration.
• Strong research skills and the ability to reconcile incomplete information from multiple sources.
• Comfort with outbound prospecting and professional customer communication.
• Advanced attention to detail and proficiency with Excel, CRM/ERP systems, online research, and Microsoft 365.
• Customer-focused, accountable, and aligned with HM Cragg values and company safety, quality, information-security, pricing, approval, and contractual requirements.
• Perform other duties as assigned, consistent with business needs and the general scope and level of the position.

How success is measured

• Qualified opportunities created
• Pipeline and quotation value generated
• Data enrichment and record completeness
• Contact and site verification
• Conversion from researched lead to active opportunity
• Recovery of dormant or prior-year opportunities
• IFS data quality and duplicate reduction

Compensation, reporting, and expectations

Salary: USD 80,000 - 90,000 per year.
Reporting relationship: BDR - Service reports to the Senior TSM - Service.
Travel expectations: Primarily office-based, with occasional travel for meetings, training, customer support, or site familiarization as business needs require.

Tools and technologies

• Excel
• CRM/ERP systems
• Microsoft 365
• IFS
• Generac installed-base lists
• Service Pro
• Tiger Paw

Education and experience

Education: Bachelor’s degree in business, marketing, analytics, research, sales, or a related field. Associate’s degree with equivalent relevant experience considered.
Experience: Experience with generators, electrical power, industrial services, asset data, or mission-critical infrastructure.