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SAP Sales Development Representative Manager Brazil, São Paulo, São Paulo 9357637
Responsibilities:
Management of the team including but not limited to:
Conducting regular 121’s with each team member
Conducting regular team meetings
Motivating, coaching and developing the team
Conducting Quarterly SAP Talks to review progress and identify opportunities for development and learning
Setting up team monthly/quarterly incentives
Reviewing SDR created content and ensuring any communications are on message and compliant with internal and external regulations
Coaching the team and enhancing their sales and questioning skills through activities such as role - playing
Setting and regularly reviewing Goal Plans and working with team members to create development plans
Keeping up to date and building team knowledge of all Concur and competitor solutions offerings
Facilitate the training and on-boarding of new starters
Facilitate ongoing education and best practice sharing
Ensure team meet pipeline goals and key KPIs. Track performance and coach individuals through early indicators
Act as an escalation manager in critical situations, managing difficult conversations with Sales Reps to make win-win agreements, align on Territory Planning priorities and actions required to be successful
Measurement of key KPIs:
Reporting Daily, Weekly and Monthly KPI’s to Regional Marketing VP
Reviewing key metrics with manager and leadership team and addressing performance issues as and when necessary
Cross functional liaison:
Working with the Business Analysts and Profilers to further support the team with reporting tools and ensure data is correct in Salesforce
Ensuring timely follow-up of marketing campaigns and providing a feedback loop on campaign effectiveness
Regular communication with Sales leadership and sales team
Attend and actively participate in all internal Concur events
Be aware of, and comply with, all corporate policies
Success Metrics:
Pipeline generation $ARR and units
% closed business sourced by team
Exceeding SLAs on campaign follow-up and team KPI’s (dials, talk time and activity levels)
Conversion volumes and conversion rates from demand gen campaigns
Database quality & growth
Employee engagement & retention
Position Requirements Education, Experience and Training required:
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 with proven track record of running successful teams
Must have excellent listening skills
Must be enthusiastic, high energy, a can-do mentality, ambitious and self-motivated
Goal oriented and target driven
Strong business phone etiquette
Must be a team player with strong initiative, excellent PC skills and ability to quickly build extensive knowledge of Concur solution offerings and that of competitors
Must be able to process information gathered quickly and effectively to overcome objections
Excellent verbal communication skills
Able to work well on own initiative and manage own workload
Work well under pressure and able think out of the box
Operate under supervision with frequent reviews of work
Ability to negotiate with Sales Reps, lead a difficult conversation and reach common agreement
Value Competencies:
Displays passion for & responsibility to the customer
Hires, develops & 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 & corporate integrity
Working hours:
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
EEO:
Job Segment:Cloud, ERP, Developer, Marketing Manager, Sales Management, Technology, Marketing, Sales
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