Baker Tilly is a leading advisory, tax and assurance firm, providing clients with a genuine coast-to-coast and global advantage. The Sales Development Manager will be responsible for managing a team of sales development representatives, focusing on lead generation, training, and various sales management responsibilities.
Responsibilities:
- 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
- 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.)
- 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
- 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
Requirements:
- 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
- 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
- Salesforce and ZoomInfo experience highly preferred