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Sales Development Representative Manager
2 meses atrás
We are seeking a highly motivated and experienced Sales Development Representative Manager to join our team at SAP. As a Sales Development Representative Manager, you will be responsible for leading a team of Sales Development Representatives in creating sales pipeline across new and add-on business in support of SAP Concur's revenue goals.
Key Responsibilities- Conduct regular one-on-one meetings with team members to discuss progress, goals, and challenges.
- Lead regular team meetings to discuss sales strategies, share best practices, and provide feedback.
- Motivate, coach, and develop the team to meet individual goals and key performance indicators (KPIs).
- Implement processes and best practices in alignment with more mature markets, such as North America and EMEA.
- Conduct quarterly SAP Talks to review progress, identify opportunities for development and learning, and set goals for the team.
- Set up team incentives and rewards to motivate team members to meet pipeline goals and KPIs.
- Review and provide feedback on SDR-created content to ensure it is on message and compliant with internal and external regulations.
- Coach the team to enhance their sales and questioning skills through activities such as role-playing.
- Set and regularly review Goal Plans with team members and create development plans to help them achieve their goals.
- Keep up-to-date and build team knowledge of all Concur and competitor solutions offerings.
- Facilitate the training and onboarding of new starters and ensure ongoing education and best practice sharing.
- Ensure the team meets pipeline goals and KPIs, track performance, and coach individuals through early indicators.
- Act as an escalation manager in critical situations, managing difficult conversations with Sales Representatives to make win-win agreements, align on Territory Planning priorities, and actions required to be successful.
- Measure key KPIs, including pipeline generation, ARR, units, % closed business sourced by the team, SLAs on campaign follow-up, team KPIs (dials, talk time, and activity levels), conversion volumes and conversion rates from demand gen campaigns, and database quality and growth.
- Previous experience in telesales.
- Proven track record of successfully managing a telesales team, preferably in the IT cloud sales industry.
- Critical performance competencies: excellent coaching and mentoring abilities, proven track record of running successful teams, excellent listening skills, enthusiasm, high energy, a can-do mentality, ambition, self-motivation, goal-oriented, target-driven, strong business phone etiquette, team player, strong initiative, excellent PC skills, ability to quickly build extensive knowledge of Concur solution offerings and competitors.
- Value competencies: displays passion for and responsibility to the customer, hires, develops, and rewards great people, displays leadership through innovation in everything you do, displays a passion for what you do and a drive to improve, displays a relentless commitment to win, displays personal and corporate integrity.
40+ hours per week will typically be necessary to accomplish performance objectives and to provide satisfactory job presence and/or responsiveness. Flexibility as to the specific working hours may be required or available.
We are an Equal Opportunity Employer and apply this policy to all applicants and employees. We are committed to hiring and valuing a global diverse work team.
