JOB SUMMARY/OVERVIEW

The Sr. Manager, Sales Development is responsible for building market positions by locating, developing, defining, and crafting opportunities for Regional Consultants to engage with. This individual will have a consistent track record of planning, executing, measuring, and refining effective telemarketing programs that support the goals of the sales. This individual will lead, mentor and support the activities of a hard-working team of Team Lead Supervisors, Sr. Sales Development Representatives, and Sales Development Representatives. The Sr. Manager will also be responsible for hitting specific activity metrics and performance targets. This individual will work closely with sales leadership and marketing to support specific lead generation initiatives, and will ensure that program goals are effectively translated to phone prospecting campaigns that achieve those goals.

ESSENTIAL DUTIES/RESPONSIBILITIES

• Develop a team of multiple Team Lead Supervisors.
• Lead a team of with 11+ Sr. Sales Development Representative’s and Sales Development Representative’s.
• Assist Sr. Leadership with presentations of the Sales Development department’s initiatives.
• Build and optimize projects to benefit the Sales Development department with Sr. Leadership.
• Identify trendsetter ideas by researching industry and related events, publications, and announcements; supervise individual contributors and their accomplishments.
• Locate or propose potential deals by contacting potential partners; discover and explore opportunities.
• Develop current and new talent in negotiating strategies and positions by studying integration of new venture with company strategies and operations; examine risks and potentials; estimate partners' needs and goals.
• Build new business deals by coordinating requirements; develop, qualify and schedule opportunities.
• Protect organization's value by keeping information confidential.
• Update job knowledge by participating in informative opportunities; read professional publications; maintain personal networks; participate in professional organizations.
• Improve organization reputation by accepting ownership for accomplishing new and different requests; explore opportunities to add value to job accomplishments.
• Set sales targets and define strategy to achieve these targets and to follow the set strategy punctually.
• Maintain the Sales Development databases.
• Supervise data capture and use of reporting tools on Salesforce.com to track performance, while providing accurate and timely management reports on team metrics.
• Lead a metrics oriented model, focused on penetrating cold and warm accounts.
• Build an environment of accountability within a driven team environment.
• Support marketing activities, including trade/ shows, mailings, etc.
• Train and mentor a team of 2-4 Team Lead Supervisors and 11-20 direct reports on prospecting standard methodologies.
• Other projects and responsibilities may be added at the manager’s discretion.
  

JOB REQUIREMENTS AND QUALIFICATIONS

Education:

Bachelor’s degree; or equivalent combination of education and experience.

Training Requirements (licenses, programs, or certificates): N/A

Experience:

• Minimum 8 years’ experience in B2B Sales.
• Minimum 3 years’ Sales Management experience.
• Minimum 4 years’ experience in HROs.
• 3 Years PEO Experience, preferred
• Proven track record of consistently achieving monthly, quarterly and annual sales targets.
• Experience with SalesForce and Customer Relationship Management (CRM) strongly preferred.
• Experience in SaaS, Cloud, ERP, HRIS sales.
• President’s Club success.
• Experience owning and/or operating a SMB.
• Experience in consultative selling within technology, professional and financial services.
  

Other Knowledge, Skills and Abilities:

• Excellent verbal and written communication skills.
• Strong business acuity and P&L analysis.
• Ability to plan daily and weekly activities for an inside sales team, supervise performance, and measure results.
• Ability to guide individuals toward goal achievement using negotiation, teamwork/collaboration, motivation, and staff development skills.
• Ability to mentor and develop action plans to maximize performance and provide effective feedback when necessary.
• Innovative attitude to help analyze and improve work processes.
• Ability to communicate with employees at all levels of the organization.
• Excellent listening skills.
• Excellent presentation and facilitation skills.
• A proven dedication to high professional ethical standards and a diverse workplace.
• Ability to adapt to a fast paced constantly evolving business and work environment while handling multiple priorities.
• Proficient in Microsoft Office Suite.
• Advanced Microsoft Excel skills: building reports, budgets, forecast models, and data manipulation.
  

WORK ENVIRONMENT/OTHER INFORMATION (Travel required, physical requirements, on-call schedules, etc.)

• Work in clean, pleasant, and comfortable office setting.
• Minimal travel required.
• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.