Job Description:This position is responsible for the management of a team of industry-focused sales development representatives. Primary focus will be on individual and teamwide lead generation achievement, training, development, administrative support, compensation validation, and various other sales management responsibilities.
1. Sales Development Execution and Goal Achievement (40%)
- Primary focus on achieving individual and teamwide output goals, meetings set attainment, and pipeline generation
- Oversee creation and execution of the various tactics necessary to recognize the achievement of established goals
- Ability to oversee and rapidly ingest new target lists and deploy fully-vetted, industry-specific sequences within the team's standard operational timelines
- A proven track record of managing "up" and "across," building alliances with strategic firmwide resources and hands-on industry leaders
- Utilize data-driven tactics and reporting to track performance of the team overall and down to the individual. Identify areas of high performance and underperformance in accordance with a set of pre-determined metrics.
- Identify cyclical trends using historical data to prevent continued down-periods for the department or a specific industry
2. Training, Learning, Coaching, and Development (40%)
- Deliver a rigorous onboarding curriculum for new team members, ensuring mastery of all software applications in use
- Teaching of high-level nuances, including Strategic Social Selling, value-based calling, and BANT+ qualification standards. Basic teaching and coaching for junior level SDRs.
- Ability to write and teach the finer nuance of compelling, industry-specific scripts and messaging that entices the intended audience to want to take a meeting
- Cooperate with firmwide departmental resources to bring the team new processes, training, coaching, etc. (i.e. Sales Enablement, Market Intelligence, Sales Operations, Marketing, etc.)
3. Reporting and Metrics Tracking (10%)
- Responsible for tracking SDR opportunities from booked meetings to occurrence, opportunity conversion, and final revenue, including the management of tagging standards and interfirm requirements
- Responsible for creating commission criteria for clear qualifying meeting requirements and effectively communicating these to the team. Ensure proactive and timely management of incentive requirements and processing to Sales Operations.
- Ability to clearly and concisely present metric achievement in a transparent manner suitable for firm leadership
4. Departmental Administrative Support and Miscellaneous Tasks (10%)
- Management of staff PTO, coverage needs, performance reviews and other HR-related management duties
- Compensation validation monthly in cooperation with Sales Operations
- New requisition job filling or backfilling in cooperation with Talent Acquisition and Sales Leadership
- Positively influence morale and turnover through structured career development and team support
- Other duties as assigned
Qualifications
- Bachelor's degree focused on business development, management, or a related degree in business required
- Five years prior relevant work experience in the B2B space required, with three of those in sales management
- Prior team management experience mandatory
- Extensive prior history with business development software applications.
- Salesforce and ZoomInfo experience highly preferred
- Well-versed and experienced in people management, metrics, KPIs
- Able to exercise well-reasoned judgment and decision-making; organizational and analytical skills
- Strong communication and interpersonal skills
- Effective project management and time management skills
Actual compensation is influenced by a variety of relevant factors including but not limited to applicant's skills, prior experience, qualifications, degrees, professional certifications, work arrangements and geographic location. Baker Tilly offers a comprehensive compensation and benefits package to eligible employees.
The pay rate range for Chicago, IL is $98,000 to $148,520.
The pay rate range for Madison, WI and Milwaukee, WI is $84,000 to $135,020.
