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SAP Sales Development Representative Manager 
Brazil, São Paulo, São Paulo 
9357637

09.09.2024

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:


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